Onsite
I'm Interested

Job Details

In this role, you will make an impact in the following ways:

  • Supports the account team in developing and maintaining positive customer relationships. Assists in
  • organization of customer visits and negotiations.
  • Supports the account team in identifying customer needs.
  • As requested, helps curate/organize data and information that will help a specific customer to
  • evaluate Cummins benefits.
  • Provides information to the account team to support the negotiation and implementation of
  • contracts with accounts.
  • Helps coordinate communication and interfaces with the customer at appropriate levels. Coordinates
  • internal communication across sales roles and segments and/or with internal stakeholders.
  • Supports the account team to meet revenue and share goals within assigned accounts.
  • Act as a champion for the voice of the customer within the business. Supports projects intended to
  • improve customer relationships and customer value and to grow the business with assigned
  • accounts.
  • Executes the Cummins Sales Process. Supports/Maintains accurate reporting and forecasting, using
  • Cummins tools and processes and Customer Relationship Management systems.

 

To be successful in this role you will need the following:

  • College, university, or equivalent degree in marketing, sales or a related subject or an acceptable combination of education and experience required. This position may require licensing for compliance with export controls or sanctions regulations.
  • +8-15 relevant work experience required. Customer-facing experience preferred.
  • Sense Making - Through a series of diagnostic and probing questions and research, develops and/or
  • supports an intimate understanding of the customer needs, behaviors, and/or their buying journey.
  • Synthesizes complex information from internal and external resources to deliver tailored solutions
  • for the internal or external customer.
  • Account Planning - Identifies objectives to drive execution of business and/or account strategy by
  • reviewing the status relative to where it needs to be and enabling tracking of progress against
  • targets.
  • Adapts to target audience - Explains complex topics (significant technical data, subject matter
  • expertise, etc.) in such a way that the target audience (e.g. sales professionals, customers, training
  • vendors, etc.) can understand, retain, and use the information
  • Integrates Customer Perspective - Incorporates an understanding of the customers' perspective on
  • our products and sales efforts to develop sales content that improves our ability to meet their needs
  • and increase revenue.
  • Sales Forecasting - Collects and assesses customer data from internal and external sources;
  • compares against historical data to determine useful inputs and create a forecast of future
  • consumption patterns.
  • Sales Pipeline Management - Plans proactively for successful execution of account/territory-level
  • sales strategies and plans based on current pipeline; evaluates pipeline health (size, contents,
  • progress); adjusts sales strategy, plans, or high impact activities accordingly; as applicable coaches
  • sellers in order to achieve sales objectives.
  • Articulating Value Proposition - Interprets internal and external customer needs based on relevant
  • application; explains and demonstrates products, solutions, and services to distinguish strengths
  • and weaknesses to meet customer's specific needs to differentiate against competition.
  • Pricing Strategy - Develops prices by aligning and building consensus with key stakeholders across
  • functions to achieve business targets.
  • Channel Awareness - Explains and contextualizes industry structure, dynamics, and path to market
  • in order to advance organizational goals.
  • Communicates effectively - Developing and delivering multi-mode communications that convey a
  • clear understanding of the unique needs of different audiences.
  • Customer focus - Building strong customer relationships and delivering customer-centric solutions.
  • Ensures accountability - Holding self and others accountable to meet commitments.
  • Instills trust - Gaining the confidence and trust of others through honesty, integrity, and
  • authenticity

 

Mission
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ACCOUNT MANAGEMENT SPECIALIST - SENIOR
I'm Interested