DESCRIPTION

Key Responsibilities

• Customer Relationship Management : Develop, manage, and maintain business relationships with assigned accounts supporting the organization’s sales strategy.
• Revenue Growth : Support revenue growth by identifying and contacting new business opportunities and participating in cost reduction initiatives.
• Product and Service Sales : Extend and expand the sale of products and services to existing clients.
• Communication Coordination : Lead, manage, and coordinate communication and interfaces with the customer at appropriate levels.
• Contract Negotiation : Negotiate and implement contracts with accounts as authorized.
• Production and Distribution Management : Manage production and distribution issues associated with accounts.
• Customer Relations : Establish and maintain positive customer relations and act as a champion for the voice of the customer within the business.
• Account Strategy Support : Support account strategy and work with key stakeholders in the business to achieve optimum results.
• Customer Satisfaction : Measure customer satisfaction and create action plans to improve satisfaction based on data.
• Accounts Receivable Management : Manage accounts receivable deliverables, including discussing and negotiating payment terms.
• Customer Focus Six Sigma Initiatives : Drive initiatives to strengthen relationships with customers.
• Cross Business Unit Development : Drive cross business unit account development in support of account strategy.
• Sales Forecasting : Maintain sales forecasts and track progress and accuracy against forecasts.
• Inventory and Delivery Coordination : Work with internal stakeholders and customers to balance inventory, service, and delivery capabilities with customer expectations.

RESPONSIBILITIES

Experience :

• Significant level of relevant work experience, including previous customer and/or product experience required.
• Technical expertise is a must .
• Purchasing/commercial contract negotiation preferred.

Competencies:

• Values Differences : Recognize the value that different perspectives and cultures bring to an organization.
• Communicates Effectively : Develop and deliver multi-mode communications that convey a clear understanding of the unique needs of different audiences.
• Customer Focus : Build strong customer relationships and deliver customer-centric solutions.
• Ensures Accountability : Hold self and others accountable to meet commitments.
• Instills Trust : Gain the confidence and trust of others through honesty, integrity, and authenticity.
• Articulating Value Proposition : Interpret internal and external customer needs and demonstrate products, solutions, and services to meet customer needs.
• Channel Awareness : Explain and contextualize industry structure, dynamics, and path to market.
• Pricing Strategy : Develop prices by aligning and building consensus with key stakeholders to achieve business targets.
• Account Planning : Identify objectives to drive execution of business and/or account strategy and track progress against targets.
• Adapts to Target Audience : Explain complex topics in a way that the target audience can understand, retain, and use the information.
• Developing Account Strategy : Determine current status of account and define achievable targets aligned with the business strategy.
• Integrates Customer Perspective : Incorporate an understanding of the customers’ perspective to develop sales content that meets their needs and increases revenue.
• Sales Forecasting : Collect and assess customer data to create a forecast of future consumption patterns.
• Sales Pipeline Management : Plan proactively for successful execution of account/territory-level sales strategies and plans based on current pipeline.
• Sense Making : Develop an understanding of customer needs, behaviors, and buying journey through diagnostic and probing questions and research.

QUALIFICATIONS

• Education : College, university, or equivalent degree in marketing, sales, technical, or a related subject, or equivalent industry experience required.

Job Sales

Organization Cummins Inc.

Role Category Hybrid

Job Type Exempt - Experienced

ReqID 2402683

Relocation Package No