DESCRIPTION

We are looking for a talented Account Management Specialist - Senior to join our team specializing in Sales in Avondale, AZ.

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

• Strengthening Relationships : By developing and maintaining strong business relationships with assigned accounts, you’ll support the organization’s sales strategy and foster long-term partnerships.
• Driving Revenue Growth : Identifying and contacting new business opportunities, along with participating in cost reduction initiatives, will directly contribute to revenue growth.
• Expanding Sales : Extending and expanding the sale of products and services to existing clients will help maximize the company’s market presence and profitability.
• Effective Communication : Leading and managing communication with customers at appropriate levels ensures smooth coordination and enhances customer satisfaction.
• Contract Negotiation : Negotiating and implementing contracts with accounts will secure favorable terms and strengthen business agreements.
• Customer Advocacy : Acting as a champion for the voice of the customer within the business ensures that customer needs and feedback are prioritized and addressed.
• Optimizing Account Strategy : Supporting account strategy and collaborating with key stakeholders will help achieve optimal results and align business objectives.
• Enhancing Customer Satisfaction : Measuring customer satisfaction and creating action plans based on data will improve customer experiences and loyalty.

RESPONSIBILITIES

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

• Value Differences : Embrace and leverage diverse perspectives and cultures to enhance creativity and innovation within the organization.
• Communicate Effectively : Develop and deliver clear, multi-mode communications tailored to the unique needs of different audiences, ensuring everyone is on the same page.
• Focus on the Customer : Build strong relationships with customers and deliver solutions that are centered around their needs, ensuring high satisfaction and loyalty.
• Ensure Accountability : Hold yourself and others accountable to meet commitments, fostering a culture of reliability and trust.
• Instill Trust : Gain the confidence and trust of others through honesty, integrity, and authenticity, which will strengthen your relationships with both colleagues and customers.
• Articulate Value Proposition : Understand and interpret customer needs, and effectively explain and demonstrate how your products, solutions, and services meet those needs better than the competition.
• Channel Awareness : Have a deep understanding of the industry structure, dynamics, and market pathways to advance organizational goals and stay ahead of the competition.
• Develop Pricing Strategy : Align and build consensus with key stakeholders to develop pricing strategies that achieve business targets and drive profitability.
• Plan Accounts Strategically : Identify objectives and track progress to drive the execution of business and account strategies, ensuring alignment with overall business goals.
• Adapt to Your Audience : Explain complex topics in a way that your target audience can understand, retain, and use the information effectively.
• Develop Account Strategy : Assess the current status of accounts and define achievable targets by balancing customer requirements with business capabilities.
• Integrate Customer Perspective : Incorporate customer insights into your sales content to better meet their needs and increase revenue.
• Forecast Sales : Collect and analyze customer data to create accurate forecasts of future consumption patterns, aiding in strategic planning.
• Manage Sales Pipeline : Proactively plan and adjust sales strategies based on the current pipeline, ensuring successful execution of account and territory-level plans.
• Make Sense of Complex Information : Use diagnostic and probing questions to understand customer needs and behaviors, and synthesize information to deliver tailored solutions.

Education, Licenses, Certifications:

• College, university, or equivalent degree in marketing, sales, technical or a related subject or equivalent industry experience required.
• This position may require licensing for compliance with export controls or sanctions regulations.

Experience:

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

QUALIFICATIONS

Position description and Territory:

• Outside sales role to manage existing accounts, develop new accounts, and provide customer support for our Cummins Sales and Service branches in Avondale, Mesa, and Tucson, Arizona. Account types are mainly Bus (Transit, School Bus, Motorcoach, and School Bus Dealer) but also includes some truck accounts (i.e., municipal, refuse, etc.).
• The territory is the greater Phoenix area to support Parts and Service growth with our Arizona Service branches. Salesforce usage is required. This is a home-based role where roughly 50% or your time will be in the field traveling to account locations by car.

Job Sales

Organization Cummins Inc.

Role Category Hybrid

Job Type Exempt - Experienced

Min Salary $86400

Max Salary $129600

ReqID 2404490

Relocation Package No

Cummins and E-Verify

At Cummins, we are an equal opportunity and affirmative action employer dedicated to diversity in the workplace. Our policy is to provide equal employment opportunities to all qualified persons without regard to race, gender, color, disability, national origin, age, religion, union affiliation, sexual orientation, veteran status, citizenship, gender identity and/or expression, or other status protected by law. Cummins validates the right to work using E-Verify and will provide the Social Security Administration (SSA) and, if necessary, the Department of Homeland Security (DHS), with information from each new employee’s Form I-9 to confirm work authorization. Visit http://EEOC.gov to know your rights on workplace discrimination.