DESCRIPTION

The Account Management Specialist is responsible for managing relationships and executing business strategies for assigned accounts, typically less complex accounts such as regional, single business unit, or internal accounts. This role may support more complex accounts when paired with a senior Account Manager. The primary responsibilities include selling Cummins products to business customers to meet sales goals, identifying new business opportunities, and driving account sales plans that support Cummins' overall business strategy.

Key Responsibilities:

• Develop and manage business relationships with assigned accounts to support Cummins' sales strategy.
• Drive revenue growth by identifying new business opportunities, finding and adding new OEMs, and expanding existing relationships, specifically within GOEM & Industrial OEM sectors.
• Develop and implement account strategies to achieve optimal customer satisfaction and revenue growth.
• Drive Cummins Branded Distributor (CBD) channel sales, focusing on both new customer acquisition and parts sales with Industrial OEMs.
• Manage production, distribution, and inventory levels to ensure alignment with customer expectations and sales forecasts.
• Negotiate contracts and maintain positive customer relations, acting as the champion for customer satisfaction and the voice of the customer within Cummins.
• Execute account plans, support cost reduction initiatives, and manage accounts receivable, including zero-payment delinquency for direct customers.
• Collaborate with internal stakeholders to balance inventory, service, and delivery capabilities in line with customer requirements.
• Lead Customer Focus Six Sigma initiatives and drive cross-business unit account development to meet customer needs and optimize results.
• Maintain accurate sales forecasts and track progress against forecasted goals.

RESPONSIBILITIES

Experience Required:

• Significant, relevant work experience, including previous customer and/or product experience.
• Prior experience in purchasing or commercial contract negotiation is preferred.

Knowledge, Skills, and Competencies:

• Customer Focus: Build strong customer relationships, deliver customer-centric solutions, and continuously measure and enhance customer satisfaction.
• Sales and Account Management: Proven experience in driving CBD business with GOEM & Industrial OEM, executing sales pipelines, and developing account strategies.
• Channel Awareness: Understanding of industry structure and market dynamics to advance sales objectives.
• Pricing Strategy: Develop and implement pricing strategies in alignment with business goals, and gain buy-in from key stakeholders.
• Sales Forecasting and Pipeline Management: Ability to analyze customer data, assess pipeline health, and adjust sales strategies to achieve objectives.
• Communication and Adaptability: Excellent communication skills with the ability to tailor information to various audiences, including customers, sales professionals, and vendors.
• Commercial Contract Negotiation: Demonstrated experience in negotiating commercial terms and understanding purchasing processes.
• Competency in Six Sigma Methodologies: Experience in leading Six Sigma initiatives to enhance customer relationships and business efficiency.
• Financial and Analytical Acumen: Strong sense-making skills to synthesize complex information and develop tailored solutions for customers.

Competencies:

• Values Differences: Recognize and leverage diverse perspectives within the organization.
• Instills Trust and Ensures Accountability: Establish credibility and uphold commitments within the team and with customers.
• Adapts to Target Audience: Present complex technical information in ways that are accessible and relevant to diverse stakeholders.
• Integrates Customer Perspective: Consistently incorporate customer insights to shape sales strategies and strengthen customer relationships.

QUALIFICATIONS

Qualifications:

• Bachelor’s degree or equivalent in Marketing, Sales, Technical, or a related field, or equivalent industry experience.

Job Sales

Organization Cummins Inc.

Role Category Hybrid

Job Type Exempt - Experienced

ReqID 2405979

Relocation Package No