Job Description
Customer Relationship Management:
Assist in developing and maintaining positive, long-term relationships with assigned customers. Coordinate customer visits, support negotiations, and organize data to evaluate Cummins' benefits.
Key Account Management (KAM):
Manage direct relationships with key customers, acting as the Key Account Manager to ensure satisfaction, resolve issues, and maintain customer loyalty.
Sales Execution:
Support the execution of sales processes, contributing to revenue growth, achieving sales targets, and maintaining accurate sales forecasting and reporting using Cummins' tools and CRM systems.
Demand and Supply Planning:
Collaborate with internal teams to plan and execute demand and supply strategies, ensuring that customer expectations are met with timely delivery and inventory management.
Campaign Launch and Monitoring:
Develop and launch schemes, campaigns, and initiatives aimed at achieving strategic objectives and boosting sales within key accounts.
Internal Coordination:
Work cross-functionally to ensure seamless communication across sales roles, segments, and stakeholders to optimize business outcomes.
Account Receivable Management:
Assist in managing payment terms, and account receivables, and ensure timely follow-up on outstanding payments.
Revenue Growth:
Identify new business opportunities within accounts, support cost reduction initiatives, and contribute to growing the business by understanding and addressing customer needs.
Forecasting and Reporting:
Regularly track progress against forecasts and sales targets, ensuring accurate reporting of sales performance and pipeline health.
Voice of the Customer:
Act as a champion for the customer's perspective within the business, ensuring that their needs are integrated into strategic planning and execution.
RESPONSIBILITIES
Education, Licenses, Certifications:
Required Education:
College, university, or equivalent degree in marketing, sales, or a related subject. An acceptable combination of education and relevant experience is also considered.
Licensing/Certifications:
This position may require compliance with export controls or sanctions regulations, which may involve additional licensing or certification.
Competencies:
Customer Focus:
Building and nurturing strong customer relationships, ensuring that their needs are prioritized, and delivering customer-centric solutions.
Effective Communication:
Delivering clear, concise, and effective communication to various stakeholders, ensuring understanding across different audiences.
Decision Quality:
Making timely, informed decisions that drive the organization forward and align with customer and business objectives.
Accountability:
Holding yourself and others accountable for achieving set commitments and driving results.
Sense Making:
Understanding customer behavior and synthesizing data to develop tailored solutions and actionable insights.
Collaboration:
Working effectively across teams and functions to ensure the success of account strategies and organizational goals.
Adaptability:
Demonstrating flexibility and creativity in responding to shifting priorities and market conditions.
Trust & Integrity:
Building trust with customers and colleagues through authenticity, honesty, and ethical behavior.
QUALIFICATIONS
Knowledge/Skills:
Account Management & Customer Engagement:
Knowledge of managing key accounts, understanding customer needs, and executing account-specific strategies to drive business growth.
Sales Forecasting & Pipeline Management:
Proficiency in creating and managing sales forecasts, tracking pipeline health, and adjusting sales strategies based on data analysis.
Campaign & Initiative Management:
Experience in launching, tracking, and optimizing sales campaigns, promotions, and other business initiatives.
Customer-Centric Solutions:
Ability to articulate Cummins' value proposition and tailor solutions to customer needs, improving customer satisfaction and loyalty.
Industry & Channel Awareness:
Understand industry dynamics and market paths to effectively communicate business strategies and enhance organizational goals.
Communication & Adaptability:
Excellent verbal and written communication skills, with the ability to explain complex technical data and concepts in a manner suitable for various audiences.
Pricing Strategy:
Knowledge in developing pricing strategies aligned with business targets and market conditions.
Negotiation & Contract Management:
Assist with contract negotiations and ensure compliance with agreed terms to meet customer expectations.
Experience:
Required Experience:
Basic relevant work experience in sales, account management, or a customer-facing role.
Preferred Experience:
Experience managing key customer accounts and familiarity with customer relationship management (CRM) systems.
Skills & Competencies:
Strong interpersonal, negotiation, and communication skills, with the ability to engage with customers and stakeholders at all levels of the organization.
Job
Sales
Organization
Cummins Inc.
Role Category: Hybrid
Job Type: Exempt - Experienced
ReqID: 2409069
Relocation Package
No
Assist in developing and maintaining positive, long-term relationships with assigned customers. Coordinate customer visits, support negotiations, and organize data to evaluate Cummins' benefits.
Key Account Management (KAM):
Manage direct relationships with key customers, acting as the Key Account Manager to ensure satisfaction, resolve issues, and maintain customer loyalty.
Sales Execution:
Support the execution of sales processes, contributing to revenue growth, achieving sales targets, and maintaining accurate sales forecasting and reporting using Cummins' tools and CRM systems.
Demand and Supply Planning:
Collaborate with internal teams to plan and execute demand and supply strategies, ensuring that customer expectations are met with timely delivery and inventory management.
Campaign Launch and Monitoring:
Develop and launch schemes, campaigns, and initiatives aimed at achieving strategic objectives and boosting sales within key accounts.
Internal Coordination:
Work cross-functionally to ensure seamless communication across sales roles, segments, and stakeholders to optimize business outcomes.
Account Receivable Management:
Assist in managing payment terms, and account receivables, and ensure timely follow-up on outstanding payments.
Revenue Growth:
Identify new business opportunities within accounts, support cost reduction initiatives, and contribute to growing the business by understanding and addressing customer needs.
Forecasting and Reporting:
Regularly track progress against forecasts and sales targets, ensuring accurate reporting of sales performance and pipeline health.
Voice of the Customer:
Act as a champion for the customer's perspective within the business, ensuring that their needs are integrated into strategic planning and execution.
RESPONSIBILITIES
Education, Licenses, Certifications:
Required Education:
College, university, or equivalent degree in marketing, sales, or a related subject. An acceptable combination of education and relevant experience is also considered.
Licensing/Certifications:
This position may require compliance with export controls or sanctions regulations, which may involve additional licensing or certification.
Competencies:
Customer Focus:
Building and nurturing strong customer relationships, ensuring that their needs are prioritized, and delivering customer-centric solutions.
Effective Communication:
Delivering clear, concise, and effective communication to various stakeholders, ensuring understanding across different audiences.
Decision Quality:
Making timely, informed decisions that drive the organization forward and align with customer and business objectives.
Accountability:
Holding yourself and others accountable for achieving set commitments and driving results.
Sense Making:
Understanding customer behavior and synthesizing data to develop tailored solutions and actionable insights.
Collaboration:
Working effectively across teams and functions to ensure the success of account strategies and organizational goals.
Adaptability:
Demonstrating flexibility and creativity in responding to shifting priorities and market conditions.
Trust & Integrity:
Building trust with customers and colleagues through authenticity, honesty, and ethical behavior.
QUALIFICATIONS
Knowledge/Skills:
Account Management & Customer Engagement:
Knowledge of managing key accounts, understanding customer needs, and executing account-specific strategies to drive business growth.
Sales Forecasting & Pipeline Management:
Proficiency in creating and managing sales forecasts, tracking pipeline health, and adjusting sales strategies based on data analysis.
Campaign & Initiative Management:
Experience in launching, tracking, and optimizing sales campaigns, promotions, and other business initiatives.
Customer-Centric Solutions:
Ability to articulate Cummins' value proposition and tailor solutions to customer needs, improving customer satisfaction and loyalty.
Industry & Channel Awareness:
Understand industry dynamics and market paths to effectively communicate business strategies and enhance organizational goals.
Communication & Adaptability:
Excellent verbal and written communication skills, with the ability to explain complex technical data and concepts in a manner suitable for various audiences.
Pricing Strategy:
Knowledge in developing pricing strategies aligned with business targets and market conditions.
Negotiation & Contract Management:
Assist with contract negotiations and ensure compliance with agreed terms to meet customer expectations.
Experience:
Required Experience:
Basic relevant work experience in sales, account management, or a customer-facing role.
Preferred Experience:
Experience managing key customer accounts and familiarity with customer relationship management (CRM) systems.
Skills & Competencies:
Strong interpersonal, negotiation, and communication skills, with the ability to engage with customers and stakeholders at all levels of the organization.
Job
Sales
Organization
Cummins Inc.
Role Category: Hybrid
Job Type: Exempt - Experienced
ReqID: 2409069
Relocation Package
No