Job Description
Supports the account team and account strategies to build customer relationships and grow our share of the customer's wallet with an assigned set of customers or a geographic region.
Key Responsibilities:
Supports the account team in developing and maintaining positive customer relationships.
Assists in the organization of customer visits and negotiations.
Supports the account team in identifying customer needs.
Helps curate/organize data and information that will help a specific customer evaluate Cummins benefits.
Provides information to the account team to support the negotiation and implementation of contracts with accounts.
Coordinates 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.
Acts as a champion for the voice of the customer within the business.
Supports projects intended to improve customer relationships, customer value, and business growth with assigned accounts.
Executes the Cummins Sales Process.
Supports/maintains accurate reporting and forecasting, using Cummins tools and processes and Customer Relationship Management systems.
Supports revenue growth by identifying and contacting new business opportunities and participating in cost reduction initiatives.
Manages account receivable deliverables including discussing and negotiating payment terms.
Maintains sales forecasts and tracks progress and accuracy against forecast.
Works with internal stakeholders and customers to balance inventory, service, and delivery capabilities with customer expectations.
Liaises with OEMs for relationship building, capturing front-line product feedback, and competition benchmarking.
RESPONSIBILITIES
Experience:
Basic relevant work experience required.
Customer-facing experience preferred.
Competencies:
Values Differences
Recognizing the value that different perspectives and cultures bring to an organization.
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.
Articulating Value Proposition
Interpreting 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 and differentiate against competition.
Channel Awareness
Explains and contextualizes industry structure, dynamics, and path to market to advance organizational goals.
Pricing Strategy
Develops prices by aligning and building consensus with key stakeholders across functions to achieve business targets.
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 the 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.
Sense Making
Through a series of diagnostic and probing questions and research, develops and/or supports an intimate understanding of 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.
QUALIFICATIONS
Education, Licenses, Certifications:
College, university, or equivalent degree in Marketing, Sales, or a related subject, or an acceptable combination of education and experience required.
Specialized training in Executive Presence, Strategic Selling, Six Sigma, etc., is preferred but not required.
Job
Sales
Organization
Cummins Inc.
Role Category: Hybrid
Job Type: Exempt - Experienced
ReqID: 2409344
Relocation Package
No
Key Responsibilities:
Supports the account team in developing and maintaining positive customer relationships.
Assists in the organization of customer visits and negotiations.
Supports the account team in identifying customer needs.
Helps curate/organize data and information that will help a specific customer evaluate Cummins benefits.
Provides information to the account team to support the negotiation and implementation of contracts with accounts.
Coordinates 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.
Acts as a champion for the voice of the customer within the business.
Supports projects intended to improve customer relationships, customer value, and business growth with assigned accounts.
Executes the Cummins Sales Process.
Supports/maintains accurate reporting and forecasting, using Cummins tools and processes and Customer Relationship Management systems.
Supports revenue growth by identifying and contacting new business opportunities and participating in cost reduction initiatives.
Manages account receivable deliverables including discussing and negotiating payment terms.
Maintains sales forecasts and tracks progress and accuracy against forecast.
Works with internal stakeholders and customers to balance inventory, service, and delivery capabilities with customer expectations.
Liaises with OEMs for relationship building, capturing front-line product feedback, and competition benchmarking.
RESPONSIBILITIES
Experience:
Basic relevant work experience required.
Customer-facing experience preferred.
Competencies:
Values Differences
Recognizing the value that different perspectives and cultures bring to an organization.
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.
Articulating Value Proposition
Interpreting 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 and differentiate against competition.
Channel Awareness
Explains and contextualizes industry structure, dynamics, and path to market to advance organizational goals.
Pricing Strategy
Develops prices by aligning and building consensus with key stakeholders across functions to achieve business targets.
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 the 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.
Sense Making
Through a series of diagnostic and probing questions and research, develops and/or supports an intimate understanding of 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.
QUALIFICATIONS
Education, Licenses, Certifications:
College, university, or equivalent degree in Marketing, Sales, or a related subject, or an acceptable combination of education and experience required.
Specialized training in Executive Presence, Strategic Selling, Six Sigma, etc., is preferred but not required.
Job
Sales
Organization
Cummins Inc.
Role Category: Hybrid
Job Type: Exempt - Experienced
ReqID: 2409344
Relocation Package
No
Key skill Required
- Sales
- Accounts
- Account Planning
- Accountability
- Awareness
- Benchmarking
- Business Growth
- Buying
- Communication
- Cost Reduction
- Customer Focus
- Customer Needs
- Customer Relationship Management
- Dynamics
- Forecasting
- Honesty
- Implementation
- Internal Communication
- Management
- Management Systems
- Marketing
- Negotiating
- Pipeline
- Pipeline Management
- Pricing Strategy
- Product Feedback
- Relationship Building
- Reporting
- Research
- Revenue Growth
- Sales Forecasting
- Sales Pipeline
- Sales Process
- Six Sigma
- Strategic Selling
- Strategy
- Target Audience
- Training