DESCRIPTION

Develop long-term, strategic business relationships with complex, cross-region accounts supporting the organization's sales strategy. Set and direct execution of strategy in support of key business customers. Direct and mentor selling and relationship building by the account management staff and appropriate Cummins resources. Identify current and emerging customer and account needs within a region, segment or markets, and use this insight to identify opportunities and develop strategies to grow share. Develop growth or new business opportunities jointly with accounts and expand existing customer relationships. Model and lead customer evaluation of Cummins product and solution benefits by helping customers make sense of available data and information. Conduct highly complex contract negotiations with major accounts, including managing customer questions and managing accounts receivables and payment terms. Drive cross-business unit account development in support of account strategy. Achieve revenue and share goals associated with revenue and profit targets. Champion the voice of the customer within the business. Direct data-based measurement of customer satisfaction and loyalty. Foster the development of new methods, processes, procedures and initiatives to improve customer satisfaction and value and to strengthen relationships with customers. Oversee and ensure consistent account management staff use of the Cummins Sales Process. Provide accurate reporting and forecasting through utilization of Cummins tools and processes and Customer Relationship Management systems. Develop strategy for key accounts, maintain it in an account plan and work with key stakeholders in the business to achieve optimum results. Develop and manage budget, financial controls and risk ensuring operations are executed efficiently and within established budgets. Explain and demonstrate products, solutions, and services to distinguish strengths and weaknesses to meet customer' specific needs to differentiate against competition. Develop strategies that demonstrate the use of all marketing and sales levels to maximize profitability. Determine current status of account in terms of relationship, financial, product competitiveness, barriers, quality, and service and defining desired future states by balancing customer requirements and business capabilities in order to define achievable targets aligned with business strategy. Plan proactively for successful execution of account and territory-level sales strategies and plans based on current pipeline. Manage the evaluation of pipeline health and adjust sales strategy, plans, or high impact activities accordingly. Manage the team to collect and assess customer data from internal and external sources and compare against historical data to determine useful inputs and create a forecast of future consumption patterns.