Account Management Manager

DESCRIPTION

We are looking for a talented Account Management Manager to join our team specializing in Sales in Elko, NV.

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

• Business Relationship Management : By developing, managing, and expanding relationships with assigned accounts, you will understand their industry terminology, business model, and buying process, ensuring strong partnerships.
• Customer Needs Identification : Identifying current and emerging customer needs will allow you to develop and execute account strategies that grow share with existing accounts and support new business opportunities.
• Data-Driven Insights : Helping customers make sense of available data and information will gain their agreement to the benefits of Cummins products and solutions, increasing Cummins' share of their business.
• Contract Negotiation and Implementation : Negotiating and implementing contracts, managing customer questions, and handling escalations will ensure smooth operations and customer satisfaction.
• Communication and Coordination : Leading and managing communication with customers at all levels, and ensuring alignment across sales roles, will support cross-business account development strategies and achieve results.
• Revenue and Share Goals : Achieving revenue and share goals associated with revenue and profit targets will drive business growth and success.
• Customer Advocacy : Championing the voice of the customer within the business, measuring customer satisfaction and loyalty, and implementing projects to improve customer relationships and value will enhance customer experiences.
• Team Development and Mentorship : Mentoring, motivating, and developing less experienced sales and account team staff, setting goals for their training and development, and delegating work assignments will build a strong, capable team.

• Value Differences : Recognize and appreciate the value that different perspectives and cultures bring to the organization. Embracing diversity will enrich your team and foster a more inclusive environment.
• Build Effective Teams : Create strong-identity teams that leverage diverse skills and perspectives to achieve common goals. This will foster collaboration and innovation.
• Communicate Effectively : Develop and deliver multi-mode communications that convey a clear understanding of the unique needs of different audiences. This will ensure your messages are well-received and understood.
• Focus on Customers : Build strong customer relationships and deliver customer-centric solutions. Understanding and meeting customer needs will drive satisfaction and loyalty.
• Ensure Accountability : Hold yourself and others accountable to meet commitments. This will ensure that goals are met and projects are completed successfully.
• Articulate Value Proposition : Interpret customer needs and explain products, solutions, and services to distinguish strengths and weaknesses. This will help differentiate your offerings from the competition.
• Understand Channel Dynamics : Explain and contextualize industry structure, dynamics, and paths to market. This will help advance organizational goals and improve market positioning.
• Develop Pricing Strategies : Align and build consensus with key stakeholders to develop prices that achieve business targets. Effective pricing strategies will drive revenue and profitability.
• Plan Accounts Strategically : Identify objectives to drive execution of business and account strategies. Tracking progress against targets will ensure that goals are met.
• Adapt to Target Audiences : Explain complex topics in a way that the target audience can understand, retain, and use the information. This will enhance communication and knowledge transfer.
• Develop Account Strategies : Determine the current status of accounts and define desired future states by balancing customer requirements and business capabilities. This will help set achievable targets aligned with business strategy.
• Integrate Customer Perspectives : Incorporate an understanding of customers' perspectives to develop sales content that meets their needs and increases revenue. This will enhance customer satisfaction and loyalty.
• Forecast Sales Accurately : Collect and assess customer data to create forecasts of future consumption patterns. Accurate sales forecasting will help in planning and decision-making.
• Manage Sales Pipelines : Plan proactively for successful execution of sales strategies based on current pipeline health. Adjusting strategies as needed will help achieve sales objectives.
• Make Sense of Complex Information : Develop an intimate understanding of customer needs and behaviors through diagnostic questions and research. Synthesizing complex information will help deliver tailored solutions.

• College, university, or equivalent degree in Marketing, Sales, technical or a related subject or an acceptable combination of education and experience required.
• This position may require licensing for compliance with export controls or sanctions regulations.

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

• This role will cover mining accounts in Nevada, Utah, and Idaho.
• As a vital member of the CSSNA mining team this job has a large and important book of business.
• The primary job of the mining Account Executive is this:
• Develop strong relationships with end user miners and OEM distributors (Hitachi, Komatsu, Epiroc, Sandvik).
• Be on first-name basis with the maintenance department.
• Foster relationship between branch and customer so that service and product expectations are met.
• Use Salesforce as our CRM tool.
• Regularly travel a vast and remote territory to visit miners face to face.
• Hunt repowers, resident technician opportunities, PrevenTech, premium filtration.
• Grow the business.
• Accurately forecast service replacement engine demand at the ESN level to MRC using Atlas.
• Maintain high data accuracy and forecast accuracy.
• Manage inventory requirements for mining engines.