Account Management Specialist

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.

• Basic relevant work experience required.
• Customer-facing experience preferred.

• 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.

• 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.