DESCRIPTION

Key Responsibilities:

• Customer Relationship Management : Develop and maintain positive customer relationships. Assist in organizing customer visits and negotiations.
• Customer Needs Identification : Support the account team in identifying customer needs and curating data to help customers evaluate Cummins benefits.
• Contract Support : Provide information to support the negotiation and implementation of contracts with accounts.
• Communication Coordination : Coordinate communication and interfaces with customers at appropriate levels and across internal stakeholders.
• Revenue and Share Goals : Support the account team to meet revenue and share goals within assigned accounts.
• Voice of the Customer : Act as a champion for the voice of the customer within the business.
• Project Support : Support projects aimed at improving customer relationships and value, and growing the business with assigned accounts.
• Sales Process Execution : Execute the Cummins Sales Process and maintain accurate reporting and forecasting using Cummins tools and CRM systems.
• New Business Opportunities : Identify and contact new business opportunities and participate in cost reduction initiatives.
• Account Receivable Management : Manage account receivable deliverables, including discussing and negotiating payment terms.
• Sales Forecasting : Maintain sales forecasts and track progress and accuracy against forecasts.
• Inventory and Service Balance : Work with internal stakeholders and customers to balance inventory, service, and delivery capabilities with customer expectations.

• Fleet Mapping and Monetization : Manage key accounts of value fleets and work with cross-functional teams (CFT) to deliver value to fleet customers.
• Value Proposition Pitch : Pitch Cummins' value proposition (parts and branded service) to fleet customers.
• Channel Partner Collaboration : Work with identified Cummins channel partners to deliver value to fleet customers.
• Engine Preference : Enable Cummins engines to become the first choice of fleet customers.

• 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 customer needs and demonstrating products, solutions, and services to meet those needs.
• Channel Awareness : Explaining industry structure, dynamics, and path to market to advance organizational goals.
• Pricing Strategy : Developing prices by aligning with key stakeholders to achieve business targets.
• Account Planning : Identifying objectives to drive execution of business and account strategy.
• Adapts to Target Audience : Explaining complex topics in a way that the target audience can understand and use.
• Integrates Customer Perspective : Incorporating an understanding of the customers' perspective to develop sales content.
• Sales Forecasting : Collecting and assessing customer data to create a forecast of future consumption patterns.
• Sales Pipeline Management : Planning for successful execution of account/territory-level sales strategies and evaluating pipeline health.
• Sense Making : Developing an understanding of customer needs and behaviors to deliver tailored solutions.

• Education : College, university, or equivalent degree in marketing, sales, or a related subject, or an acceptable combination of education and experience required.