DESCRIPTION

Key Responsibilities:

• Customer Relationship Management: Assist in developing and maintaining positive, long-term relationships with assigned customers. Coordinate customer visits, support negotiations, and organize data to evaluate Cummins' benefits.
• Key Account Management (KAM): Manage direct relationships with key customers, acting as the Key Account Manager to ensure satisfaction, resolve issues, and maintain customer loyalty.
• Sales Execution: Support the execution of sales processes, contributing to revenue growth, achieving sales targets, and maintaining accurate sales forecasting and reporting using Cummins' tools and CRM systems.
• Demand and Supply Planning: Collaborate with internal teams to plan and execute demand and supply strategies, ensuring that customer expectations are met with timely delivery and inventory management.
• Campaign Launch and Monitoring: Develop and launch schemes, campaigns, and initiatives aimed at achieving strategic objectives and boosting sales within key accounts.
• Internal Coordination: Work cross-functionally to ensure seamless communication across sales roles, segments, and stakeholders to optimize business outcomes.
• Account Receivable Management: Assist in managing payment terms, and account receivables, and ensure timely follow-up on outstanding payments.
• Revenue Growth: Identify new business opportunities within accounts, support cost reduction initiatives, and contribute to growing the business by understanding and addressing customer needs.
• Forecasting and Reporting: Regularly track progress against forecasts and sales targets, ensuring accurate reporting of sales performance and pipeline health.
• Voice of the Customer: Act as a champion for the customer's perspective within the business, ensuring that their needs are integrated into strategic planning and execution.

• Required Education: College, university, or equivalent degree in marketing, sales, or a related subject. An acceptable combination of education and relevant experience is also considered.
• Licensing/Certifications: This position may require compliance with export controls or sanctions regulations, which may involve additional licensing or certification.

• Customer Focus: Building and nurturing strong customer relationships, ensuring that their needs are prioritized, and delivering customer-centric solutions.
• Effective Communication: Delivering clear, concise, and effective communication to various stakeholders, ensuring understanding across different audiences.
• Decision Quality: Making timely, informed decisions that drive the organization forward and align with customer and business objectives.
• Accountability: Holding yourself and others accountable for achieving set commitments and driving results.
• Sense Making: Understanding customer behavior and synthesizing data to develop tailored solutions and actionable insights.
• Collaboration: Working effectively across teams and functions to ensure the success of account strategies and organizational goals.
• Adaptability: Demonstrating flexibility and creativity in responding to shifting priorities and market conditions.
• Trust & Integrity: Building trust with customers and colleagues through authenticity, honesty, and ethical behavior.

• Account Management & Customer Engagement: Knowledge of managing key accounts, understanding customer needs, and executing account-specific strategies to drive business growth.
• Sales Forecasting & Pipeline Management: Proficiency in creating and managing sales forecasts, tracking pipeline health, and adjusting sales strategies based on data analysis.
• Campaign & Initiative Management: Experience in launching, tracking, and optimizing sales campaigns, promotions, and other business initiatives.
• Customer-Centric Solutions: Ability to articulate Cummins' value proposition and tailor solutions to customer needs, improving customer satisfaction and loyalty.
• Industry & Channel Awareness: Understand industry dynamics and market paths to effectively communicate business strategies and enhance organizational goals.
• Communication & Adaptability: Excellent verbal and written communication skills, with the ability to explain complex technical data and concepts in a manner suitable for various audiences.
• Pricing Strategy: Knowledge in developing pricing strategies aligned with business targets and market conditions.
• Negotiation & Contract Management: Assist with contract negotiations and ensure compliance with agreed terms to meet customer expectations.

• Required Experience: Basic relevant work experience in sales, account management, or a customer-facing role.
• Preferred Experience: Experience managing key customer accounts and familiarity with customer relationship management (CRM) systems.
• Skills & Competencies: Strong interpersonal, negotiation, and communication skills, with the ability to engage with customers and stakeholders at all levels of the organization.