DESCRIPTION

Key Responsibilities:

• Defend & Grow Sales:
• Defend and grow sales in the Commercial Marine & Pump business.
• Support Key Account Manager (KAM) to meet Annual Operating Plan (AOP) targets.
• Gather competitive intelligence on products and pricing.
• Manage Customer Relationship Management (CRM) activities.
• Handle receivables and cash collection.
• Provide after-sales support through the Distribution Business Unit (BU).
• Support channel management as part of the penetration strategy.
• Account Management:
• Support the account team in developing and maintaining positive customer relationships.
• Assist in the organization of customer visits and negotiations.
• Support the account team in identifying customer needs.
• Help curate and organize data and information to assist customers in evaluating Cummins benefits.
• Provide information to the account team to support the negotiation and implementation of contracts with accounts.
• Coordinate communication and interfaces with the customer at appropriate levels.
• Coordinate internal communication across sales roles and segments and/or with internal stakeholders.
• Support the account team to meet revenue and share goals within assigned accounts.
• Act as a champion for the voice of the customer within the business.
• Support projects intended to improve customer relationships and customer value and to grow the business with assigned accounts.
• Execute the Cummins Sales Process.
• Maintain accurate reporting and forecasting using Cummins tools and processes and Customer Relationship Management systems.
• Support revenue growth by identifying and contacting new business opportunities and participating in cost reduction initiatives.
• Manage account receivable deliverables, including discussing and negotiating payment terms.
• Maintain sales forecasts and track progress and accuracy against the forecast.
• Work with internal stakeholders and customers to balance inventory, service, and delivery capabilities with customer expectations.

• 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; explaining and demonstrating products, solutions, and services to distinguish strengths and weaknesses to meet customer's specific needs to differentiate against competition.
• Channel Awareness: Explaining and contextualizing industry structure, dynamics, and path to market in order to advance organizational goals.
• Pricing Strategy: Developing prices by aligning and building consensus with key stakeholders across functions to achieve business targets.
• Account Planning: Identifying 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: Explaining 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: Incorporating 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: Collecting and assessing customer data from internal and external sources; comparing against historical data to determine useful inputs and create a forecast of future consumption patterns.
• Sales Pipeline Management: Planning proactively for successful execution of account/territory-level sales strategies and plans based on current pipeline; evaluating pipeline health (size, contents, progress); adjusting sales strategy, plans, or high-impact activities accordingly; as applicable, coaching sellers to achieve sales objectives.
• Sense Making: Through a series of diagnostic and probing questions and research, developing and/or supporting an intimate understanding of the customer needs, behaviors, and/or their buying journey. Synthesizing 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.
• This position may require licensing for compliance with export controls or sanctions regulations.

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