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 and organize data to assist customers in evaluating Cummins benefits.
• Provides information to support the negotiation and implementation of contracts with accounts.
• Coordinates communication and interfaces with the customer at appropriate levels.
• Facilitates 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 aimed at improving customer relationships, increasing customer value, and growing business within assigned accounts.
• Executes the Cummins Sales Process.
• Maintains accurate reporting and forecasting through Cummins tools and CRM 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 projections.
• Collaborates with internal stakeholders and customers to balance inventory, service, and delivery capabilities with customer expectations.

• Direct Sales: Handles inbound, unsolicited prospect calls and converts them into sales.
• Develops sales opportunities via telephone, other technologies, and cold-calling.
• Drives additional sales through follow-up calls or emails for repeat business, cross-selling, and up-selling.
• Conducts negotiations in line with company guidelines.
• Achieves revenue and margin targets while ensuring customer satisfaction through the Cummins Sales Process.
• Sales Support:
• Creates and delivers qualified leads to sales representatives where appropriate.
• Assists salesforce with quotation/RFP management and other sales cycle operations.
• Builds and maintains positive customer relationships for loyalty and future sales.
• Supports negotiations according to company guidelines and assists with accounts receivables.
• Resolves complex customer inquiries promptly and accurately.
• Analyzes customer inquiries to identify recurring issues and recommend solutions.
• Updates customer data and manages account setup in corporate databases.
• Ensures accurate sales entry, reporting, and forecasting through Cummins tools and processes.
• Seeks opportunities to optimize processes, increase business growth, and enhance customer value.
• Ensures compliance with company processes, systems, and procedures.
• Coordinates sales function communications to support customer satisfaction and sales goals.
• Ensures timely processing of dealer claims and dealership actions.
• Plans, prioritizes, and schedules Inside Sales activities to maintain service continuity.
• Mentors and develops Inside Sales staff to meet sales support targets.

1. Values Differences
2. Recognizing and leveraging diverse perspectives, backgrounds, and cultures to enhance teamwork and performance.
3. Communicates Effectively
4. Delivering clear and concise messages tailored to different audiences to ensure understanding and engagement.
5. Customer Focus
6. Building and maintaining strong relationships with customers, anticipating their needs, and delivering customer-centric solutions.
7. Ensures Accountability
8. Taking responsibility for commitments and ensuring that self and others follow through on objectives and goals.
9. Instills Trust
10. Earning confidence through honesty, integrity, and consistency in actions and decisions.
11. Articulating Value Proposition
12. Clearly explaining the benefits of products and services, distinguishing them from competitors to meet customer needs.
13. Channel Awareness
14. Understanding industry structures and market dynamics to develop effective sales strategies.
15. Pricing Strategy
16. Aligning pricing with business targets while building consensus with key stakeholders.
17. Account Planning
18. Setting strategic objectives to drive account growth, tracking progress, and adjusting plans as needed.
19. Adapts to Target Audience
20. Presenting complex data and technical information in an easily digestible manner for different stakeholders.
21. Integrates Customer Perspective
22. Incorporating customer insights into sales strategies and solutions to increase satisfaction and business growth.
23. Sales Forecasting
24. Analyzing customer data and historical trends to predict future sales and improve demand planning.
25. Sales Pipeline Management
26. Planning and evaluating sales strategies to ensure a healthy pipeline and achieve revenue goals.
27. Sense Making
28. Using research and analysis to develop a deep understanding of customer behaviors, needs, and buying journeys.

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

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