Account Management Specialist

1 week ago

Bhubaneshwar, Odisha, India Cummins Inc. Full time
**DESCRIPTION**
Key Responsibilities:
+ Handle channel sales for the entire Odisha State.
+ Develop dealer sales teams to help dealers achieve AOP targets.
+ Travel approximately 30% of the time.
+ Support the account team in developing and maintaining positive customer relationships.
+ Assist in organizing customer visits and negotiations.
+ Identify customer needs and curate/organize data to help customers evaluate Cummins benefits.
+ Provide information to support the negotiation and implementation of contracts with accounts.
+ Coordinate communication and interfaces with customers at appropriate levels.
+ Maintain 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.
+ Execute the Cummins Sales Process.
+ Maintain accurate reporting and forecasting using Cummins tools and Customer Relationship Management systems.
+ Identify and contact new business opportunities and participate in cost reduction initiatives.
+ Manage account receivable deliverables, including discussing and negotiating payment terms.
+ Maintain sales forecasts and track progress and accuracy against forecasts.
+ Balance inventory, service, and delivery capabilities with customer expectations.
**RESPONSIBILITIES**
**Qualifications:**
+ College, university, or equivalent degree in marketing, sales, or a related subject.
+ Acceptable combination of education and experience required.
+ This position may require licensing for compliance with export controls or sanctions regulations.
**Competencies:**
+ **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 meet customer's specific needs.
+ **Channel Awareness** : Explaining and contextualizing industry structure, dynamics, and path to market 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 in a way that the target audience 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 to 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 and adjusting sales strategy accordingly.
+ **Sense Making** : Developing an intimate understanding of customer needs, behaviors, and buying journey through diagnostic and probing questions and research.
**QUALIFICATIONS**
**Experience:**
+ Basic relevant work experience required.
+ Customer-facing experience preferred.
**Job** Sales
**Organization** Cummins Inc.
**Role Category** Hybrid
**Job Type** Exempt - Experienced
**ReqID** 2408983
**Relocation Package** No

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