Account Management Manager

51 minutes ago

Pune, Maharashtra, India Cummins Talent Acquisition Full time ₹ 20,00,000 - ₹ 25,00,000 per year
GPP Database Link

Job Summary:

Effectively manages the relationship and business strategies for large, complex assigned accounts (cross-regional, global, etc.) to grow our share of the customer's wallet and achieve sales goals. Strengthens existing customer relationships and builds additional relationships within accounts.

Key Responsibilities:

Develops, manages, and expands business relationships with assigned accounts, for example by understanding and using their industry terminology and understanding their business model and buying process. Identifies current and emerging customer needs. Develops and executes account strategies to grow share with existing accounts and supports new business opportunities. Gains agreement to the benefits of Cummins products and solutions by helping customers make sense of available data and information. Grows Cummins' share of the customer's business. Negotiates and implements contracts with accounts as authorized, for example by managing customer questions and managing escalations for accounts receivable and/or payment terms. Leads, manages and coordinates communication and interfaces with the customer at all levels. Assures good communication, coordination and alignment across sales roles, supports cross-business account development strategies, and works with key internal stakeholders to achieve results. Achieves revenue and share goals associated with revenue and profit targets. Champions the voice of the customer within the business. Measures customer satisfaction and loyalty. Creates and/or implements projects intended to improve customer relationships, customer value, and grow the business with assigned accounts. Models (and manages, for direct reports) use of the Cummins Sales Process. Provides timely and accurate reports and forecasts on the assigned schedule, using Cummins tools and processes and Customer Relationship Management systems. Develops and executes account sales plans in support of business strategy. Develops growth or new business opportunities jointly with accounts and supports initiatives to increase customer value. Mentors, motivates, and develops less experienced sales and/or account team staff. If he/she has direct reports, conducts the following activities or ensures they are conducted by another manager: sets goals for their training and development, performance, and career planning and provides ongoing, consistent coaching and development. Delegates work assignments considering employee skills and development needs. Identifies department issues, problems, and opportunities to support continuous improvement initiatives. As applicable, works with team, internal stakeholders, and customers to manage organization's inventory, service, and delivery capabilities with customer expectations

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