Account Management Specialist

DESCRIPTION

Key Responsibilities:

Direct Sales:

Handle inbound, unsolicited prospect calls and convert these opportunities into sales.

Develop opportunities to sell company products and services by developing leads via telephone or other technologies and/or cold-calling prospects generated by external sources.

Drive additional sales through follow-up calls or emails to existing customers for repeat business, cross-selling, and up-selling.

Conduct negotiations according to company guidelines.

Achieve revenue and margin targets. Ensure customer satisfaction through the use of the Cummins Sales Process and execution of the sales cycle from lead to sale.

Sales Support:

Create and deliver qualified leads to sales representatives where appropriate.

Assist the salesforce with quotation/RFP management and other sales cycle operations as needed.

Build and/or maintain positive customer relationships that generate loyalty and/or future sales.

Support negotiations according to company guidelines. Assist with accounts receivables.

Answer more complex, escalated internal and sales customer inquiries so that inquiries are dealt with accurately and promptly, per company guidelines. Analyze customer inquiries to identify recurring user problems and recommend solutions. May provide additional support to more complex accounts or for customer questions requiring extensive research.

Enter new customer data and update changes to existing accounts in the corporate database.

Support setting up new customer accounts per Cummins guidelines. Support a new account to set up Cummins as their supplier.

Maintain accurate sales entry, reporting, and forecasting through utilization of Cummins tools and processes (, Cummins Sales Process, Customer Relationship Management systems).

Seek opportunities to utilize processes, procedures, and initiatives designed to grow the business and increase customer value and loyalty. Ensure correct utilization of relevant company processes, systems, and procedures by Inside Sales. Evaluate results and recommend improvements.

Assure good communication and coordination across the Sales function and other departments in support of customer satisfaction, sales goals, and Cummins culture goals.

Coordinate input from sales staff to develop proactive communications to customers.

Ensure dealers claims are processed timely and all actions by dealerships are in place.

Plan, prioritize, and schedule Inside Sales activities and resources to ensure continuity of service.

Mentor and develop Inside Sales staff to ensure that sales support targets are met.

Account Management:

Develop, manage, and maintain business relationships with assigned accounts supporting the organizations sales strategy.

Support revenue growth by identifying and contacting new business opportunities and participating in cost reduction initiatives.

Extend and expand the sale of products and services to existing clients.

Lead, manage, and coordinate communication and interfaces with the customer at appropriate levels.

Negotiate and implement contracts with accounts as authorized.

Manage production and distribution issues associated with accounts.

Establish and maintain positive customer relations. Act as a champion for the voice of the customer within the business.

Support account strategy and work with key stakeholders in the business to achieve optimum results.

Measure customer satisfaction and create action plans to improve satisfaction based on data.

Manage accounts receivable deliverables including discussing and negotiating payment terms.

Drive Customer Focus Six Sigma initiatives to strengthen relationships with customers.

Drive cross-business unit account development in support of account strategy.

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.

RESPONSIBILITIES

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 - Interprets internal and external customer needs based on relevant application; explains and demonstrates products, solutions, and services to distinguish strengths and weaknesses to meet customers specific needs to differentiate against competition.

Channel Awareness - Explains and contextualizes industry structure, dynamics, and path to market in order to advance organizational goals.

Pricing Strategy - Develops prices by aligning and building consensus with key stakeholders across functions to achieve business targets.

Account Planning - Identifies 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 - Explains complex topics (significant technical data, subject matter expertise, etc.) in such a way that the target audience ( sales professionals, customers, training vendors, etc.) can understand, retain, and use the information.

Developing Account Strategy - Determines current status of account in terms of relationship, financial, product competitiveness, barriers, quality, and service and defining desired future state by balancing customer requirements and business capabilities in order to define achievable targets aligned with the business strategy.

Integrates Customer Perspective - Incorporates 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 - Collects and assesses customer data from internal and external sources; compares against historical data to determine useful inputs and create a forecast of future consumption patterns.

Sales Pipeline Management - Plans proactively for successful execution of account/territory-level sales strategies and plans based on current pipeline; evaluates pipeline health (size, contents, progress); adjusts sales strategy, plans, or high-impact activities; accordingly, as applicable coaches' sellers in order to achieve sales objectives.

Sense Making - Through a series of diagnostic and probing questions and research, develops and/or supports an intimate understanding of the customer needs, behaviors, and/or their buying journey. Synthesizes complex information from internal and external resources to deliver tailored solutions for the internal or external customer. Education, Licenses, Certifications: College, university, or equivalent degree in marketing, sales, technical or a related subject or equivalent industry experience required.

QUALIFICATIONS

Experience:

Significant level of relevant work experience, including previous customer and/or product experience required. Purchasing/commercial contract negotiation preferred.

This position may require licensing for compliance with export controls or sanctions regulations.

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