Account Management Specialist

18 hours ago


Mysuru, India Cummins Inc. Full time

DESCRIPTION

Key Responsibilities:

Manage customer enquiries for key accounts.

Assist in customer contract finalization and manage customer-focused activities.

Administer new initiatives for specific key accounts.

Handle receivable administration.

Prepare monthly reports and documentation for key accounts.

Resolve commercial open issues and ensure healthy closure.

Assist in product launches and coordinate with different departments.

Support the account team in developing and maintaining positive customer relationships.

Organize customer visits and negotiations.

Identify customer needs and curate data to help customers evaluate Cummins benefits.

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.

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 to improve customer relationships and grow the business with assigned accounts.

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 negotiating payment terms.

Maintain sales forecasts and track progress and accuracy against forecasts.

Balance inventory, service, and delivery capabilities with customer expectations.

RESPONSIBILITIES

Experience:

1 to 2 years of work experience.

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 applications; explaining and demonstrating products, solutions, and services to meet customers specific needs and differentiate against competition.

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; comparing against historical data 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; synthesizing complex information to deliver tailored solutions.

QUALIFICATIONS

Qualifications:

BE in any field; experience in the automobile industry preferred.

Skills:

Excellent verbal and written communication skills.
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