**DESCRIPTION** We are looking for a talented **Account Management Directo** r to join our **Cummins Southern Plains** team working hybrid for the Southern Zone in West TX, Austin, San Antonio, or Houston TX. In the **Account Management Director** role, you will set and direct the execution of strategies in support of key business customers, ensuring alignment with organizational goals. You will mentor and guide the account management staff and appropriate Cummins resources in selling and relationship-building activities. Additionally, you will develop and expand existing customer relationships. You will be responsible for managing eight high-potential salespeople in South Texas, West Texas, and Louisiana within the commercial power generation market segment. This role requires you to be based in the territory to effectively oversee operations and drive success. **In this role, you will make an impact in the following ways:** + Develop and maintain long-term, strategic business relationships with complex, cross-region accounts to support the organization's sales strategy. + Recognize current and emerging customer needs to identify opportunities and develop strategies to grow market share. + Set and direct the execution of account strategies, ensuring alignment with key business objectives and utilizing appropriate resources. + Develop new business opportunities jointly with accounts and grow Cummins' share of their business. + Conduct complex contract negotiations, manage customer questions, and oversee accounts receivables and payment terms. + Advocate for the customer within the business, ensuring their satisfaction and loyalty through data-based measurement and continuous improvement initiatives. + Lead, motivate, and develop account management staff, setting goals for their training, development, and performance. + Oversee budget, financial controls, and risk management, ensuring efficient operations and alignment with customer expectations. **RESPONSIBILITIES** **T** **o be successful in this role you will need the following:** + **Build Effective Teams:** Foster strong-identity teams that utilize their diverse skills and perspectives to achieve common goals, ensuring collaboration and unity. + **Communicate Effectively:** Develop and deliver clear, multi-mode communications that address the unique needs of different audiences, ensuring everyone is on the same page. + **Focus on Customers:** Build strong relationships with customers and deliver solutions that are centered around their needs, ensuring high satisfaction and loyalty. + **Maintain a Strategic Mindset:** Anticipate future possibilities and translate them into breakthrough strategies that drive long-term success. + **Articulate Value Proposition:** Understand and interpret customer needs, and effectively explain and demonstrate how your products, solutions, and services meet those needs better than the competition. + **Maximize Profitability:** Develop and implement strategies that use all marketing and sales levers to optimize profit, including pricing strategies, promotions, and value selling. + **Develop Pricing Strategy** : Align and build consensus with key stakeholders to develop prices that achieve business targets, ensuring competitiveness and profitability. + **Plan Accounts Strategically** : Identify objectives and drive the execution of business and account strategies, tracking progress against targets to ensure success. + **Adapt to Target Audience:** Explain complex topics in a way that your target audience can understand, retain, and use the information effectively. + **Develop Account Strategy:** Assess the current status of accounts and define desired future states by balancing customer requirements and business capabilities to set achievable targets. + I **ntegrate Customer Perspective:** Incorporate an understanding of the customer's perspective into your sales content to better meet their needs and increase revenue. + **Forecast Sales:** Collect and assess customer data to create accurate forecasts of future consumption patterns, aiding in strategic planning. + **Manage Sales Pipeline:** Plan proactively for successful execution of sales strategies, evaluate pipeline health, and adjust strategies as needed to achieve sales objectives. + **Make Sense of Customer Needs:** Develop an intimate understanding of customer needs and behaviors through diagnostic questions and research, delivering tailored solutions that meet their specific requirements. **QUALIFICATIONS** **Education/Experience** + College, university, or equivalent degree in Sales, Marketing, or a related subject, or an acceptable combination of education and experience required. + This position may require licensing for compliance with export controls or sanctions regulations. + Significant experience required, including strategy, managerial, product, customer, and budgetary experience. + Previous power generation experience is highly sought after but not mandatory. **Compensation** Please note that the salary range provided is a good faith estimate on the applicable range. The final salary offer will be determined after considering relevant factors, including a candidate’s qualifications and experience, where appropriate. **Job** Sales **Organization** Cummins Inc. **Role Category** Hybrid **Job Type** Exempt - Experienced **Min Salary** $135000 **Max Salary** $225000 **ReqID** 2409889 **Relocation Package** Yes **Cummins and E-Verify** At Cummins, we are an equal opportunity and affirmative action employer dedicated to diversity in the workplace. Our policy is to provide equal employment opportunities to all qualified persons without regard to race, gender, color, disability, national origin, age, religion, union affiliation, sexual orientation, veteran status, citizenship, gender identity and/or expression, or other status protected by law. Cummins validates the right to work using E-Verify and will provide the Social Security Administration (SSA) and, if necessary, the Department of Homeland Security (DHS), with information from each new employee’s Form I-9 to confirm work authorization. Visit http://EEOC.gov to know your rights on workplace discrimination.