**DESCRIPTION** **Key Responsibilities:** + **Customer Relationship Management:** Assist in developing and maintaining positive, long-term relationships with assigned customers. Coordinate customer visits, support negotiations, and organize data to evaluate Cummins' benefits. + **Key Account Management (KAM):** Manage direct relationships with key customers, acting as the Key Account Manager to ensure satisfaction, resolve issues, and maintain customer loyalty. + **Sales Execution:** Support the execution of sales processes, contributing to revenue growth, achieving sales targets, and maintaining accurate sales forecasting and reporting using Cummins' tools and CRM systems. + **Demand and Supply Planning:** Collaborate with internal teams to plan and execute demand and supply strategies, ensuring that customer expectations are met with timely delivery and inventory management. + **Campaign Launch and Monitoring:** Develop and launch schemes, campaigns, and initiatives aimed at achieving strategic objectives and boosting sales within key accounts. + **Internal Coordination:** Work cross-functionally to ensure seamless communication across sales roles, segments, and stakeholders to optimize business outcomes. + **Account Receivable Management:** Assist in managing payment terms, and account receivables, and ensure timely follow-up on outstanding payments. + **Revenue Growth:** Identify new business opportunities within accounts, support cost reduction initiatives, and contribute to growing the business by understanding and addressing customer needs. + **Forecasting and Reporting:** Regularly track progress against forecasts and sales targets, ensuring accurate reporting of sales performance and pipeline health. + **Voice of the Customer:** Act as a champion for the customer’s perspective within the business, ensuring that their needs are integrated into strategic planning and execution. **RESPONSIBILITIES** **Education, Licenses, Certifications:** + **Required Education:** College, university, or equivalent degree in marketing, sales, or a related subject. An acceptable combination of education and relevant experience is also considered. + **Licensing/Certifications:** This position may require compliance with export controls or sanctions regulations, which may involve additional licensing or certification. **Competencies:** + **Customer Focus:** Building and nurturing strong customer relationships, ensuring that their needs are prioritized, and delivering customer-centric solutions. + **Effective Communication:** Delivering clear, concise, and effective communication to various stakeholders, ensuring understanding across different audiences. + **Decision Quality:** Making timely, informed decisions that drive the organization forward and align with customer and business objectives. + **Accountability:** Holding yourself and others accountable for achieving set commitments and driving results. + **Sense Making:** Understanding customer behavior and synthesizing data to develop tailored solutions and actionable insights. + **Collaboration:** Working effectively across teams and functions to ensure the success of account strategies and organizational goals. + **Adaptability:** Demonstrating flexibility and creativity in responding to shifting priorities and market conditions. + **Trust & Integrity:** Building trust with customers and colleagues through authenticity, honesty, and ethical behavior. **QUALIFICATIONS** **Knowledge/Skills:** + **Account Management & Customer Engagement:** Knowledge of managing key accounts, understanding customer needs, and executing account-specific strategies to drive business growth. + **Sales Forecasting & Pipeline Management:** Proficiency in creating and managing sales forecasts, tracking pipeline health, and adjusting sales strategies based on data analysis. + **Campaign & Initiative Management:** Experience in launching, tracking, and optimizing sales campaigns, promotions, and other business initiatives. + **Customer-Centric Solutions:** Ability to articulate Cummins' value proposition and tailor solutions to customer needs, improving customer satisfaction and loyalty. + **Industry & Channel Awareness:** Understand industry dynamics and market paths to effectively communicate business strategies and enhance organizational goals. + **Communication & Adaptability:** Excellent verbal and written communication skills, with the ability to explain complex technical data and concepts in a manner suitable for various audiences. + **Pricing Strategy:** Knowledge in developing pricing strategies aligned with business targets and market conditions. + **Negotiation & Contract Management:** Assist with contract negotiations and ensure compliance with agreed terms to meet customer expectations. **Experience:** + **Required Experience:** Basic relevant work experience in sales, account management, or a customer-facing role. + **Preferred Experience:** Experience managing key customer accounts and familiarity with customer relationship management (CRM) systems. + **Skills & Competencies:** Strong interpersonal, negotiation, and communication skills, with the ability to engage with customers and stakeholders at all levels of the organization. **Job** Sales **Organization** Cummins Inc. **Role Category** Hybrid **Job Type** Exempt - Experienced **ReqID** 2409069 **Relocation Package** No