Account Management Specialist

DESCRIPTION

The Account Management Specialist supports the account team and account strategies to build strong customer relationships and increase Cummins' share of the customer's business. This role is responsible for enabling seamless communication with customers, organizing key customer interactions, maintaining accurate sales forecasts, and executing the Cummins Sales Process. The specialist plays a pivotal role in understanding customer needs and helping deliver tailored solutions that add value to the business.

Key Responsibilities:

• Support the account team in developing and sustaining positive customer relationships.
• Assist in organizing and coordinating customer visits and negotiations.
• Help identify customer needs and curate relevant information that supports the customer in evaluating Cummins' offerings.
• Provide accurate data and insights to aid contract negotiations and implementation with assigned accounts.
• Coordinate effective communication across internal sales teams, business segments, and stakeholders.
• Act as the voice of the customer within the organization, advocating for solutions that enhance customer value.
• Support strategic initiatives aimed at improving customer relationships and driving business growth.
• Execute the Cummins Sales Process with precision.
• Maintain accurate reporting and forecasting using Cummins systems (e.g., CRM tools).
• Support revenue growth by identifying new business opportunities and contributing to cost-reduction initiatives.
• Manage account receivables, including payment term negotiations.
• Track and maintain sales forecasts, ensuring progress and accuracy against targets.
• Where applicable, collaborate with internal stakeholders and customers to balance inventory, service levels, and delivery expectations.

• Basic relevant work experience in a sales or customer-facing role.
• Proficiency in managing customer interactions, data organization, and contract support.
• Familiarity with sales tools and Customer Relationship Management (CRM) systems.

• Customer-facing experience in a B2B or technical sales environment.
• Experience in account planning and execution, sales pipeline management, and sales forecasting.

• Customer Focus: Building strong customer relationships and delivering customer-centric solutions.
• Communicates Effectively: Delivering clear, concise, and audience-targeted messages.
• Ensures Accountability: Owning tasks and commitments, following through reliably.
• Instills Trust: Acting with integrity and authenticity.
• Values Differences: Embracing diverse perspectives and contributions.

• Articulating Value Proposition: Clearly explaining product/service benefits to meet specific customer needs.
• Channel Awareness: Understanding market dynamics and channel structures.
• Pricing Strategy: Aligning pricing approaches with business goals across stakeholders.
• Account Planning: Setting account-specific objectives and tracking execution.
• Adapts to Target Audience: Translating complex information for varied stakeholder understanding.
• Integrates Customer Perspective: Tailoring sales content to customer needs and preferences.
• Sales Forecasting: Using data analysis to predict customer demand.
• Sales Pipeline Management: Managing and optimizing sales activities and opportunities.
• Sense Making: Synthesizing insights and research to support decision-making.

• College, university, or equivalent degree in Marketing, Sales, Business Administration, or a related field.
• In lieu of a degree, an acceptable combination of education and relevant experience may be considered.
• This position may require licensing for compliance with export controls or sanctions regulations.