Account Management Specialist

DESCRIPTION

Job Summary

Supports the account team in executing account strategies, building strong customer relationships, and growing Cummins' share of wallet with an assigned set of customers or within a defined geographic region. Assists with customer engagement, data management, negotiation support, and execution of the Cummins Sales Process to improve customer value and business growth.

Key Responsibilities Customer Relationship Support

• Assist the account team in developing and maintaining strong, positive customer relationships.
• Support the organization of customer visits, reviews, and negotiations.
• Coordinate communication and act as an interface with customers at appropriate levels.
• Serve as a champion of the voice of the customer within the business.

• Support account teams in identifying customer needs and business opportunities.
• Help curate, organize, and present data that supports customer decision-making and highlights Cummins' benefits.
• Support revenue and share growth targets for assigned accounts.
• Participate in initiatives to strengthen customer value, improve relationships, and grow business with key accounts.
• Contribute to identifying new business opportunities and participate in cost-reduction initiatives.

• Provide information to support negotiation and implementation of customer contracts.
• Support account receivable deliverables including payment term discussions and follow-up.
• Assist with inventory, delivery, and service capability alignment with customer expectations.

• Execute the Cummins Sales Process and support continuous improvement.
• Maintain accurate data in CRM systems and ensure timely reporting and forecasting.
• Track progress against forecast and support the account team with analysis and insights.
• Coordinate internal communication across sales roles, segments, and stakeholder groups.

• Assist in projects focused on customer value enhancement and business improvement.
• Support cross-functional coordination for account execution and issue resolution.
• Contribute to maintaining knowledge of current and new products relevant to assigned accounts.

• College, university, or equivalent degree in BE mech, prod, elect etc + MBA with added advantage acceptable combination of education and relevant experience.
• May require licensing for compliance with export controls or sanctions regulations.

• Values Differences - Appreciates and leverages diverse perspectives.
• Communicates Effectively - Delivers clear and audience-specific communication.
• Customer Focus - Builds strong customer relationships and tailors solutions to customer needs.
• Ensures Accountability - Delivers on commitments with discipline and reliability.
• Instills Trust - Builds trust through integrity and authenticity.
• Articulating Value Proposition - Demonstrates ability to explain Cummins' value in a customer-relevant way.
• Channel Awareness - Understands industry dynamics and routes to market.
• Pricing Strategy - Supports development of pricing approaches aligned with business goals.
• Account Planning - Contributes to setting account objectives and tracking progress.
• Adapts to Target Audience - Simplifies complex topics for different stakeholders.
• Integrates Customer Perspective - Incorporates customer insights into sales efforts and content.
• Sales Forecasting - Assesses customer data to support accurate forecasting.
• Sales Pipeline Management - Supports execution of account-level sales strategies based on pipeline health.
• Sense Making - Uses research and questioning to understand customer behaviors and needs.

• Key account management for Banking and Retail customers .
• Strong understanding of customer engagement and relationship management.
• Ability to collaborate with internal stakeholders to meet customer expectations.
• Knowledge of sales processes, forecasting, CRM systems, and commercial operations.
• Ability to understand and articulate Cummins value propositions to customers.