Account Management Specialist

DESCRIPTION

Job Summary

Supports the account team in building strong customer relationships and growing Cummins' share of the customer's wallet within assigned accounts or regions. This role manages RFQ and quotation processes, supports sales and account strategies, coordinates cross-functional inputs, and ensures accurate pricing, forecasting, and customer communication in alignment with Cummins Sales Processes.

Key Responsibilities RFQ & Quotation Management

• Manage the RFQ process from receipt through submission.
• Review and analyze customer requirements, specifications, and timelines.
• Coordinate with internal teams including Engineering, Procurement, Finance, and Legal to gather inputs.
• Prepare accurate cost estimates, quotations, and pricing strategies.
• Ensure compliance with company policies, commercial terms, and customer requirements.
• Maintain RFQ, quotation, and customer records in ERP/CRM systems.
• Support customer negotiations and clarify commercial and technical queries.
• Monitor RFQ performance metrics and recommend process improvements.

• Support the account team in developing and maintaining positive customer relationships.
• Assist in organizing customer visits, meetings, and negotiations.
• Help identify customer needs and curate relevant data to demonstrate Cummins' value proposition.
• Act as a champion for the voice of the customer within the organization.
• Coordinate communication between customers and internal stakeholders.
• Support execution of account plans to meet revenue, share, and growth objectives.

• Execute the Cummins Sales Process across assigned accounts.
• Support accurate sales forecasting and pipeline management using Cummins tools.
• Track progress against forecasts and support corrective actions.
• Support revenue growth by identifying new business opportunities and cost-reduction initiatives.
• Manage account receivable deliverables, including discussion and negotiation of payment terms.
• Work with internal teams and customers to balance inventory, service, and delivery expectations.

• Bachelor's degree in Business, Engineering, Marketing, Sales, or a related field, or an equivalent combination of education and experience.

• This position may require licensing for compliance with export control or sanctions regulations

• Customer Focus: Builds strong, customer-centric relationships and solutions.
• Communicates Effectively: Clearly conveys information to internal and external stakeholders.
• Ensures Accountability: Delivers on commitments and meets deadlines.
• Instills Trust: Demonstrates integrity, transparency, and reliability.
• Pricing Strategy: Develops pricing aligned with business targets and stakeholder input.
• Articulates Value Proposition: Effectively explains Cummins' products and solutions to differentiate from competitors.
• Account Planning: Supports execution and tracking of account strategies and objectives.
• Sales Forecasting: Collects and analyzes customer and market data to support accurate forecasts.
• Sales Pipeline Management: Monitors pipeline health and supports sales execution.
• Channel Awareness: Understands industry dynamics and paths to market.
• Sense Making: Synthesizes complex information to deliver tailored customer solutions.
• Adapts to Target Audience: Communicates complex topics in a clear, audience-appropriate manner.
• Values Differences: Respects and leverages diverse perspectives and cultures.
• Technical & Commercial Skills: Strong knowledge of costing, pricing, commercial terms, Incoterms, and compliance standards.
• Tools Proficiency: Proficient in ERP/CRM systems and MS Office.
• Time Management: Ability to manage multiple RFQs and priorities under tight deadlines.

• 4-5 years of experience in RFQ and quotation management, preferably in auto component manufacturing or a manufacturing environment.
• Basic to moderate relevant sales or account management experience.
• Customer-facing experience preferred.
• Experience working with ERP/CRM systems and sales tools.