ACCOUNT MANAGEMENT SPECIALIST - SENIOR
Description
In this role, you will make an impact in the following ways:
- Supports the account team in developing and maintaining positive customer relationships. Assists in
- organization of customer visits and negotiations.
- Supports the account team in identifying customer needs.
- As requested, helps curate/organize data and information that will help a specific customer to
- evaluate Cummins benefits.
- Provides information to the account team to support the negotiation and implementation of
- contracts with accounts.
- Helps coordinate communication and interfaces with the customer at appropriate levels. Coordinates
- internal communication across sales roles and segments and/or with internal stakeholders.
- Supports the account team to meet revenue and share goals within assigned accounts.
- Act as a champion for the voice of the customer within the business. Supports projects intended to
- improve customer relationships and customer value and to grow the business with assigned
- accounts.
- Executes the Cummins Sales Process. Supports/Maintains accurate reporting and forecasting, using
- Cummins tools and processes and Customer Relationship Management systems.
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- College, university, or equivalent degree in marketing, sales 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.
- 8-15 relevant work experience required. Customer-facing experience preferred.
- Sense Making - Through a series of diagnostic and probing questions and research, develops and/or
- supports an intimate understanding of the customer needs, behaviors, and/or their buying journey.
- Synthesizes complex information from internal and external resources to deliver tailored solutions
- for the internal or external customer.
- Account Planning - Identifies objectives to drive execution of business and/or account strategy by
- reviewing the status relative to where it needs to be and enabling tracking of progress against
- targets.
- Adapts to target audience - Explains complex topics (significant technical data, subject matter
- expertise, etc.) in such a way that the target audience (e.g. sales professionals, customers, training
- vendors, etc.) can understand, retain, and use the information
- Integrates Customer Perspective - Incorporates an understanding of the customers' perspective on
- our products and sales efforts to develop sales content that improves our ability to meet their needs
- and increase revenue.
- Sales Forecasting - Collects and assesses customer data from internal and external sources;
- compares against historical data to determine useful inputs and create a forecast of future
- consumption patterns.
- Sales Pipeline Management - Plans proactively for successful execution of account/territory-level
- sales strategies and plans based on current pipeline; evaluates pipeline health (size, contents,
- progress); adjusts sales strategy, plans, or high impact activities accordingly; as applicable coaches
- sellers in order to achieve sales objectives.
- Articulating Value Proposition - Interprets internal and external customer needs based on relevant
- application; explains and demonstrates products, solutions, and services to distinguish strengths
- and weaknesses to meet customer's specific needs to differentiate against competition.
- Pricing Strategy - Develops prices by aligning and building consensus with key stakeholders across
- functions to achieve business targets.
- Channel Awareness - Explains and contextualizes industry structure, dynamics, and path to market
- in order to advance organizational goals.
- Communicates effectively - Developing and delivering multi-mode communications that convey a
- clear understanding of the unique needs of different audiences.
- Customer focus - Building strong customer relationships and delivering customer-centric solutions.
- Ensures accountability - Holding self and others accountable to meet commitments.
- Instills trust - Gaining the confidence and trust of others through honesty, integrity, and
- authenticity
Primary Location Korea, Republic of-Seoul-Jung-gu-South Korea, Seoul, Cummins Korea Ltd.
Job Type Experienced - Exempt / Office
Recruitment Job Type Exempt - Experienced
Job Posting Feb 29, 2024, 11:13:57 AM
Unposting Date Ongoing
Organization Engine Business
Role Category Hybrid - Potential for Partial Remote
Relocation Package Ineligible
Req ID: 240001XB