Account Management Specialist - Senior

DESCRIPTION

We are looking for a talented Account Manager Specialist to join our team specializing in Sales for our Service Operations Admin Department in Accra, Ghana.

In this role, you will make an impact in the following ways :

• Strengthen customer relationships: Serving as the primary point of contact, ensuring consistent communication and fostering long-term trust with assigned accounts.
• Drive revenue growth: Identifying new business opportunities, expanding product and service offerings with existing customers, and supporting cost-reduction initiatives that improve competitiveness.
• Execute strategic account plans: Align customer needs with organizational goals, ensuring you contribute directly to sales targets and broader business strategy.
• Champion the voice of the customer: Internally by sharing insights, feedback, and pain points, helping the organization improve products, services, and customer experience.
• Improve customer satisfaction: Measuring feedback, identifying trends, and implementing proactive action plans that enhance service levels and strengthen relationships.
• Negotiate and manage contracts and payment terms: Effectively to protect business interests, support healthy cash flow, and ensure mutual value for both customer and company.
• Enhance operational performance: Coordinating between internal teams and customers to balance inventory, delivery, and service expectations, preventing issues and improving efficiency.
• Increase forecast accuracy and account visibility: Maintaining reliable sales forecasts, tracking progress, and using data to support better planning and decision-making across the business.

• Mandarin-English fluency + cultural intelligence: Professional proficiency in written and spoken Mandarin and English, with the cultural awareness to interpret intent, nuance, and hierarchy-enabling accurate translation, smoother negotiations, and faster decisions between Chinese stakeholders and Cummins Ghana teams.
• Strong technical & commercial literacy (mining/construction): Working knowledge of diesel engines, power systems, and heavy equipment operations; ability to read technical reports/failure analyses, align warranty terms, and translate quotes/commercial terms clearly for Chinese-speaking partners.
• Cross-border account management execution:Proven experience running accounts across multiple West African markets, understanding customs, logistics, import processes, dealer structures, and operational realities-while balancing service, parts availability, and delivery performance.
• Stakeholder engagement, negotiation, and escalation control : Confidence engaging OEMs, dealers, end users; skilled in conflict resolution, structured escalations, and contract/payment term negotiations-maintaining trust while protecting margin and cash flow.
• Governance, compliance, and risk hygiene:Consistent adherence to Cummins policies, warranty processes, credit terms, and ethical standards-proactively flagging red-flags/deviations and ensuring documentation is audit-ready across borders.
• Data-driven planning and CRM discipline: Maintain accurate forecasts and account plans; track customer satisfaction and actions; use pipeline/aftermarket penetration metrics to target growth opportunities-supported by structured reporting and follow-through.

• College, university, or equivalent degree in marketing, sales, technical or a related subject or equivalent industry experience required.
• Significant level of relevant work experience, including previous customer and/or product experience required.
• Purchasing/commercial contract negotiation preferred.
• This position may require licensing for compliance with export controls or sanctions regulations