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 ResponsibilitiesCustomer 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.
Account Strategy & Business Growth
- 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.
Commercial & Contract Support
- 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.
Sales Process, Reporting & Forecasting
- 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.
Project & Process Support
- 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.
Responsibilities
Qualifications
- 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.
Competencies
- 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.
Qualifications
Knowledge / Skills
- 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.
Job Sales
Organization Cummins Inc.
Role Category On-site with Flexibility
Job Type Exempt - Experienced
ReqID 2422262
Relocation Package No
100% On-Site No
