Key Account Manager

Job Summary:

• Supports the account team and account strategies to build customer relationships and grow our share of the customer's wallet with an assigned set of customers or a geographic region.
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Key Responsibilities:

• 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. Supports revenue growth by identifying and contacting new business opportunities and participating in cost reduction initiatives. 
• Manages account receivable deliverables including discussing and negotiating payment terms. Maintains Sales forecasts and tracks progress and accuracy against forecast. As applicable, works with internal stakeholders and customers to balance inventory, service, and delivery capabilities with customer expectations.

.Experience: 

• Basic relevant work experience required. Customer-facing experience preferred.

Competencies: 

• Values differences - Recognizing the value that different perspectives and cultures bring to an organization. 
• 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. 
• 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. 
• Channel Awareness - Explains and contextualizes industry structure, dynamics, and path to market in order to advance organizational goals. 
• Pricing Strategy - Develops prices by aligning and building consensus with key stakeholders across functions to achieve business targets. 
• 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. 
• 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. 

Education, Licenses, Certifications: 

• 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.