Job Summary:
Effectively manages the relationship and business strategies for large, complex assigned accounts (cross-regional, global, etc.) to grow our share of the customer's wallet and achieve sales goals. Strengthens existing customer relationships and builds additional relationships within accounts.
Key Responsibilities:
Develops, manages, and expands business relationships with assigned accounts, for example by understanding and using their industry terminology and understanding their business model and buying process.Identifies current and emerging customer needs. Develops and executes account strategies to grow share with existing accounts and supports new business opportunities. Gains agreement to the benefits of Cummins products and solutions by helping customers make sense of available data and information.Grows Cummins’ share of the customer’s business. Negotiates and implements contracts with accounts as authorized, for example by managing customer questions and managing escalations for accounts receivable and/or payment terms.Leads, manages and coordinates communication and interfaces with the customer at all levels. Assures good communication, coordination and alignment across sales roles, supports cross-business account development strategies, and works with key internal stakeholders to achieve results.Achieves revenue and share goals associated with revenue and profit targets.Champions the voice of the customer within the business. Measures customer satisfaction and loyalty. Creates and/or implements projects intended to improve customer relationships, customer value, and grow the business with assigned accounts.Models (and manages, for direct reports) use of the Cummins Sales Process. Provides timely and accurate reports and forecasts on the assigned schedule, using Cummins tools and processes and Customer Relationship Management systems.Develops and executes account sales plans in support of business strategy. Develops growth or new business opportunities jointly with accounts and supports initiatives to increase customer value.Mentors, motivates, and develops less experienced sales and/or account team staff.If he/she has direct reports, conducts the following activities or ensures they are conducted by another manager: sets goals for their training and development, performance, and career planning and provides ongoing, consistent coaching and development. Delegates work assignments considering employee skills and development needs. Identifies department issues, problems, and opportunities to support continuous improvement initiatives.As applicable, works with team, internal stakeholders, and customers to manage organization's inventory, service, and delivery capabilities with customer expectations
Cummins is an equal opportunity employer. Our policy is to provide equal employment opportunities to all qualified persons without regard to race, sex, color, disability, national origin, age, religion, union affiliation, sexual orientation, veteran status, citizenship, gender identity, or other status protected by law.
Responsibilities:
Competencies: Values differences - Recognizing the value that different perspectives and cultures bring to an organization.
Builds effective teams - Building strong-identity teams that apply their diverse skills and perspectives to achieve common 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.
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
Developing Account Strategy - Determines current status of account in terms of relationship, financial, product competitiveness, barriers, quality, and service and defining desired future state by balancing customer requirements and business capabilities in order to define achievable targets aligned with the business strategy.
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, technical 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.
Experience: Significant level of relevant work experience required, including previous customer and/or product experience required. Purchasing/commercial contract negotiation preferred.
Qualifications:
Should have - 1) Bachelor degree in engineering preferably with management degree having minimum experience of around 10-15 years of direct customer handling 2) Decisive with strong financial acumen with clear understanding of P&L, target driven 3) Experience in direct customer handling 4) Problem solving and conflict management, 5) Understanding of contracts and bidding in government tenders and Private OEMs 6) Business Process and compliances 7) understanding of project management practices 8) Expert in building techno commercial proposition with clear ability to communicate value proposition to internal and external stakeholders 9) Closely work with other cross functions and after market to sustain and improve customer satisfaction, 10) Strategic thinker 11) ability to handle and lead teams of direct and indirect reports 12) Experience in Rail preferred
