Account Management Specialist

DESCRIPTION

Responsible for managing the relationship and business strategies for less complex accounts (regional, single business unit, internal, etc.). May have responsibility for larger, more complex accounts when paired with a more senior Account Manager. Responsibilities include selling the organization's products to assigned business customers to achieve sales goals, expanding existing customer relationships, and executing account sales plans in support of business strategy.

Key Responsibilities:

• Develops, manages, and maintains business relationships with assigned accounts supporting the organization's sales strategy.
• Supports revenue growth by identifying and contacting new business opportunities and participating in cost reduction initiatives.
• Extends and expands the sale of products and services to existing clients.
• Leads, manages, and coordinates communication and interfaces with the customer at appropriate levels.
• Negotiates and implements contracts with accounts as authorized.
• Manages production and distribution issues associated with accounts.
• Establishes and maintains positive customer relations, acting as a champion for the voice of the customer within the business.
• Supports account strategy and works with key stakeholders in the business to achieve optimum results.
• Measures customer satisfaction and creates action plans to improve satisfaction based on data.
• Manages accounts receivable deliverables, including discussing and negotiating payment terms.
• Drives Customer Focus Six Sigma initiatives to strengthen relationships with customers.
• Drives cross-business unit account development in support of account strategy.
• Maintains sales forecasts and tracks progress and accuracy against forecasts.
• Works with internal stakeholders and customers to balance inventory, service, and delivery capabilities with customer expectations.

RESPONSIBILITIES

Experience:

• Significant level of relevant work experience, including previous customer and/or product experience required.
• Purchasing/commercial contract negotiation 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 customers specific needs.

• 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 tracking progress against targets.

• Adapts to Target Audience

  Explains complex topics in a way that different audiences (sales professionals, customers, training vendors, etc.) can understand and use effectively.

• Developing Account Strategy

  Determines the current status of an account and defines desired future states by balancing customer requirements and business capabilities.

• Integrates Customer Perspective

  Incorporates an understanding of customers perspectives on products and sales efforts to develop sales content that improves customer engagement and increases revenue.

• Sales Forecasting

  Collects and assesses customer data from internal and external sources; compares against historical data to create forecasts of future consumption patterns.

• Sales Pipeline Management

  Plans proactively for successful execution of account/territory-level sales strategies, evaluates pipeline health, and adjusts sales strategy and plans accordingly.

• Sense Making

  Uses diagnostic and probing questions and research to develop an intimate understanding of customer needs, behaviors, and their buying journey. Synthesizes complex information to deliver tailored solutions for customers.

QUALIFICATIONS

Education, Licenses, and Certifications:

• College, university, or equivalent degree in marketing, sales, technical, or a related subject, or equivalent industry experience required.
• This position may require licensing for compliance with export controls or sanctions regulations.

Job Sales

Organization Cummins Inc.

Role Category Hybrid

Job Type Exempt - Experienced

ReqID 2412421

Relocation Package No