Account Management Specialist

Key Responsibilities:

• Customer Relationship Management : Supports the account team in developing and maintaining positive customer relationships. Assists in the organization of customer visits and negotiations.
• Customer Needs Identification : Supports the account team in identifying customer needs and curating/organizing data to help customers evaluate Cummins benefits.
• Contract Support : Provides information to support the negotiation and implementation of contracts with accounts.
• Communication Coordination : Helps coordinate communication and interfaces with the customer at appropriate levels and across internal stakeholders.
• Revenue and Share Goals : Supports the account team to meet revenue and share goals within assigned accounts.
• Voice of the Customer : Acts as a champion for the voice of the customer within the business.
• Project Support : Supports projects intended to improve customer relationships and customer value and to grow the business with assigned accounts.
• Sales Process Execution : Executes the Cummins Sales Process and maintains accurate reporting and forecasting using Cummins tools and Customer Relationship Management systems.
• New Business Opportunities : Supports revenue growth by identifying and contacting new business opportunities and participating in cost reduction initiatives.
• Account Receivable Management : Manages account receivable deliverables, including discussing and negotiating payment terms.
• Sales Forecasting : Maintains sales forecasts and tracks progress and accuracy against the forecast.
• Inventory and Delivery Coordination : Works with internal stakeholders and customers to balance inventory, service, and delivery capabilities with customer expectations.

• Knowledge of Microsoft tools like MS PPT, MS Excel, and basics of Power BI is preferable.
• Background in Project Management will be an added advantage.
• Knowledge of the EV Market.

• 2~5 years of work experience required.
• Customer-facing experience preferred.

• Education : BE in Mechanical Engineering.
• Licensing : This position may require licensing for compliance with export controls or sanctions regulations.

• 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 meet customers specific needs.
• Channel Awareness : Explains and contextualizes industry structure, dynamics, and path to market 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 and enabling tracking of progress against targets.
• Adapts to Target Audience : Explains complex topics in a way that the target audience 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.
• Sales Forecasting : Collects and assesses customer data from internal and external sources to 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.
• Sense Making : Develops and/or supports an intimate understanding of the customer needs, behaviors, and/or their buying journey through diagnostic and probing questions and research.