Account Management Specialist

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

Key Responsibilities:

• Supports the account team in developing and maintaining positive customer relationships.
• Assists in the organization of customer visits and negotiations.
• Supports the account team in identifying customer needs.
• Helps curate and organize data to assist customers in evaluating Cummins benefits.
• Provides information to support the negotiation and implementation of contracts with accounts.
• Coordinates communication and interfaces with the customer at appropriate levels.
• Facilitates 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.
• Acts as a champion for the voice of the customer within the business.
• Supports projects aimed at improving customer relationships, increasing customer value, and growing business within assigned accounts.
• Executes the Cummins Sales Process.
• Maintains accurate reporting and forecasting through Cummins tools and CRM 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 projections.
• Collaborates with internal stakeholders and customers to balance inventory, service, and delivery capabilities with customer expectations.

Education, Licenses, Certifications:

• College, university, or equivalent degree in marketing, sales, or a related field, or an acceptable combination of education and experience.

Experience:

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

Knowledge/Skills:

• Direct Sales: Handles inbound, unsolicited prospect calls and converts them into sales.
  • Develops sales opportunities via telephone, other technologies, and cold-calling.
  • Drives additional sales through follow-up calls or emails for repeat business, cross-selling, and up-selling.
  • Conducts negotiations in line with company guidelines.
  • Achieves revenue and margin targets while ensuring customer satisfaction through the Cummins Sales Process.
• Sales Support:
  • Creates and delivers qualified leads to sales representatives where appropriate.
  • Assists salesforce with quotation/RFP management and other sales cycle operations.
  • Builds and maintains positive customer relationships for loyalty and future sales.
  • Supports negotiations according to company guidelines and assists with accounts receivables.
  • Resolves complex customer inquiries promptly and accurately.
  • Analyzes customer inquiries to identify recurring issues and recommend solutions.
  • Updates customer data and manages account setup in corporate databases.
  • Ensures accurate sales entry, reporting, and forecasting through Cummins tools and processes.
  • Seeks opportunities to optimize processes, increase business growth, and enhance customer value.
  • Ensures compliance with company processes, systems, and procedures.
  • Coordinates sales function communications to support customer satisfaction and sales goals.
  • Ensures timely processing of dealer claims and dealership actions.
  • Plans, prioritizes, and schedules Inside Sales activities to maintain service continuity.
  • Mentors and develops Inside Sales staff to meet sales support targets.

1. Values Differences
   • Recognizing and leveraging diverse perspectives, backgrounds, and cultures to enhance teamwork and performance.
2. Communicates Effectively
   • Delivering clear and concise messages tailored to different audiences to ensure understanding and engagement.
3. Customer Focus
   • Building and maintaining strong relationships with customers, anticipating their needs, and delivering customer-centric solutions.
4. Ensures Accountability
   • Taking responsibility for commitments and ensuring that self and others follow through on objectives and goals.
5. Instills Trust
   • Earning confidence through honesty, integrity, and consistency in actions and decisions.
6. Articulating Value Proposition
   • Clearly explaining the benefits of products and services, distinguishing them from competitors to meet customer needs.
7. Channel Awareness
   • Understanding industry structures and market dynamics to develop effective sales strategies.
8. Pricing Strategy
   • Aligning pricing with business targets while building consensus with key stakeholders.
9. Account Planning
   • Setting strategic objectives to drive account growth, tracking progress, and adjusting plans as needed.
10. Adapts to Target Audience
    • Presenting complex data and technical information in an easily digestible manner for different stakeholders.
11. Integrates Customer Perspective
    • Incorporating customer insights into sales strategies and solutions to increase satisfaction and business growth.
12. Sales Forecasting
    • Analyzing customer data and historical trends to predict future sales and improve demand planning.
13. Sales Pipeline Management
    • Planning and evaluating sales strategies to ensure a healthy pipeline and achieve revenue goals.
14. Sense Making
    • Using research and analysis to develop a deep understanding of customer behaviors, needs, and buying journeys.