Account Management Specialist

The Account Management Specialist supports the account team and strategy to build customer relationships and grow the share of the customers wallet within an assigned set of customers or geographic region. The role involves providing support in customer negotiations, sales process execution, account forecasting, and addressing customer needs to ensure customer satisfaction and revenue growth.

• Customer Relationship Management : Supports the account team in developing and maintaining positive customer relationships. Assists in organizing customer visits, contract finalization, and identifying customer needs.
• Sales and Revenue Growth : Assists in curating/organizing data to support customer evaluations. Identifies new business opportunities and participates in cost-reduction initiatives.
• Contract Support : Supports the negotiation and implementation of contracts, ensuring proper communication between internal teams and customers.
• Internal Communication : Coordinates internal communication across sales roles and segments to align efforts and meet account goals.
• Account Receivables : Manages accounts receivable deliverables and works with customers to negotiate payment terms.
• Sales Forecasting and Reporting : Maintains sales forecasts, tracks progress, and ensures accurate reporting using Cummins tools and CRM systems.
• Project Support : Supports projects aimed at improving customer relationships and business growth.
• Safety & Compliance : Integrates safety principles into work practices and ensures adherence to ISO and OHSAS standards.
• Administrative Tasks : Handles documentation, prepares monthly reports, and keeps departmental records/MIS updated. Ensures 5S compliance at workstations.

• Education : 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.

• Customer Focus : Demonstrates the ability to build strong customer relationships and deliver customer-centric solutions.
• Communication : Effectively communicates across multiple platforms and with diverse audiences to ensure clear understanding.
• Account Planning : Capable of identifying objectives and driving business/account strategy execution.
• Sales Process Execution : Familiar with executing the Cummins Sales Process and maintaining accurate sales forecasts.
• Problem-Solving : Ability to handle commercial open issues and work toward resolution efficiently.
• Pricing Strategy : Understands and applies pricing strategy and aligns with stakeholders to achieve business targets.
• Channel Awareness : Knowledgeable about industry structure, market dynamics, and the path to market.
• Forecasting and Pipeline Management : Skilled in assessing customer data and sales pipeline health to inform strategies.
• Sense Making : Ability to synthesize complex customer needs and behaviors to develop tailored solutions.
• Compliance & Safety : Strong commitment to adhering to ISO, EMS, and OHSAS standards for safety and quality management.

• Values Differences : Recognizes and values diverse perspectives and cultures within the organization.
• Ensures Accountability : Holds self and others accountable to meet commitments.
• Instills Trust : Builds trust through honesty, integrity, and authenticity.
• Adapts to Target Audience : Effectively communicates complex technical data to diverse audiences.
• Integrates Customer Perspective : Incorporates customer feedback into sales content and strategies to meet needs and increase revenue.