Account Management Specialist - Senior

Responsible for managing relationships 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 organizations products to assigned business customers to achieve sales goals, expanding existing customer relationships, and executing account sales plans in support of business strategy.

• Develops, manages, and maintains business relationships with assigned accounts to support the organizations sales strategy.
• Supports revenue growth by identifying and contacting new business opportunities and participating in cost reduction initiatives.
• 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 while 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 for improvement.
• Manages accounts receivable deliverables, including discussing and negotiating payment terms.
• Drives Customer Focus Six Sigma initiatives to strengthen relationships with customers.
• Facilitates cross-business unit account development to support 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.
• Serves as the direct point of contact for Key OEMs in the Infrastructure segment, engaging with senior officials in the OEM team.
• Aligns pricing strategies to drive business margins while avoiding conflicts among OEMs.
• Works closely with the service team and OEM officials to drive business and manage the end-to-end experience for the OEM.
• Engages with first-fit Business Units (BUs) to ensure strategic relationships between Cummins and the OEMs are well established.

• College, university, or equivalent degree in marketing, sales, technical, or a related field.
• Equivalent industry experience may be considered.

• Significant level of relevant work experience, including previous customer and/or product experience.
• Experience in purchasing and commercial contract negotiation is preferred.
• Strong engagement with senior officials in the OEM segment to ensure alignment and strategic relationship management.
• Ability to manage pricing strategies to enhance margins and maintain relationships without escalation or conflicts.
• Experience working closely with service teams and OEM senior officials to drive business growth.
• Proven ability to work with first-fit BUs to establish and maintain strong OEM relationships.

• 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 customer needs and demonstrates products, solutions, and services to distinguish strengths and weaknesses.
• Channel Awareness - Explains industry structure, dynamics, and the path to market to advance organizational goals.
• Pricing Strategy - Aligns pricing strategies with stakeholders to achieve business targets.
• Account Planning - Identifies objectives to drive execution of business and account strategy.
• Adapts to Target Audience - Communicates complex topics in a way that the target audience can understand and use effectively.
• Developing Account Strategy - Defines the current and desired future state of an account to align customer requirements with business capabilities.
• Integrates Customer Perspective - Develops sales content that enhances customer satisfaction and increases revenue.
• Sales Forecasting - Uses customer data and historical patterns to predict future consumption trends.
• Sales Pipeline Management - Plans for successful execution of account/territory-level sales strategies and evaluates pipeline health.
• Sense Making - Synthesizes complex information to deliver tailored solutions for customers.