Account Management Specialist

DESCRIPTION

Key Responsibilities:

• Handle channel sales for the entire Odisha State.
• Develop dealer sales teams to help dealers achieve AOP targets.
• Travel approximately 30% of the time.
• Support the account team in developing and maintaining positive customer relationships.
• Assist in organizing customer visits and negotiations.
• Identify customer needs and curate/organize data to help customers evaluate Cummins benefits.
• Provide information to support the negotiation and implementation of contracts with accounts.
• Coordinate communication and interfaces with customers at appropriate levels.
• Maintain internal communication across sales roles and segments and/or with internal stakeholders.
• Support the account team to meet revenue and share goals within assigned accounts.
• Act as a champion for the voice of the customer within the business.
• Support projects intended to improve customer relationships and customer value.
• Execute the Cummins Sales Process.
• Maintain accurate reporting and forecasting using Cummins tools and Customer Relationship Management systems.
• Identify and contact new business opportunities and participate in cost reduction initiatives.
• Manage account receivable deliverables, including discussing and negotiating payment terms.
• Maintain sales forecasts and track progress and accuracy against forecasts.
• Balance inventory, service, and delivery capabilities with customer expectations.

Want more jobs like this?

Get jobs in Bhubaneshwar, India delivered to your inbox every week.

Get Jobs

Send me The Muse newsletters for the best in career advice and job search tips.

By signing up, you agree to our Terms of Service & Privacy Policy.

• College, university, or equivalent degree in marketing, sales, or a related subject.
• Acceptable combination of education and experience required.
• 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 : Interpreting internal and external customer needs based on relevant application; explaining and demonstrating products, solutions, and services to meet customer's specific needs.
• Channel Awareness : Explaining and contextualizing industry structure, dynamics, and path to market to advance organizational goals.
• Pricing Strategy : Developing prices by aligning and building consensus with key stakeholders across functions to achieve business targets.
• Account Planning : Identifying objectives to drive execution of business and/or account strategy by reviewing the status relative to where it needs to be and enabling tracking of progress against targets.
• Adapts to Target Audience : Explaining complex topics in a way that the target audience can understand, retain, and use the information.
• Integrates Customer Perspective : Incorporating an understanding of the customers' perspective on our products and sales efforts to develop sales content that improves our ability to meet their needs and increase revenue.
• Sales Forecasting : Collecting and assessing customer data from internal and external sources to create a forecast of future consumption patterns.
• Sales Pipeline Management : Planning proactively for successful execution of account/territory-level sales strategies and plans based on current pipeline; evaluating pipeline health and adjusting sales strategy accordingly.
• Sense Making : Developing an intimate understanding of customer needs, behaviors, and buying journey through diagnostic and probing questions and research.

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