Strategic Account Manager – APAC Growth

Cummins Inc; Singapore; On-site; SGD 60,000 - 90,000; Full time

Job summary

Cummins Inc. in Tuas, Singapore is seeking an Account Management Specialist to join our team on-site with flexibility.

This role supports the account team and strategies to build positive customer relationships and expand our share of the customer's wallet across an assigned set of customers or a geographic region. Key responsibilities include coordinating contracts, organizing customer visits, forecasting revenue, and maintaining accurate reporting.

Qualifications

• 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 distinguish strengths and weaknesses to meet customer's specific needs to differentiate against competition.
• Channel Awareness - Explains and contextualizes industry structure, dynamics, and path to market in order 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 relative to where it needs to be and enabling tracking of progress against targets.
• Adapts to target audience - Explains complex topics (significant technical data, subject matter expertise, etc.) in such 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 and increase revenue.
• Sales Forecasting - Collects and assesses customer data from internal and external sources; compares against historical data to determine useful inputs and 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; evaluates pipeline health; adjusts sales strategy and activities accordingly.
• Sense Making - Develops an intimate understanding of customer needs through questions and research to deliver tailored solutions.

Responsibilities

• Supports the account team in developing and maintaining positive customer relationships; assists in organizing customer visits and negotiations.
• Identifies customer needs and helps curate data to evaluate Cummins benefits for customers.
• Supports contract negotiations and coordinates communications with customers at appropriate levels.
• Coordinates internal communication across sales roles and segments to meet revenue and share goals.
• Acts as a champion for the voice of the customer; supports projects to improve customer relationships and value.
• Maintains accurate reporting and forecasting using Cummins tools and CRM systems.
• Supports revenue growth by identifying 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 against forecast.
• Balances inventory, service, and delivery capabilities with customer expectations with internal stakeholders and customers.

Skills

Values differences

Communicates effectively

Customer focus

Account planning

Ensures accountability

Instills trust

Articulating value proposition

Channel awareness

Pricing strategy

Sales forecasting

Sales pipeline management

Sense making

Education

Bachelor's degree in marketing or related field

Job description

Cummins Inc. in Tuas, Singapore is seeking an Account Management Specialist to join our team on-site with flexibility.

This role supports the account team and strategies to build positive customer relationships and expand our share of the customer's wallet across an assigned set of customers or a geographic region. Key responsibilities include coordinating contracts, organizing customer visits, forecasting revenue, and maintaining accurate reporting.