Key Account Manager

Cummins; United States; Remote; USD 90,000 - 120,000; Full time

Job summary

Cummins Inc. is seeking an experienced Sales professional to support the account team and grow our customer wallet within an assigned set of accounts or geographic region.

You will help organize customer visits, identify needs, and curate data to demonstrate the value of Cummins benefits. You will support negotiations and contracts, coordinate internal communications, and contribute to revenue targets.

Qualifications

• College, university or equivalent degree in marketing, sales or a related subject or an acceptable combination of education and experience required.
• This position may require licensing for export controls or sanctions regulations.

Responsibilities

• Supports the account team in developing and maintaining positive customer relationships.
• Assists in organization of customer visits and negotiations; identifies customer needs.
• Helps curate data and information to help a specific customer evaluate Cummins benefits.
• Provides information to support negotiation and implementation of contracts with accounts.
• Coordinates internal communication across sales roles and stakeholders.
• Supports meeting revenue and share goals within assigned accounts.
• Acts as a champion for the voice of the customer.
• Executes the Cummins Sales Process and maintains reporting/forecasting.
• Manages account receivable deliverables, discusses payment terms, and balances inventory/delivery with customer expectations.

Skills

Value differences

Communicates effectively

Customer focus

Account planning

Sales forecasting

Team collaboration

Adaptability

Education

College/University degree in marketing or sales

Job description

Job Summary

• Supports the account team and account strategies to build customer relationships and grow our share of the customer's 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 organization of customer visits and negotiations. Supports the account team in identifying customer needs.
• As requested, helps curate/organise data and information that will help a specific customer to evaluate Cummins benefits.
• Provides information to the account team to support the negotiation and implementation of contracts with accounts.
• Helps coordinate communication and interfaces with the customer at appropriate levels.
• Coordinates 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.
• Act as a champion for the voice of the customer within the business.
• Supports projects intended to improve customer relationships and customer value and to grow the business with assigned accounts.
• Executes the Cummins Sales Process. Supports/Maintains accurate reporting and forecasting, using Cummins tools and processes and Customer Relationship Management 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 forecast. As applicable, works with internal stakeholders and customers to balance inventory, service, and delivery capabilities with customer expectations.

Competencies

• Values differences - Recognising the value that different perspectives and cultures bring to an organisation.
• 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.
• Instils 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 contextualises industry structure, dynamics and path to market in order to advance organisational 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 (e.g. sales professionals, customers, training vendors, etc.) 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 (size, contents, progress); adjusts sales strategy, plans or high‑impact activities accordingly; as applicable coaches sellers in order to achieve sales objectives.
• Sense Making - Through a series of diagnostic and probing questions and research, develops and/or supports an intimate understanding of the customer needs, behaviours, and/or their buying journey. Synthesises complex information from internal and external resources to deliver tailored solutions for the internal or external customer.

Education, Licences, Certifications

• College, university or equivalent degree in marketing, sales or a related subject or an acceptable combination of education and experience required. This position may require licensing for compliance with export controls or sanctions regulations.

Experience

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

Job

Sales

Organization

Cummins Inc.

Role Category

On‑site with Flexibility

Job Type

Exempt - Experienced

ReqID

2438959

Relocation Package

No

100% On‑Site

No