**DESCRIPTION** 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 the organization of customer visits and negotiations. + Supports the account team in identifying customer needs. + Helps curate/organize data and information that will help a specific customer evaluate Cummins benefits. + Provides information to the account team to support the negotiation and implementation of contracts with accounts. + Coordinates 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. + Acts as a champion for the voice of the customer within the business. + Supports projects intended to improve customer relationships, customer value, and business growth 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. + Works with internal stakeholders and customers to balance inventory, service, and delivery capabilities with customer expectations. + Liaises with OEMs for relationship building, capturing front-line product feedback, and competition benchmarking. **RESPONSIBILITIES** **Experience:** + Basic relevant work experience required. + Customer-facing experience preferred. **Competencies:** + **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; explains and demonstrates products, solutions, and services to distinguish strengths and weaknesses to meet customer's specific needs and differentiate against competition. + **Channel Awareness** - Explains and contextualizes industry structure, dynamics, and path to market 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 (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 the 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 customer needs, behaviors, and/or their buying journey. Synthesizes complex information from internal and external resources to deliver tailored solutions for the internal or external customer. **QUALIFICATIONS** **Education, Licenses, Certifications:** + College, university, or equivalent degree in Marketing, Sales, or a related subject, or an acceptable combination of education and experience required. + Specialized training in Executive Presence, Strategic Selling, Six Sigma, etc., is preferred but not required. **Job** Sales **Organization** Cummins Inc. **Role Category** Hybrid **Job Type** Exempt - Experienced **ReqID** 2409344 **Relocation Package** No