(IND-Pune) Account Management Specialist
Pune, Maharashtra 1 month ago
Job Description
**DESCRIPTION**
**Key Responsibilities:**
+ **Customer Relationship Management:** Assist in developing and maintaining positive, long-term relationships with assigned customers. Coordinate customer visits, support negotiations, and organize data to evaluate Cummins' benefits.
+ **Key Account Management (KAM):** Manage direct relationships with key customers, acting as the Key Account Manager to ensure satisfaction, resolve issues, and maintain customer loyalty.
+ **Sales Execution:** Support the execution of sales processes, contributing to revenue growth, achieving sales targets, and maintaining accurate sales forecasting and reporting using Cummins' tools and CRM systems.
+ **Demand and Supply Planning:** Collaborate with internal teams to plan and execute demand and supply strategies, ensuring that customer expectations are met with timely delivery and inventory management.
+ **Campaign Launch and Monitoring:** Develop and launch schemes, campaigns, and initiatives aimed at achieving strategic objectives and boosting sales within key accounts.
+ **Internal Coordination:** Work cross-functionally to ensure seamless communication across sales roles, segments, and stakeholders to optimize business outcomes.
+ **Account Receivable Management:** Assist in managing payment terms, and account receivables, and ensure timely follow-up on outstanding payments.
+ **Revenue Growth:** Identify new business opportunities within accounts, support cost reduction initiatives, and contribute to growing the business by understanding and addressing customer needs.
+ **Forecasting and Reporting:** Regularly track progress against forecasts and sales targets, ensuring accurate reporting of sales performance and pipeline health.
+ **Voice of the Customer:** Act as a champion for the customer’s perspective within the business, ensuring that their needs are integrated into strategic planning and execution.
**RESPONSIBILITIES**
**Education, Licenses, Certifications:**
+ **Required Education:** College, university, or equivalent degree in marketing, sales, or a related subject. An acceptable combination of education and relevant experience is also considered.
+ **Licensing/Certifications:** This position may require compliance with export controls or sanctions regulations, which may involve additional licensing or certification.
**Competencies:**+ **Customer Focus:** Building and nurturing strong customer relationships, ensuring that their needs are prioritized, and delivering customer-centric solutions.
+ **Effective Communication:** Delivering clear, concise, and effective communication to various stakeholders, ensuring understanding across different audiences.
+ **Decision Quality:** Making timely, informed decisions that drive the organization forward and align with customer and business objectives.
+ **Accountability:** Holding yourself and others accountable for achieving set commitments and driving results.
+ **Sense Making:** Understanding customer behavior and synthesizing data to develop tailored solutions and actionable insights.
+ **Collaboration:** Working effectively across teams and functions to ensure the success of account strategies and organizational goals.
+ **Adaptability:** Demonstrating flexibility and creativity in responding to shifting priorities and market conditions.
+ **Trust&Integrity:** Building trust with customers and colleagues through authenticity, honesty, and ethical behavior.
**QUALIFICATIONS**
**Knowledge/Skills:**
+ **Account Management&Customer Engagement:** Knowledge of managing key accounts, understanding customer needs, and executing account-specific strategies to drive business growth.
+ **Sales Forecasting&Pipeline Management:** Proficiency in creating and managing sales forecasts, tracking pipeline health, and adjusting sales strategies based on data analysis.
+ **Campaign&Initiative Management:** Experience in launching, tracking, and optimizing sales campaigns, promotions, and other business initiatives.
+ **Customer-Centric Solutions:** Ability to articulate Cummins' value proposition and tailor solutions to customer needs, improving customer satisfaction and loyalty.
+ **Industry&Channel Awareness:** Understand industry dynamics and market paths to effectively communicate business strategies and enhance organizational goals.
+ **Communication&Adaptability:** Excellent verbal and written communication skills, with the ability to explain complex technical data and concepts in a manner suitable for various audiences.
+ **Pricing Strategy:** Knowledge in developing pricing strategies aligned with business targets and market conditions.
+ **Negotiation&Contract Management:** Assist with contract negotiations and ensure compliance with agreed terms to meet customer expectations.
**Experience:**
+ **Required Experience:** Basic relevant work experience in sales, account management, or a customer-facing role.
+ **Preferred Experience:** Experience managing key customer accounts and familiarity with customer relationship management (CRM) systems.
+ **Skills&Competencies:** Strong interpersonal, negotiation, and communication skills, with the ability to engage with customers and stakeholders at all levels of the organization.
**Job** Sales
**Organization** Cummins Inc.
**Role Category** Hybrid
**Job Type** Exempt - Experienced
**ReqID** 2409069
**Relocation Package** No
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