Key Account Manager

DESCRIPTION

Key Responsibilities:

• Direct Sales:
• Handle inbound, unsolicited prospect calls and convert these opportunities into sales.
• Develop opportunities to sell company products and services by generating leads via telephone or other technologies and/or cold-calling prospects.
• Drive additional sales through follow-up calls or emails to existing customers for repeat business, cross-selling, and up-selling.
• Conduct negotiations according to company guidelines.
• Achieve revenue and margin targets.
• Ensure customer satisfaction through the use of the Cummins Sales Process and execution of the sales cycle from lead to sale.
• Sales Support:
• Create and deliver qualified leads to sales representatives where appropriate.
• Assist the salesforce with quotation/RFP management and other sales cycle operations as needed.
• Build and/or maintain positive customer relationships that generate loyalty and/or future sales.
• Support negotiations according to company guidelines and assist with accounts receivables.
• Answer more complex, escalated internal and sales customer inquiries accurately and promptly.
• Analyze customer inquiries to identify recurring user problems and recommend solutions.
• Enter new customer data and update changes to existing accounts in the corporate database.
• Support setting up new customer accounts per Cummins' guidelines.
• Maintain accurate sales entry, reporting, and forecasting through the utilization of Cummins tools and processes (e.g., Cummins Sales Process, Customer Relationship Management systems).
• Seek opportunities to utilize processes, procedures, and initiatives designed to grow the business and increase customer value and loyalty.
• Ensure correct utilization of relevant company processes, systems, and procedures by Inside Sales.
• Evaluate results and recommend improvements.
• Assure good communication and coordination across the Sales function and other departments in support of customer satisfaction, sales goals, and Cummins culture goals.
• Coordinate input from sales staff to develop proactive communications to customers.
• Ensure dealers' claims are processed timely and all actions by dealerships are in place.
• Plan, prioritize, and schedule Inside Sales activities and resources to ensure continuity of service.
• Mentor and develop Inside Sales staff to ensure that sales support targets are met.
• Account Management:
• Support the account team in developing and maintaining positive customer relationships.
• Assist in the organization of customer visits and negotiations.
• Support the account team in identifying customer needs.
• Help curate/organize data and information that will help a specific customer evaluate Cummins benefits.
• Provide information to the account team to support the negotiation and implementation of contracts with accounts.
• Help coordinate communication and interfaces with the customer at appropriate levels.
• Coordinate 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 and to grow the business with assigned accounts.
• Execute the Cummins Sales Process.
• Support/Maintain accurate reporting and forecasting, using Cummins tools and processes and Customer Relationship Management systems.
• Support revenue growth by identifying and contacting new business opportunities and participating in cost reduction initiatives.
• Manage account receivable deliverables including discussing and negotiating payment terms.
• Maintain Sales forecasts and track progress and accuracy against the forecast.
• Work with internal stakeholders and customers to balance inventory, service, and delivery capabilities with customer expectations.

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• 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.

• 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: Explains and demonstrates products, solutions, and services to meet customer's specific needs.
• Channel Awareness: Explains industry structure, dynamics, and path to market.
• Pricing Strategy: Develops prices by aligning with key stakeholders to achieve business targets.
• Account Planning: Identifies objectives to drive execution of business and/or account strategy.
• Adapts to target audience: Explains complex topics in an understandable way.
• Integrates Customer Perspective: Incorporates an understanding of the customers' perspective to develop sales content.
• Sales Forecasting: Collects and assesses customer data to create a forecast of future consumption patterns.
• Sales Pipeline Management: Plans proactively for successful execution of account/territory-level sales strategies.
• Sense Making: Develops an understanding of customer needs and behaviors to deliver tailored solutions.

• Knowledge/Skills:
• Direct Sales experience.
• Proficiency in handling inbound calls and converting them into sales.
• Ability to develop leads via telephone or other technologies and cold-calling prospects.
• Strong follow-up skills for repeat business, cross-selling, and up-selling.
• Negotiation skills according to company guidelines.
• Ability to achieve revenue and margin targets.
• Customer satisfaction focus through the Cummins Sales Process.
• Experience:
• Basic relevant work experience required.
• Customer-facing experience preferred.
• 10-12 Years (can be relaxed to above 5 years) relevant experience required.