Account Management Specialist - Senior

Cummins · Pune

Job Summary

Responsible for managing customer relationships and account strategies for less complex accounts, including regional, single-business-unit, or internal accounts. The role may also support larger and more complex accounts in partnership with senior account management leaders.

The position is responsible for driving sales of Cummins products and services to assigned business customers, expanding existing customer relationships, identifying new business opportunities, and executing account plans aligned with business strategy and revenue objectives. The role acts as a key customer interface and advocate for the voice of the customer within Cummins.

Key Responsibilities

Develop, manage, and maintain strong business relationships with assigned accounts in alignment with the organization's sales strategy.
Develop and execute account strategies and sales plans to achieve revenue, growth, customer satisfaction, and business objectives.
Identify and pursue new business opportunities and support initiatives that contribute to revenue growth and cost reduction.
Expand sales of Cummins products and services within existing customer accounts by understanding customer requirements and identifying opportunities for growth.
Lead and coordinate customer communication and interfaces at appropriate stakeholder levels.
Negotiate and implement customer contracts within established authorization and business guidelines.
Coordinate with internal stakeholders to address production, distribution, service, inventory, and delivery requirements associated with assigned accounts.
Act as a champion for the voice of the customer and ensure customer needs and feedback are effectively represented within the business.
Measure customer satisfaction, identify improvement areas, and develop action plans to strengthen the customer experience.
Support and drive account strategy execution by collaborating with key stakeholders across functions and business units.
Drive cross-business-unit account development initiatives in support of broader account strategies.
Lead Customer Focus Six Sigma initiatives and other improvement activities aimed at strengthening customer relationships and business performance.
Manage accounts receivable deliverables, including discussions and negotiations related to payment terms, as applicable.
Maintain accurate sales forecasts and track performance, progress, and forecast accuracy against business targets.
Monitor account performance, relationship strength, product competitiveness, quality, service, and other key factors to identify risks and opportunities.
Balance customer requirements with business capabilities related to inventory, service, and delivery, in collaboration with internal stakeholders and customers.
Use customer and market insights to support account planning, pipeline development, and long-term business growth.

Cummins is an equal opportunity employer. Our policy is to provide equal employment opportunities to all qualified persons without regard to race, sex, color, disability, national origin, age, religion, union affiliation, sexual orientation, veteran status, citizenship, gender identity, or other status protected by law. Responsible for managing the relationship and business strategies for less complex accounts (regional, single business unit, internal, etc.). May have responsibility for larger, more complex accounts when paired with a more senior Account Manager. Responsibilities include selling the organization's products to assigned business customers to achieve sales goals, expanding existing customer relationships and executing account sales plans in support of business strategy.

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