Key Account Manager

Cummins Inc.


Date: 2 weeks ago
City: Guwahati, Assam
Contract type: Full time
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.

Responsibilities

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 compliance with export controls or sanctions regulations.

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: 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.

Qualifications

Skills and Experience:

  • 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.

Job Sales

Organization Cummins Inc.

Role Category Hybrid

Job Type Exempt - Experienced

ReqID 2403667

Relocation Package No

How to apply

To apply for this job you need to authorize on our website. If you don't have an account yet, please register.

Post a resume

Similar jobs

Architect - AWS / Azure Devops

Culminant Outlook, Guwahati, Assam
5 days ago
Job Description   Understanding of Business Requirements from the Discovered Information   Working with AI Architect in selection of appropriate LLM Model and its variants for optimal performance and expense   High-Level and Low-Level Designing of the Solution in line with Architected Solution   Optimization of Design from Performance, Security, Scalability, Portability, Maintainability etc. point of view   Collaboration with Customer's Program Owner for close...

AGM - Cluster Collection & Retention

Vodafone Idea Limited, Guwahati, Assam
1 week ago
Role Collections & Retentions Job Level/ Designation M2 Function / Department Customer Service Location GuwahatiJob Purpose This role is responsible to drive Postpaid Mobility Churn, Revenue Churn, CXX and help increase the post-paid business by ensuring higher Collections, lower Churn, and lower Bad debt. The role focuses on Customer Base Management, High Value Base Enhancement through proactive and reactive retention...

Manager MEP

Mott MacDonald, Guwahati, Assam
2 weeks ago
Equality, diversity and inclusionWe put equality, diversity and inclusion at the heart of our business, seeking to promote fair employment procedures and practices to ensure equal opportunities for all. We encourage individual expression in our workplace and are committed to creating an inclusive environment where everyone feels they have the opportunity to contribute.Agile workingAt Mott MacDonald, we believe it makes...