Job Information
Cummins Inc. Key Account Manager in Guwahati, India
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