Key Account Manager

Description

Key Responsibilities:

• Supports the account team and account strategies to build customer relationships and grow our share of the customer's wallet with an assigned set of customers or a geographic region.

• Supports the account team in developing and maintaining positive customer relationships. Assists in organization of customer visits and negotiations.

• Supports the account team in identifying customer needs.

• As requested, helps curate/organize data and information that will help a specific customer to evaluate Cummins benefits.

• Provides information to the account team to support the negotiation and implementation of contracts with accounts.

• Helps coordinate communication and interfaces with the customer at appropriate levels. Coordinates internal communication across sales roles and segments and/or with internal stakeholders.

• Supports 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. Supports projects intended to improve customer relationships and customer value and to grow the business with assigned accounts.

• Executes the Cummins Sales Process. Supports/Maintains accurate reporting and forecasting, using Cummins tools and processes and Customer Relationship Management systems.

Qualifications

Skills

• Sense Making - Through a series of diagnostic and probing questions and research, develops and/or supports an intimate understanding of the customer needs, behaviors, and/or their buying journey. Synthesizes complex information from internal and external resources to deliver tailored solutions for the internal or external customer.

• Account Planning - Identifies objectives to drive execution of business and/or account strategy by reviewing the status relative to where it needs to be and enabling tracking of progress against targets.

• Adapts to target audience - Explains complex topics (significant technical data, subject matter expertise, etc.) in such a way that the target audience (e.g. sales professionals, customers, training vendors, etc.) can understand, retain, and use the information

• Integrates Customer Perspective - Incorporates an understanding of the customers' perspective on our products and sales efforts to develop sales content that improves our ability to meet their needs and increase revenue.

• Sales Forecasting - Collects and assesses customer data from internal and external sources; compares against historical data to determine useful inputs and create a forecast of future consumption patterns.

• Sales Pipeline Management - Plans proactively for successful execution of account/territory-level sales strategies and plans based on current pipeline; evaluates pipeline health (size, contents, progress); adjusts sales strategy, plans, or high impact activities accordingly; as applicable coaches sellers in order to achieve sales objectives.

• Articulating Value Proposition - Interprets internal and external customer needs based on relevant application; explains and demonstrates products, solutions, and services to distinguish strengths and weaknesses to meet customer's specific needs to differentiate against competition.

• Pricing Strategy - Develops prices by aligning and building consensus with key stakeholders across functions to achieve business targets.

• Channel Awareness - Explains and contextualizes industry structure, dynamics, and path to market in order to advance organizational goals.

• 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.

Education, Licenses, Certifications

• 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.

Experience

• Basic relevant work experience required. Customer-facing experience preferred.

• Key Account Manager in UB, Mongolia

Job SALES

Primary Location Mongolia-Töv-Ulan Bator-Mongolia, Ulan Bator, Cummins Rebuild Center

Job Type Experienced - Exempt / Office

Recruitment Job Type Exempt - Experienced

Job Posting Apr 8, 2024, 1:47:18 AM

Unposting Date Ongoing

Organization Distribution Business

Role Category Hybrid - Potential for Partial Remote

Relocation Package Ineligible

Req ID: 240002GB