Key Account Manager

Job Summary: 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. Key Responsibilities: Develops, manages, and maintains business relationships with assigned accounts supporting the organization's sales strategy. Supports revenue growth by identifying and contacting new business opportunities and participating in cost reduction initiatives. Extends and expands sale of products and services to existing clients. Leads, manages and coordinates communication and interfaces with the customer at appropriate levels. Negotiates and implements contracts with accounts as authorized. Manages production and distribution issues associated with accounts. Responsible for establishing and maintaining positive customer relations. Acts as champion for the voice of the customer within the business. Supports account strategy and works with key stakeholders in the business to achieve optimum results. Responsible for measuring customer satisfaction and creating action plans to improve satsifaction on data. Manages accounts receivable deliverables including discussing and negotiating payment terms. Drives Customer Focus Six Sigma initiatives to strengthen relationship with customer. Drives cross business unit account development in support of account strategy. Maintains Sales forecasts and tracks progress and accuracy against forecast. As applicable, works with internal stakeholders and customers to balance inventory, service, and delivery capabilities with customer expectations. 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 - 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. Channel Awareness - Explains and contextualizes industry structure, dynamics, and path to market in order to advance organizational goals. Pricing Strategy - Develops prices by aligning and building consensus with key stakeholders across functions to achieve business targets. 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 Developing Account Strategy - Determines current status of account in terms of relationship, financial, product competitiveness, barriers, quality, and service and defining desired future state by balancing customer

and business capabilities in order to define achievable targets aligned with the business strategy. 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. 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. Education, Licenses, Certifications: College, university, or equivalent degree in marketing, sales, technical or a related subject or equivalent industry experience required. This position may require licensing for compliance with export controls or sanctions regulations. Experience: Significant level of relevant work experience, including previous customer and/or product experience required. Purchasing/commercial contract negotiation preferred. * Cummins is an equal employment 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, and/or expression, or other status protected by law. If you require any reasonable adjustments to accommodate a health condition or disability, please let us know. Your journey with us matters. *康明斯是一家提供平等就业机会的雇主。我们致力于为所有符合条件的候选人提供平等的就业机会，不因种族、性别、肤色、残障、国籍、年龄、宗教信仰、工会身份、性取向、退伍军人身份、公民身份、性别认同及／或性别表达，或其他受法律保护的身份而区别对待。如您因健康状况或残障需要合理便利，请随时告知。您在康明斯的职业旅程对我们至关重要。