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Key Account Manager

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Cummins Inc.

3mo ago

  • Job
    Full-time
    Senior & Expert Level
  • Customer Relations
    Sales & Business Development
  • Guwahati

AI generated summary

  • You need a relevant degree, direct sales experience, strong negotiation skills, 5-12 years of customer-facing experience, and proficiency in lead generation and follow-up for sales success.
  • You will convert prospect calls into sales, generate leads, maintain customer relationships, support sales operations, manage accounts, and ensure customer satisfaction while achieving revenue targets.

Requirements

  • * 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.
  • * 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.
  • * Basic relevant work experience required.
  • * Customer-facing experience preferred.
  • * 10-12 Years (can be relaxed to above 5 years) relevant experience required.

Responsibilities

  • 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.
  • 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.
  • 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.

FAQs

What are the main responsibilities of a Key Account Manager?

The main responsibilities include handling direct sales, supporting the sales process, managing accounts, developing customer relationships, ensuring customer satisfaction, and achieving revenue and margin targets.

What kind of experience is required for this position?

A minimum of 10-12 years of relevant experience is required, but this can be relaxed to above 5 years. Customer-facing experience is preferred.

Is a specific degree required for this job?

Yes, a college, university, or equivalent degree in marketing, sales, or a related subject is required, or an acceptable combination of education and experience.

What skills are essential for success in this role?

Essential skills include direct sales experience, proficiency in handling inbound calls, strong follow-up skills, negotiation abilities, customer satisfaction focus, and the ability to achieve revenue and margin targets.

How does the company support sales activities?

The company supports sales activities by providing tools and processes like the Cummins Sales Process and Customer Relationship Management systems for accurate reporting, forecasting, and maintaining customer data.

What competencies are valued in this role?

Competencies include valuing differences, effective communication, customer focus, accountability, trust-building, articulating value propositions, pricing strategy, account planning, and adapting to the target audience.

What is the sales cycle process for this role?

The sales cycle includes generating leads, conducting negotiations, ensuring customer satisfaction, and executing the sales process from lead to sale.

Is there a relocation package offered for this position?

No, there is no relocation package offered for this position.

What type of job category is this position classified under?

This position is classified as an exempt - experienced role within the sales category, operating in a hybrid format.

Are there opportunities for mentoring and development in this role?

Yes, there are opportunities to mentor and develop Inside Sales staff to ensure sales support targets are met.

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Cummins Inc.

Automotive
Industry
10,001+
Employees
1919
Founded Year

Mission & Purpose

At Cummins, we empower everyone to grow their careers through meaningful work, building inclusive and equitable teams, coaching, development and opportunities to make a difference. Across our entire organization, you'll find engineers, developers, and technicians who are innovating, designing, testing, and building. You'll also find accountants, marketers, as well as manufacturing, quality and supply chain specialists who are working with technology that's just as innovative and advanced. From your first day at Cummins, we’re focused on understanding your talents, current skills and future goals – and creating a plan to get you there. Your journey begins with planning your development and connecting to diverse experiences designed to spur innovation. From our internships to our senior leadership roles, we attract, hire and reward the best and brightest from around the world and look to them for new ideas and fresh perspectives.