Cummins Inc. KEY ACCOUNT MANAGER - POWERGEN SOLUTIONS- SOUTH in Hyderabad, India
KEY ACCOUNT MANAGER - POWERGEN SOLUTIONS- SOUTH
Provide sales support for Cummins products and/or services throughout the sales cycle. May independently develop and capture opportunities for additional sales.
Direct Sales (where appropriate)
Handles inbound, unsolicited prospect calls and converts these opportunities into sales.
Develops opportunities to sell company products and services, which may include developing leads via telephone or other technologies and/or cold-calling prospects generated by external sources.
Drives additional sales through follow-up calls or emails to existing customers for repeat business, cross-selling and up-selling.
Conducts negotiations according to company guidelines.
Achieves revenue and margin targets. Ensures customer satisfaction through use of the Cummins Sales Process and execution of the sales cycle from lead to sale.
Creates and delivers qualified leads to sales representatives where appropriate.
Assists salesforce with quotation/RFP management and other sales cycle operations as needed.
Builds and/or maintains positive customer relationships that generate loyalty and/or future sales.
May assist the sales team with negotiations according to company guidelines. May assist with escalation of receivables from accounts/customers.
Responds to customer concerns about the company and its products and services according to company guidelines. Investigates and troubleshoots customer transaction issues.
Enters new customer data and updates changes to existing accounts in the corporate database.
Supports setting up new customer accounts per Cummins' guidelines. Supports a new account to set up Cummins as their supplier.
Maintains accurate sales entry, reporting and forecasting through utilization of Cummins tools and processes (e.g., Cummins Sales Process, Customer Relationship Management systems).
Seeks opportunities to utilize processes, procedures and initiatives designed to grow the business and increase customer value and loyalty.
Assures good communication and coordination across the Sales function and other departments in support of customer satisfaction, sales goals, and Cummins culture goals.
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.
Action oriented - Taking on new opportunities and tough challenges with a sense of urgency, high energy, and enthusiasm.
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.
Persuades - Using compelling arguments to gain the support and commitment of others.
Plans and aligns - Planning and prioritizing work to meet commitments aligned with organizational goals.
Education, Licenses, Certifications
Advanced certificates or college degree in the field of Sales or Marketing, or an acceptable combination of education and experience required.
This position may require licensing for compliance with export controls or sanctions regulations.
Limited prior experience required. Experience as a quote analyst or another sales support function desirable. Limited travel may be required. Experience with customer relationship management software desirable. Experience with other software-based sales and business tools desirable.
Educational Qualifications B.E / Diploma ( Mechanical/Automobile, Electrical)
Experience Level 5 to 6 years for BE or 8 to10 Years for Diploma
Job Summary Responsible for addition of Key Customers into CAMC Contract and generate business opportunities through key customers in the assigned area. Execute the contract through cross functional teams. Maintain contract SLAs with customers
Key Role Responsibilities - Plan and achieve annual sales target as per monthly and quarterly plans.
Identify potential new CAMC customer by interacting with all stakeholders (Dealer, service team, PSBU, etc.,) & through data mining and create strong CAMC Pipeline.
Plan and implement business initiatives to achieve sales and new customer addition targets.
Achieve New Customer addition targets as per AOP.
Create strong Out Of Scope work pipeline & order board by focusing on various initiatives for the year
Coordinate with all stake holders and cross functional team to delivery contract services as per SLA.
Timely & persistent payment follow up to ensure Receivables under control as per plan
Maintain 100% renewals of contracts
Required Skills & Competencies Hands on experience in MS office (Word, Excel, Power Point), familiar with Sales Force operation platform. Data Analysis, Presentation and assertive communication skills ( Spoken and Written). Ability to work with various stake holders to achieve results.
Eligibility to apply for this role Knowledge and Experience on after market service support.
Primary Location India-Andhra Pradesh-Hyderabad-India, Hyderabad, DBU Area Office
Job Type Experienced - Exempt / Office
Recruitment Job Type Exempt - Experienced
Job Posting Feb 22, 2024, 7:27:22 AM
Unposting Date Mar 23, 2024, 2:29:00 PM
Organization Distribution Business
Role Category Hybrid - Potential for Partial Remote
Relocation Package Eligible
Req ID: 240000RR