• Cummins India

**DESCRIPTION**


Key Responsibilities:


+ **Customer Relationship Management** : Supports the account team in developing and maintaining positive customer relationships.

Assists in the organization of customer visits and negotiations.

+ **Customer Needs Identification** : Supports the account team in identifying customer needs and curating/organizing data to help customers evaluate Cummins benefits.

+ **Contract Support** : Provides information to support the negotiation and implementation of contracts with accounts.

+ **Communication Coordination** : Helps coordinate communication and interfaces with the customer at appropriate levels and across internal stakeholders.

+ **Revenue and Share Goals** : Supports the account team to meet revenue and share goals within assigned accounts.

+ **Voice of the Customer** : Acts as a champion for the voice of the customer within the business.

+ **Project Support** : Supports projects intended to improve customer relationships and customer value and to grow the business with assigned accounts.

+ **Sales Process Execution** : Executes the Cummins Sales Process and maintains accurate reporting and forecasting using Cummins tools and Customer Relationship Management systems.

+ **New Business Opportunities** : Supports revenue growth by identifying and contacting new business opportunities and participating in cost reduction initiatives.

+ **Account Receivable Management** : Manages account receivable deliverables, including discussing and negotiating payment terms.

+ **Sales Forecasting** : Maintains sales forecasts and tracks progress and accuracy against the forecast.

+ **Inventory and Delivery Coordination** : Works with internal stakeholders and customers to balance inventory, service, and delivery capabilities with customer expectations.


**RESPONSIBILITIES**


**Qualifications:**


+ **Education** : BE in Mechanical Engineering.

+ **Licensing** : 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** : Interprets internal and external customer needs based on relevant application;

explains and demonstrates products, solutions, and services to meet customer's specific needs.

+ **Channel Awareness** : Explains and contextualizes industry structure, dynamics, and path to market 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 and enabling tracking of progress against targets.

+ **Adapts to Target Audience** : Explains complex topics in a way that the target audience 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.

+ **Sales Forecasting** : Collects and assesses customer data from internal and external sources to 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.

+ **Sense Making** : Develops and/or supports an intimate understanding of the customer needs, behaviors, and/or their buying journey through diagnostic and probing questions and research.


**QUALIFICATIONS**


**Knowledge/Skills:**


+ Knowledge of Microsoft tools like MS PPT, MS Excel, and basics of Power BI is preferable.

+ Background in Project Management will be an added advantage.

+ Knowledge of the EV Market.


**Experience:**


+ 2~5 years of work experience required.

+ Customer-facing experience preferred.


**Job** Sales

**Organization** Cummins Inc.

**Role Category** Hybrid

**Job Type** Exempt - Experienced

**ReqID** 2410962

**Relocation Package** No