About this role
Job Summary
Responsible for managing customer relationships and account strategies for less complex accounts, including regional, single-business-unit, or internal accounts. The role may also support larger and more complex accounts in partnership with senior account management leaders.
The position is responsible for driving sales of Cummins products and services to assigned business customers, expanding existing customer relationships, identifying new business opportunities, and executing account plans aligned with business strategy and revenue objectives. The role acts as a key customer interface and advocate for the voice of the customer within Cummins.
Key Responsibilities
- Develop, manage, and maintain strong business relationships with assigned accounts in alignment with the organization's sales strategy.
- Develop and execute account strategies and sales plans to achieve revenue, growth, customer satisfaction, and business objectives.
- Identify and pursue new business opportunities and support initiatives that contribute to revenue growth and cost reduction.
- Expand sales of Cummins products and services within existing customer accounts by understanding customer requirements and identifying opportunities for growth.
- Lead and coordinate customer communication and interfaces at appropriate stakeholder levels.
- Negotiate and implement customer contracts within established authorization and business guidelines.
- Coordinate with internal stakeholders to address production, distribution, service, inventory, and delivery requirements associated with assigned accounts.
- Act as a champion for the voice of the customer and ensure customer needs and feedback are effectively represented within the business.
- Measure customer satisfaction, identify improvement areas, and develop action plans to strengthen the customer experience.
- Support and drive account strategy execution by collaborating with key stakeholders across functions and business units.
- Drive cross-business-unit account development initiatives in support of broader account strategies.
- Lead Customer Focus Six Sigma initiatives and other improvement activities aimed at strengthening customer relationships and business performance.
- Manage accounts receivable deliverables, including discussions and negotiations related to payment terms, as applicable.
- Maintain accurate sales forecasts and track performance, progress, and forecast accuracy against business targets.
- Monitor account performance, relationship strength, product competitiveness, quality, service, and other key factors to identify risks and opportunities.
- Balance customer requirements with business capabilities related to inventory, service, and delivery, in collaboration with internal stakeholders and customers.
- Use customer and market insights to support account planning, pipeline development, and long-term business growth.
Role-Specific Additional Competencies / Requirements
- Railways & Parts Business Experience
Prior experience in handling Railways Segment customers , preferably with good exposure to Parts sales through both Direct and Channel routes . Working knowledge of IREPS portal, Railway tenders, bidding processes, customer requirements and associated commercial processes will be an added advantage.
- Tender Data Analytics & Market Insights
Strong analytical skills to regularly monitor and analyse Railway tender data, identify trends, competition, business opportunities and gaps, and convert the analysis into actionable business insights for the team.
- Sales Initiative & Execution Management
Ability to drive Parts sales initiatives end-to-end , establish clear action plans and milestones, monitor progress through appropriate metrics, and ensure timely execution and closure to deliver the desired business outcomes.
- Institutional Team Level Activity - Presentation Deck & Initiative collation
Good presentation and communication skills, with the ability to consolidate business insights, progress and key issues into effective management presentations. Should also be capable of collating and reporting initiatives at the Institutional Team level after interacting with all the Segment Leaders / teams (as and when needed), ensuring visibility, accountability and timely follow-up.