Sales Account Manager

Sales Account Manager

No, this isn’t one of those ordinary jobs.

Cummins is a team of dependable, innovative thinkers, who are empowered to generate and deliver solutions for customers, community and environment. Our employees develop their careers through the challenges only a diverse, global innovator can promise. This is a collaborative culture where thinking beyond your desk is more than part of the job. It is the job.

This is what we call Working Right.

Cummins, a global power leader, is a corporation of complementary businesses that design, manufacture, distribute & service engines, fuel systems, controls, air handling, filtration, emission solutions, power generation systems and all related technologies.

We are committed to building partnerships with our people, our customers, our environment and our communities. We are working right.

Our Vision is "making people's lives better by unleashing the power of Cummins" and it is carried out by our employees around the world who give of their time, talents and resources to improve the communities in which we live and work. More than 150 Community Involvement Teams worldwide work with the Company's Corporate Responsibility Corporate Responsibility organization and senior management to strengthen our communities with a focus on education, the environment and social justice.

Cummins, a Fortune 150 company, has been recognized by national and international organizations for our employees and Cummins’ unique working culture such as World’s Most Ethical Companies by the Ethisphere and awarded a perfect scored in the 2013 Corporate Equality Index by the Human Rights Campaign as part of its Best Places to Work initiative.

This is an exciting opportunity in Tokyo for an Account Manager. Cummins Emission Solutions (CES) in Japan is where Account Manager can lead for all sales activities and results for a specific line of business in a given territory or region. Develops sales plans and budgets for achieving sales goals. Assigned business customers to achieve sales goals, expanding existing customer relationships and executing account sales plans in support of business strategy.

Thinking Beyond Your Desk Includes

•    Lead the Cummins Emission Solutions Business in Japan, delivering financial performance and business growth through being the first choice of our customers and meeting the needs of the market.

•    Directs and manages the products, programs, and processes within the region to achieve strategic growth plans. Collaborates with Global Teams and other Business Units to understand customer needs and provide the required products and services.

•    Work across BU’s to ensure appropriate support to customer needs

•    Grow and improve relationship and service to the regional OEM’s by effectively managing the customer, resolving issues, serve as the bridge between the customer and the work/team going overseas, conducting commercial negotiations, resolving issues, and various aspects of account management.

•    Understand the country opportunities, markets and customers and develop and implement a growth strategy that will ensure market share growth in the region

•    Work cross regions with programs and accounts to ensure alignment of the voice and support to the customer

•    Drive growth in the country by actively building customer relationship, identifying and pursuing growth initiatives, and effectively working across regions on required support and commercial offering to customers

•    Responsible for opportunity management which includes identifying new growth opportunities and managing new business growth for a key market segment or in a specified region or channel.

•    Helps coordinate the work of multiple functions across the region and oversees the implementation of operating policies and procedures across the business including customer service, finance, quality control, and purchasing and materials management. Anticipates, recognizes, facilitates and coordinates the resolution of cross-functional challenges that may impact organizational success.

•    Responsible for managing the relationships and business strategies for key accounts, which includes selling the organization's products to assigned business customers to achieve business goals, expanding existing customer relationships and executing account sales plans in support of business strategy.

•    Investigate markets needs/trend and find out potential opportunities and introduce our technology/capability/experience/ into OEMs and conduct the quote based on RFQ, made a JDA or Supply Agreement with OEMs and communicate our plant/engineering internally to carry out new business developments.

•    Leads, manages and coordinates communication and interfaces with CES customers at all levels.

•    Develops account strategy and works with key stakeholders in the business to achieve optimum results.

•    Negotiates and implements contracts with accounts as authorized.

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Skills And Experience Required

•    Product Knowledge - Knowledge of products and product lines. Able to represent the features and benefits to sell the products.

•    Able to recognize customer needs and suggest product applications to solve problems and create benefits for the customer.

•    Able to teach others to formulate effective messages and represent the features and benefits of the product.

Focus On Customer Needs - Leading authority with respect to customer needs and interactions. Able to train specialists.

•    Knowledge of competitive alternatives. Able to directly influence the customers response to those alternatives.

Account Planning

•    Can evaluate account plans to determine their effectiveness. Able to develop and implement strategies to increase sales and strengthen customer relationship.

•    Able to demonstrate proper use of and teach others on Customer Market Profitability tools pertaining to account planning as well as customer loyalty NPS tools and process.

Sales Calls

•    Able to formulate sales strategies, plan and conduct calls, gather information, persuade others and negotiate terms of sale. Able to teach others to apply sales skills.

Manage Customer Relationships

•    Able to identify contact management requirements, set performance standards and develop strategies for optimizing sales force productivity.

•    Can coach others on the ability to establish rapport, meet commitments and develop strong working relationships with customers.

Sales Negotiations

•    Can coach others on the utilization of negotiating skills. Uses the Customer Market Profitability tools that support customer negotiations. Lead negotiator on major accounts.