Key Account Manager - Ranchi, India - Cummins Inc.

Description

Description

Supports customer facing sales force through the rhythm of sales; Lead to close. Supports clearly defined procedures under supervision.

Assists in compiling budgetary quotes including technical data, customer presentations, lead time and others for customer facing sales force.

Contributes in preparation, scheduling and execution of customer visits and customer events where the procedure is well documented and repetitive.

Supports processing of orders, issuing of order acknowledgements, invoicing and shipping notices for simple jobs where the procedure is well documented.

Runs reports on order status, inventory status and other associated information where the procedure is well documented and repetitive.

Routes identified customer issues to associated teams and follows up for resolution (including shipment and after sale).

Periodically reports inventory/stock levels where the procedure is well documented and repetitive.

Available as a back-up support for all branch personnel in the sale of products to retail customers, where the task is well documented and repetitive.

Skills

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.

Collaborates - Building partnerships and working collaboratively with others to meet shared objectives.

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.

Education, Licenses, Certifications

High school diploma or certificate of completion of secondary education or equivalent experience to the extent such experience meets applicable regulations.

This position may require licensing for compliance with export controls or sanctions regulations.

Experience

Minimal or no work experience required.

Responsible for overall Sales and Sales related activities for assigned Key Account . Make assessment of the available potential and design AOP for the assigned account. Assess and assign improvement actions for driving sales. Drive the Sales Initiatives in Channel. Collate and present data on the initiatives. Provide insights for critical reviews. Identify the gaps and provide solution to the team on initiatives. Data analysis and presentations on Dealers secondary sales vis a vis primary. Data analysis of Secondary sales and provide inputs on improvement actions. Interact and coordinate with Dealer Account team in Zones. Support segments for critical reviews and presentations. Identify the gaps in the data/ capturing method and work with IT and Business Teams in fixing the Gap and provide framework for future data capture and system changes if any along with validations. Driving innovation and business process to improve the reach. Technology force multipliers – benchmarking and application development. Understanding business improvement opportunities and translating requirements to technology or knowledge solutions.

Job SALES

Primary Location India-Jharkhand-Ranchi-India, Ranchi, DBU

Job Type Experienced - Exempt / Office

Recruitment Job Type Office

Job Posting Mar 29, 2024, 5:13:48 AM

Unposting Date Ongoing

Organization Distribution Business

Role Category Hybrid - Potential for Partial Remote

Relocation Package Eligible

Req ID: 240001AH