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18 Nov 2020

Full-Time Sr. Account Manager, Filtration – 200002ZA

Cummins Inc – Posted by Cummins Inc Nashville, Tennessee, United States

Job Description

We are looking for a talented Sr Account Manager to join our Filtration team.  This role could be located in Nashville, TN Columbus, IN or Indianapolis, IN.


In this role, you will make an impact in the following ways:


* Responsible for managing the relationship and business strategies for less complex accounts (regional, single business unit, internal, etc.). May have responsibility for larger, more complex accounts when paired with a more senior account manager. Responsibilities include selling the organization’s products to assigned business customers to achieve sales goals, expanding existing customer relationships and executing account sales plans in support of business strategy.

* Project team member (leading Customer Care function) for multiple projects.

* This position provides support for all field questions, AR, order/delivery support, and forecasting.

* Responsible for the majority of interactions on a daily basis with OEM’s.

* Responsible for supporting the Cummins Filtration field sales staff and OEM field sales staff on opportunities to grow the business.

*  Assists in maintaining global relationships between the OEM’s and Cummins Filtration China and Cummins Filtration Brazil.

* Assists with preparing information for our leadership team to negotiate agreements and preparation for joint leadership meetings.

* Develops, manages, and maintains business relationships with assigned accounts supporting the organization’s sales strategy.

* Supports growth or new business opportunities and cost initiatives.

* Extends and expands sale of products and services to existing clients.

* Leads, manages and coordinates communication and interfaces with the customer at appropriate levels.

* Negotiates and implements contracts with accounts as authorized.

* Manages production and distribution issues associated with accounts.

* Responsible for establishing and maintaining positive customer relations.

* Acts as a champion for the voice of the customer within the business.

* Supports account strategy and works with key stakeholders in the business to achieve optimum results.

* Responsible for measuring customer satisfaction and creating action plans to improve satisfaction based on data.

* Manages accounts receivable deliverables including payment terms negotiation discussions.

* Drives Customer Focus Six Sigma initiatives to strengthen relationship with customer.

* Drives cross business unit account development in support of account strategy.



To be successful in this role you will need the following:


Manages complexity – Making sense of complex, high quantity, and sometimes contradictory information to effectively solve problems.


Customer focus – Building strong customer relationships and delivering customer-centric solutions.


Ensures accountability – Holding self and others accountable to meet commitments.


Action oriented – Taking on new opportunities and tough challenges with a sense of urgency, high energy, and enthusiasm.


Resourcefulness – Securing and deploying resources effectively and efficiently.


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


Manages conflict – Handling conflict situations effectively, with a minimum of noise.


Communicates effectively – Developing and delivering multi-mode communications that convey a clear understanding of the unique needs of different audiences.


Data Analytics – Interprets information relying on knowledge of business or functional frameworks, and leverages analytical problem-solving tools to draw conclusions and communicate meaningful patterns that drive business insights; assesses quality of data as an initial step of the analysis.


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.


Channel Awareness – Explains and contextualizes industry structure, dynamics, and path to market in order to advance organizational goals.


Market Forecasting – Analyzes and interprets market data from a variety of internal and external sources and modeling to formulate unbiased market projections specific to business segment.




Education, Licenses, Certifications


College, university, or equivalent degree in marketing, sales, technical or a related subject or equivalent industry experience required.

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






Significant level of relevant work experience, including previous customer and/or product experience required. Purchasing/commercial contract negotiation preferred.


How to Apply

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Job Categories: Equal Opportunities. Job Types: Full-Time.

Job expires in 24 days.

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