Cross border Key Accounts Manager Powergen at Cummins Inc.

DESCRIPTION

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

• Accountable for identifying new business opportunities and implementing specific business development initiatives and tactics within a given product segment, market, region, or channel.
• Collaborates with Marketing and the Business Development Manager and/or Sales Manager to identify attractive market segments, lines of business, or product lines to pursue.
• Gathers and analyzes publicly available information and data from Marketing/Market Research to assist identification and prioritization of market and product segment opportunities.
• May attend industry and customer activities to build understanding of the market. Prospects and identifies specific local business opportunities and/or target accounts. May collaborate with Cummins Upstream Influencers to better identify specific prospective accounts and their potential needs.
• Conducts customer research on target accounts or customer segments. Learns their business terminology and identifies current concerns and emerging needs. Develops/Assist account plans for specific target accounts.
• Develops, manages and maintains business relationships with assigned potential accounts that allow identification of customers' perceived needs and priorities. Helps customers identify the differential advantage of Cummins solutions. For specific target accounts, determines their business model and buying process. Interfaces with the customer at appropriate levels and frequency.
• Contribute towards the overall sales strategy through good communication and coordination across the sales organization. Diagnoses computer software to isolate failed components to enable a successful repair; validates repair by duplicating complaint to ensure it has been resolved;
• Identifies the suite of available hardware and software tools required for a service event; utilizes the appropriate electronic tool set to maintain the product or diagnose and troubleshoot an issue; interprets electronic tool results or recommendations to determine next steps for service resolution.

RESPONSIBILITIES

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

• Grow Power Generation opportunities throughout the Cross border business where Cummins South Africa does not have a distributor footprint. Support existing dealers in growing Power Generation business and support these dealers to support the Power Generation aftermarket business and Keep Dealers accountable.
• Supports/implements initiatives to grow the business within the assigned market, segment or geography Supports the overall sales strategy through good communication and coordination across the sales organization
• Developing Account Strategy - Determines current status of account in terms of relationship, financial, product competitiveness, barriers, quality, and service and defining desired future state by balancing customer requirements and business capabilities in order to define achievable targets.
• 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 and Sales Pipeline Management -
• Pricing Strategy - Develops prices by aligning and building consensus with key stakeholders across functions to achieve business targets. Market Analysis - Research information using meaningful and valid sources and data to expand your knowledge of markets.

QUALIFICATIONS

Education, Licenses, Certifications

• College, university, or equivalent degree in marketing, sales, technical or a related subject required, or an acceptable combination of education and experience.
• This position may require licensing for compliance with export controls or sanctions regulations.