Cummins South Pacific Jobs

Job Information

Cummins Inc. Key Account Manager - DBU & Adjacent Markets in Kilsyth, Australia

Key Account Manager - DBU & Adjacent Markets

Description

Our culture believes in POWERING YOUR POTENTIAL . We provide global opportunities to develop your career, make your community a better place and work with today’s most innovative thinkers to solve the world’s toughest problems.

We believe in flexibility for you to explore your passions while making an impact through meaningful work within our inclusive workforce. That’s what #LifeAtCummins is all about.

We are looking for a talented Key Account Manager to join our Filtration sales team. This highly visible role is responsible for the overall partnership management of one of our largest accounts nationally and future business development in adjacent markets.

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

  • Play a key role in managing the relationship and implementing the company’s growth strategy with key accounts and assume a pivotal role in the South Pacific sales team

  • Manages and coordinates communication and interfaces with the customer at appropriate levels

  • Develop business strategy to achieve short to long term sales and profit growth targets. Participate in developing and regularly reviewing the strategy to penetrate into appropriate market segments

  • Identify new business opportunities, including key alliances, strategic partners and joint ventures, in traditional and non-traditional Cummins Filtration market segments. Drive distribution channel in the development of new business.

  • Achieve revenue and share goals associated with revenue and profit targets

  • Provide timely and accurate reports and forecasts using Cummins tools, processes, and CRM systems

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

  • Track record in building strong relationships with existing & new customers, engaging effectively across different levels to influence outcomes and achieve results

  • An ability to devise, plan and implement sales and marketing initiatives, and to negotiate and market ideas internally and externally

  • Strong commercial acumen

  • Solid interpersonal skills with a solution focused approach to sales

  • Current unrestricted driver’s license

Compensation and Benefits

Competitive salary - commensurate with experience Superannuation. Participation in an annual variable compensation (bonus) program. Income Protection continuance insurance. Discounts with select private health insurance, PC software/hardware and a range of vehicles. Annual remuneration reviews. A range of personal and professional benefits.

At Cummins, we are an equal opportunity employer dedicated to diversity in the workplace. Our policy is to provide equal employment opportunities to all qualified persons without regard to race, gender, colour, disability, national origin, age, religion, union affiliation, sexual orientation, veteran status, citizenship, gender identity and/or expression, or other status protected by law.

We are proud to be recognized as a WORK180 Endorsed Employer for All Women. Click here (link to our work180 page: https://au.work180.co/employers/cummins-australia ) to check out our Benefits”

Qualifications

Skills

Instills trust - Gaining the confidence and trust of others through honesty, integrity, and authenticity.

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

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

Intuitive Listening And Adapting Solutions - Translates needs, expectations, or asks from customers, stakeholders, etc. into actionable solutions through active listening and intuition; chooses or produces solutions (e.g. process change, tool, product, service, etc.) to meet or exceed the customers’ or stakeholders’ needs or expectations or to provide value.

Articulating Value Proposition - Interprets internal and external customer needs based on relevant application; explains and demonstrates products, solutions, and services to distinguish strengths and weaknesses to meet customer's specific needs to differentiate against competition.

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.

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.

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.

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 aligned with the business strategy.

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.

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.

Experience

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

Achieve annual sales targets as established through the AOP Process, and be responsible for the development of new business in terms of expansion of products and services to nominated customers.

Identify new business opportunities, including key alliances, strategic partners and joint ventures, in traditional and non-traditional Cummins Filtration market segments. Drive distribution channel in the development of new business.

Assess and advise customers on a wide range of commercial proposals related to products and services.

Develop business strategy to achieve short to long term sales and profit growth targets. Participate in developing and regularly reviewing the strategy to penetrate into appropriate market segments.

Communicate proactively with Cummins Filtration Senior Management team to ensure alignment with strategic objectives.

Liaise closely with functional senior managers to ensure coordination in modelling and planning, including analysis of key drivers within functions.

Ensure communication with customers adds value, is effective and aims towards providing beneficial outcomes to both parties.

Job SALES

Primary Location Australia-Victoria-Melbourne-Australia, Kilsyth, Fleetguard BR 012

Job Type Experienced - Exempt / Office

Recruitment Job Type Exempt - Experienced

Job Posting May 8, 2022, 8:27:21 PM

Unposting Date Ongoing

Organization Cummins Filtration

Req ID: 2200032U

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