Cummins Inc. Key Account Manager - Telematics in Columbus, Indiana

Key Account Manager - Telematics


Key Account Manager - Telematics

Cummins is a place big enough to coach and develop a global workforce and create the world’s leading clean, engine technology. We’re also small enough for you to find your fit and personal passion with a team of dependable, innovative thinkers who are developing their careers within a diverse, inclusive, empowering environment.

Learn more about this role and how you can begin Working Right .

Our Corporate Business Unit delivers reliable, durable, high performing products to our global partners. Working in an innovative space, you’ll develop high tech solutions that will fuel your advanced career skill set and empower you to own your career. Our integrated businesses demand the talents and creativity of individuals with a wide range of skills and experience.

This is an exciting opportunity in Columbus, IN for a Key Account Manager - Telematics. Cummins USA is where you can work on industry leading projects.

Your impact will happen in these and other ways:

  • Responsible for managing the relationship and business strategies for large, complex accounts (cross-regional, global, etc.).

  • Responsibilities include selling the organization's products to end customers, facilitate joint development of products and solutions with key customers support to achieve organizational sales goals, expand existing customer relationships and executing account sales plans in support of business strategy.

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

  • Develops growth or new business opportunities jointly with accounts and supports cost initiatives.

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

  • Leads, manages and coordinates communication and interfaces with the customer at all levels.

  • Negotiates and implements legal contracts with accounts as authorized.

  • Manages production and distribution issues associated with accounts.

  • Responsible for establishing and maintaining positive customer relations.

  • Coaches and mentors less experienced account managers and account specialists.

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

  • Develops 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.

  • Significant level of relevant work experience including previous customer and/or product experience required.

  • Responsible for managing the relationships and Data Enabled Services’ business strategies for large, complex OEM accounts & Telematics Service Providers.

  • Coordinate between internal cross functional CSO and BU teams to drive timely project deliveries, organize support key events and trade shows for all markets.

  • Drive inception and completion of Cummins Komatsu Telematics Projects under the umbrella of Team X.

  • Initiate and take the lead on getting the cross-functional teams together and create an action plan with defined roles, responsibilities and due dates.

  • Participate on monthly segment steering committee & other key MRG forums where progress to each of the above gets reviewed.

  • Champion the removal of barriers to accomplish the above (commercial and legal agreements).

  • Support key segment leaders in global service provider development.

  • Support service providers in execution of joint market development plans.

Skills and Experience Required:

8-10 years of significant, relevant and increasingly responsible work experience required.

Managing Profitability - The ability to develop product strategies across multiple product lines and/or multiple regions or develop account tracking documents in order to deliver business profitability. The person will use data pertaining to relevant market conditions, competitive conditions, and costs.

Account Team Leadership - Able to use the systems and processes designed to deliver goods to customers and support customer needs. Able to function successfully on a cross-functional team to support customer needs and deliver to customer expectations. Familiar with Customer Market Profitability tools that can be utilized during account management.

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.

Account Planning - Is able to develop strategies to grow business, formulate marketing plans, and identify support needs and measure progress. Understands what strategies need to be put in place to strengthen customer relationships. Uses the Customer Market Profitability tools (such as OEM Supply Agreement CORP 04-05-00-00) that support account planning as well as customer loyalty NPS tools and process.

Sales Calls - Able to formulate sales call plans, conduct calls according to plans, gather information and negotiate terms of sale. Able to coach others.

Channel Awareness - Ability to facilitate work with channel management organization and channel partners to more effectively meet the customer's needs.

Manage Customer Relationships - Manages customer interactions and relationships to maximize sales opportunities. Utilizes appointment and customer contact management software. Able to coach others to develop effective contact management habits. Consistently demonstrates ability to establish rapport, meet commitments, and develop effective working relationships with customers.

Financial Understanding - Ability to analyze data and perform basic calculations such as Gross Margin, NPV, discounting analysis, price elasticity, and breakeven. Able to formulate a business case to support an idea. Familiar with SOX regulations.

Education, Licenses, Certifications

  • College, University or equivalent degree in Supply Chain Management, Engineering, or related Business field required.

  • MBA desirable but not required.

Compensation and Benefits

Base salary rate commensurate with experience plus annual variable compensation plan. Additional benefits vary between locations and include options such as our 401(k) Retirement Savings Plan, Cash Balance Pension Plan, Medical/Dental/Life Insurance, Health Savings Account, Domestic Partners Coverage and a complement of personal and professional benefits.

Cummins and E-verify

At Cummins, we are an equal opportunity and affirmative action employer dedicated to diversity in the workplace. Our policy is to provide equal employment opportunities to all qualified persons without regard to race, gender, color, disability, national origin, age, religion, union affiliation, sexual orientation, veteran status, citizenship, gender identity and/or expression, or other status protected by law. Cummins validates right to work using E-Verify. Cummins will provide the Social Security Administration (SSA) and, if necessary, the Department of Homeland Security (DHS), with information from each new employee’s Form I-9 to confirm work authorization.

Ready to think beyond your desk? Apply for this opportunity to start your career with Cummins today.

Not ready to apply but want to learn more? Join our Talent Community to get the inside track on great jobs and confidentially connect to our recruiting team:



Primary Location United States-Indiana-Columbus-US, IN, Columbus, Corporate Office Building

Job Type Experienced - Professional / Office

Recruitment Job Type Professional - Experienced

Job Posting Apr 26, 2017, 4:34:38 PM

Unposting Date Ongoing

Req ID: 170001TO