Cummins Inc. Account Specialist 销售专员 in Jinan, China

Account Specialist 销售专员


Key Responsibilities

Responsible for account team customer relationships, sales analysis, content, and communication through the sales and account support cycle to achieve revenue and profitability goals within assigned customers. Builds upon and maintains existing relationships by supporting the account team in selling the organization's products and services.

Roles aligned to this GPP may be eligible for a Sales Compensation program.

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

Supports profitable growth or new business opportunities jointly with the accounts and supports cost initiatives.

Achieves revenue goals associated with revenue and profit targets.

Extends and expands sale of products and services to new and existing customers.

Negotiates and implements contracts with accounts as authorized.

Maintains account plans and works with stakeholders in the business to achieve expected results.

Act as a champion for the voice of the customer within the business: Responsible for measuring customer loyalty using NPS methods and championing a NPS loyalty workshop.

Manage accounts receivable deliverables including payment terms negotiation discussions.

Maintains accurate reporting and forecasting through utilization of Cummins tools and processes (i.e. common sales cycle, Customer Relationship Management Systems)

Supports Customer Focus Six Sigma initiatives to strengthen relationship with customer.

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

Assures good communication and coordination between account management, field sales, upstream influencers, sales management, inside sales and sales analysts (if applicable) to attain the goals of the sales strategy and culture, management of customers, sales talent management and sales operations.



Communication Skills - Verbal communication and presentation skills utilizing telephone and web technologies. Possesses listening and written communication skills. May not have sufficient opportunities to demonstrate all skills. Moderate support is required to apply the skills effectively in typical work situations.

Channel Awareness - Ability to identify needs of global channel partners to support customers more effectively.

Product Knowledge - Knowledge of products/services and product/service lines. Able to represent the features and benefits to sell the products and services. Able to recognize customer needs and suggest product applications to solve problems and create benefits for the customer.

Sales Negotiation - Basic understanding of negotiating tactics and can recognize the balance of power within a negotiation.

Financial Understanding - Ability to understand and act on financial information. Basic understanding of financial statements, terms, and concepts. 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.

Account Planning - Able to identify support needs or service improvement needs of a customer. Can write goal statements that are specific, measurable, actionable, realistic and time based. Able to execute a strategy. Able to identify initiatives that will lead to achieving defined goals. Able to apply measures and track progress toward the goal. Familiar with Customer Market Profitability tools that can be utilized during account planning.

Manage Customer Relationships - Develops rapport, builds trust, and creates value in relationships with customers and channel partners. Identifies decision makers and those influential in the decision process and effectively communicates with them. In managing this relationship, displays core values (e.g. empathy, etc.) and is able to adequately interrogate matter to identify root concerns. Basic understanding of techniques and tools to enhance productivity (i.e. schedules, appointments, call plans, etc). Has a basic understanding of attitudes and behaviors to establish relationships and build trust. Understands the need to and responds with the appropriate time frame to customer needs.

Focus on Customer Needs - Familiar with key Cummins customers. Knowledge would include business strategies, organizational structures, geographic footprints, financial results, internal processes, and primary needs for effective segmentation. Anticipates and takes action to meet customer needs. Continually searches for ways to increase customer satisfaction. Knowledgeable of vital customer information required to make informed business decisions. Able to leverage customer contact to both attain customer specific information and educate the customer to provide a match between Customer needs and Cummins offerings to maximize sales opportunities. Consistently demonstrates ability to establish rapport, meet commitments, and develop effective working relationships with customers.

Education, Licenses, Certifications

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


Basic relevant work experience required.


Primary Location China-Shandong-Jinan-China, Jinan, DBU Branch

Job Type Experienced - Professional / Office

Recruitment Job Type Professional - Experienced

Job Posting Oct 9, 2017, 12:46:57 AM

Unposting Date Ongoing

Req ID: 170005RY