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DESCRIPTION
We are looking for a talented Account Management Specialist – Senior to join our team specializing in Sales for Cummins Inc. in Bakersfield, CA.
In this role, you will make an impact in the following ways:
Strengthening Relationships : By developing and maintaining strong business relationships with assigned accounts, you’ll support the organization’s sales strategy and foster long-term partnerships.
Driving Revenue Growth : Identifying and contacting new business opportunities, along with participating in cost reduction initiatives, will directly contribute to revenue growth.
Effective Communication : Leading and managing communication with customers at appropriate levels ensures smooth interactions and addresses any concerns promptly.
Successful Negotiations : Implementing and negotiating contracts with accounts will secure favorable terms and strengthen business agreements.
Resolving Issues : Managing production and distribution issues will ensure timely delivery and maintain customer satisfaction.
Enhancing Customer Satisfaction : Measuring customer satisfaction and creating action plans based on data will help improve overall customer experience.
Managing Receivables : Handling accounts receivable deliverables, including negotiating payment terms, will ensure timely payments and financial stability.
Implementing Six Sigma Initiatives : Driving Customer Focus Six Sigma initiatives will enhance process efficiency and strengthen relationships with customers.
RESPONSIBILITIES
To be successful in this role you will need the following:
Strong Communication Skills : Effectively articulate the value proposition by interpreting customer needs and demonstrating how your products, solutions, and services meet those needs better than the competition.
Adaptability : Tailor your communication to different audiences, ensuring complex topics are explained in a way that is easily understood and retained by sales professionals, customers, and training vendors.
Strategic Thinking : Develop comprehensive account strategies by assessing the current status of accounts and defining achievable targets that align with both customer requirements and business capabilities.
Analytical Skills : Utilize sales forecasting techniques by collecting and assessing customer data from various sources, comparing it against historical data to predict future consumption patterns.
Proactive Planning : Manage the sales pipeline effectively by planning and executing account-level sales strategies, evaluating pipeline health, and adjusting strategies as needed to achieve sales objectives.
Customer Insight : Develop a deep understanding of customer needs and behaviors through diagnostic questions and research, synthesizing complex information to deliver tailored solutions.
QUALIFICATIONS
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.
Additional Responsibilities:
Location: Position may be performed in the Bakersfield, California area and surrounding regions.
Account Management: Oversee a strategic portfolio of industrial accounts, including those in oil and gas, mining, agriculture, and construction. These accounts are primarily focused on end-user aftermarket services.
Core Responsibilities:
Sales & Service Activities: Lead sales initiatives, provide exceptional customer service, and ensure high levels of customer satisfaction across accounts.
Customer Relationship Management: Build and nurture long-term relationships with existing customers while identifying opportunities for cross-selling or introducing new products and services.
Business Development: Actively seek out and capitalize on new business opportunities to broaden the company’s product offerings and customer base.
Health & Safety Compliance: Ensure all activities align with company health and safety regulations, prioritizing the well-being of team members and customers.
Market Strategy Implementation: Design and implement effective market strategies to achieve sales targets, ensuring alignment with organizational goals.
Profitability Management: Maximize account profitability by meeting revenue objectives and effectively managing costs and expenses.
Client Solutions Development: Collaborate with clients to understand their unique needs and offer tailored solutions that drive satisfaction and business growth.
Reporting & Budgeting: Prepare regular sales reports, manage budgets, and track performance metrics to assess progress and inform future business strategies.
Preferred Qualifications & Experience:
Proven experience negotiating commercial contracts.
Familiarity with software tools such as Salesforce, BMS, Teams, and other sales and business management platforms.
Strong technical aptitude, with a willingness to learn about industrial equipment and its applications.
Proficient in data analysis, particularly using Excel for reporting and decision-making.
Experience in the mining, oil & gas, or agriculture industries is a significant plus.
Job Sales
Organization Cummins Inc.
Role Category Hybrid
Job Type Exempt - Experienced
Min Salary $88800
Max Salary $133200
ReqID 2411017
Relocation Package No
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 the right to work using E-Verify and 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. Visit http://EEOC.gov to know your rights on workplace discrimination.