DESCRIPTION

Effectively manages the relationship and business strategies for large, complex assigned accounts (cross-regional, global, etc.) to grow our share of the customer's wallet and achieve sales goals. Strengthens existing customer relationships and builds additional relationships within accounts.

Key Responsibilities:

• Develops, manages, and expands business relationships with assigned accounts, for example by understanding and using their industry terminology and understanding their business model and buying process. Identifies current and emerging customer needs.

• Develops and executes account strategies to grow share with existing accounts and supports new business opportunities. Gains agreement to the benefits of Cummins products and solutions by helping customers make sense of available data and information.

• Grows Cummins’ share of the customer’s business. Negotiates and implements contracts with accounts as authorized, for example by managing customer questions and managing escalations for accounts receivable and/or payment terms.

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

• Assures good communication, coordination and alignment across sales roles, supports cross-business account development strategies, and works with key internal stakeholders to achieve results.

• Achieves revenue and share goals associated with revenue and profit targets. Champions the voice of the customer within the business.

• Measures customer satisfaction and loyalty. Creates and/or implements projects intended to improve customer relationships, customer value, and grow the business with assigned accounts. Models (and manages, for direct reports) use of the Cummins Sales Process.

• Provides timely and accurate reports and forecasts on the assigned schedule, using Cummins tools and processes and Customer Relationship Management systems.

• Develops and executes account sales plans in support of business strategy. Develops growth or new business opportunities jointly with accounts and supports initiatives to increase customer value.

• Mentors, motivates, and develops less experienced sales and/or account team staff.

• If he/she has direct reports, conducts the following activities or ensures they are conducted by another manager: sets goals for their training and development, performance, and career planning and provides ongoing, consistent coaching and development.

• Delegates work assignments considering employee skills and development needs. Identifies department issues, problems, and opportunities to support continuous improvement initiatives.

• As applicable, works with team, internal stakeholders, and customers to manage organization's inventory, service, and delivery capabilities with customer expectations

RESPONSIBILITIES

Competencies:

• Values differences - Recognizing the value that different perspectives and cultures bring to an organization.

• Builds effective teams - Building strong-identity teams that apply their diverse skills and perspectives to achieve common goals.

• Communicates effectively - Developing and delivering multi-mode communications that convey a clear understanding of the unique needs of different audiences.

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

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

• 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.

• Channel Awareness - Explains and contextualizes industry structure, dynamics, and path to market in order to advance organizational goals.

• Pricing Strategy - Develops prices by aligning and building consensus with key stakeholders across functions to achieve business targets.

• 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.

• Adapts to target audience - Explains complex topics (significant technical data, subject matter expertise, etc.) in such a way that the target audience (e.g. sales professionals, customers, training vendors, etc.) can understand, retain, and use the information

• 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.

• Integrates Customer Perspective - 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 - 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.

• 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.

• Sense Making - Through a series of diagnostic and probing questions and research, develops and/or supports an intimate understanding of the customer needs, behaviors, and/or their buying journey. Synthesizes complex information from internal and external resources to deliver tailored solutions for the internal or external customer.

Education, Licenses, Certifications:

• College, university, or equivalent degree in Marketing, Sales, technical or a related subject or an acceptable combination of education and experience required.

• This position may require licensing for compliance with export controls or sanctions regulations.

Experience:

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

• Purchasing/commercial contract negotiation preferred.

QUALIFICATIONS

Manage CES customers/accounts for commercial side as the direct interface, including quotation, price negotiation, delivery control and any other customer expectations. Communication with colleagues in other countries are also important for this role. Build the account strategy, business forecasting, being bridge between Cummins and customers are also important tasks.

Experience to work with multi-culture team preferred. English Purchasing/Commercial Contract negotiation experience is a plus.

Japanese language proficiency is strictly needed for this role as the direct interface of our customers.

ジョブサマリー

• 当該ポジションは、エンジン部品ビジネスユニットに属し、カミンズ社の事業成長にとって戦略的に重要な役割を担います。担当するのは、グローバル展開を進める日本の大手トラックメーカー、建設機械メーカー、エンジンメーカーであり、主な取扱製品はディーゼルエンジンの排気システム（Aftertreatment System）です。

• 本ポジションでは、Internal（カミンズエンジン向け）およびExternalの顧客の両方を担当します。カミンズ社の代表として、顧客の真の声を社内に届けるとともに、カミンズの価値を顧客へ伝える重要な役割を果たしていただきます。

• また、日々の業務に加え、関係構築をリードしながら中・長期的なビジネス戦略の策定と実行を担っていただきます。業務遂行において課題が生じた際には、上司やチームメンバーと気軽に相談できる環境が整っており、社内の適切なサポートを得ることが可能です。インクルーシブな職場環境のもとで、安心して業務に取り組めます。

業務内容:

• 営業担当として、担当顧客とのビジネスおよび関係の維持・管理を行う。担当顧客はグローバル企業であり、国内市場にとどまらず、海外市場の展開もビジネス推進の一部として求められる。

• 新規開発プロジェクト（2～4年スパン）の立ち上げに際し、海外の開発チームと連携し、顧客と社内のブリッジ役を担う。また、開発チームのマーケティングコアメンバーとして、契約およびコマーシャル業務を担って頂きます。

• 顧客からの各種問い合わせ対応窓口として機能する（部品、サービス、品質関連の問い合わせは専任の担当者が対応）。必要に応じて、上司、社内（国内外）の各担当者と連携し、関連部署のシニアリーダーもInvolveして課題解決を図る。

• 市場動向や競合情報の収集を行い、社内へフィードバックを提供する。

• 必要に応じて、新規顧客・ビジネス開拓も担って頂きます。

必要なコンピテンシー：

• 効果的なコミュニケーション - さまざまなステークホルダーの固有のニーズを明確に理解するマルチモードのコミュニケーションを開発し、提供する。

• 多様性の尊重：異なる視点や文化が組織にもたらす価値を認識する。

• 顧客重視：顧客との強い関係を構築し、顧客中心のソリューションを提供する。

• 説明責任（Accountability）：自己および他者に対し、その責任についてコミットメントを果たす

• 信頼の浸透-正直さ、誠実さ、信頼性を通して他者の信頼と信用を獲得する　等

• 特にVoice Of Customerの代表として、お客様の意向、意見を正しく理解し、社内に展開できること、またVoice Of Companyの代表として、会社に意向を丁寧に正しく伝えるため、フェアでバランスの良い思考が必要。

学歴、職歴、語学、資格

• 10年以上の営業またはアカウントマネジメント経験、もしくはそれらのサポート業務経験を持つ方が望ましい。。

• 建設機械、機械装置、自動車業界での経験があるのがより好ましい。

• 国内顧客とのやりとりは日本語ゆえ、ネイティブレベルの日本語（少なくともビジネスレベル以上）は必須。

• 日常的に海外同僚やカウンターパートとのコミュニケーションが発生するため、メールでのやりとり、電話会議での議論、必要に応じて海外各ファンクションリーダーへのEscalationを出来るビジネスレベル英語力は必須。　

• 場合によっては、（社内・社外とも）Hard Negotiationが必要なので、経験があるのがより好ましい。

その他

• 国内出張頻度：平均的には月4-5回程度。 プロジェクト多忙の際には週に複数回の出張ケースもあり。出張先によっては宿泊出張あり。　顧客との会議はリモートでの実施が主体にはなっていますが、面直での会議も頻繁に発生します。

以上

Job Sales

Organization Cummins Inc.

Role Category Hybrid

Job Type Exempt - Experienced

ReqID 2411231

Relocation Package No