Responsible for managing the relationship and business strategies for less complex accounts (regional, single business unit, internal, etc.). May have responsibility for larger, more complex accounts when paired with a more senior account manager. Responsibilities include selling the organization\u2019s products to assigned business customers to achieve sales goals, expanding existing customer relationships and executing account sales plans in support of business strategy.<\/p>\n
Develops, manages, and maintains business relationships with assigned accounts supporting the organization\u2019s sales strategy.<\/p>\n
Supports growth or new business opportunities and cost initiatives.<\/p>\n
Extends and expands sale of products and services to existing clients.<\/p>\n
Leads, manages and coordinates communication and interfaces with the customer at appropriate levels.<\/p>\n
Negotiates and implements contracts with accounts as authorized.<\/p>\n
Manages production and distribution issues associated with accounts.<\/p>\n
Responsible for establishing and maintaining positive customer relations.<\/p>\n
Acts as a champion for the voice of the customer within the business.<\/p>\n
Supports account strategy and works with key stakeholders in the business to achieve optimum results.<\/p>\n
Responsible for measuring customer satisfaction and creating action plans to improve satisfaction based on data.<\/p>\n
Manages accounts receivable deliverables including payment terms negotiation discussions.<\/p>\n
Drives Customer Focus Six Sigma initiatives to strengthen relationship with customer.<\/p>\n
Drives cross business unit account development in support of account strategy.<\/p>\n
Job Description<\/strong><\/p>\n Job Title: Account Management Specialist\u00a0<\/strong><\/p>\n Qualifications<\/strong><\/p>\n Skills<\/strong><\/p>\n Sense Making \u2013 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.<\/p>\n Account Planning \u2013 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.<\/p>\n Adapts to target audience \u2013 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<\/p>\n Developing Account Strategy \u2013 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.<\/p>\n Integrates Customer Perspective \u2013 Incorporates an understanding of the customers\u2019 perspective on our products and sales efforts to develop sales content that improves our ability to meet their needs and increase revenue.<\/p>\n Sales Forecasting \u2013 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.<\/p>\n Sales Pipeline Management \u2013 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.<\/p>\n Articulating Value Proposition \u2013 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\u2019s specific needs to differentiate against competition.<\/p>\n Pricing Strategy \u2013 Develops prices by aligning and building consensus with key stakeholders across functions to achieve business targets.<\/p>\n Channel Awareness \u2013 Explains and contextualizes industry structure, dynamics, and path to market in order to advance organizational goals.<\/p>\n Communicates effectively \u2013 Developing and delivering multi-mode communications that convey a clear understanding of the unique needs of different audiences.<\/p>\n Customer focus \u2013 Building strong customer relationships and delivering customer-centric solutions.<\/p>\n Ensures accountability \u2013 Holding self and others accountable to meet commitments.<\/p>\n Instills trust \u2013 Gaining the confidence and trust of others through honesty, integrity, and authenticity.<\/p>\n Education, Licenses, Certifications<\/strong><\/p>\n College, university, or equivalent degree in marketing, sales, technical or a related subject or equivalent industry experience required.<\/p>\n This position may require licensing for compliance with export controls or sanctions regulations.<\/p>\n Experience<\/strong><\/p>\n Significant level of relevant work experience, including previous customer and\/or product experience required. Purchasing\/commercial contract negotiation preferred.<\/p>\n Job<\/strong>\u00a0SALES<\/p>\n Primary Location<\/strong>\u00a0Ghana-Greater Accra-Accra-Ghana, Accra, Cummins Distributor<\/p>\n Job Type<\/strong>\u00a0Experienced \u2013 Exempt \/ Office<\/p>\n Recruitment Job Type<\/strong>\u00a0Exempt \u2013 Experienced<\/p>\n","protected":false},"excerpt":{"rendered":" Responsible for managing the relationship and business strategies for less complex accounts (regional, single business unit, internal, etc.). 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