Cummins Inc. Fleet Account Manager 市场经理-车队客户 in Beijing, China

Fleet Account Manager 市场经理-车队客户


Key Responsibilities

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's products to assigned business customers to achieve sales goals, expanding 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.

Supports growth or new business opportunities and cost initiatives.

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

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

Negotiates and implements contracts with accounts as authorized.

Manages production and distribution issues associated with accounts.

Responsible for establishing and maintaining positive customer relations.

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

Supports 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.



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

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.

Account Planning - Basic understanding of the purpose for an account plan. Some knowledge of how to establish goals and define action items to achieve the goals. Has seen account plans that were developed by others.

Product Knowledge -Knowledge of products and product lines. Able to represent the features and benefits of the products in terms a customer will understand. Knowledge of how the product functions and the source of the product, whether manufactured, purchased as a finished assembly from a supplier outside of the company, or remanufactured. Knowledge of technology used in complementary and/or competing product lines and the inherent benefits/exposures.

Communication skills - written & verbal - Effectively expresses messages and ideas in a clear, organized and relevant manner for a variety of audiences. Conveys thoughts and ideas regarding a topic concisely and clearly. Ability to communicate without increasing either the employee's or employer liability. Ability to communicate effectively to different levels of the organization. Ability to use appropriate communication tools as needed (WebEx, SameTime, video conferencing, teleconferencing, Visio, MS Project, etc.).

Manage Customer Relationships - (User) - 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.

Manage Execution - Solid understanding of how to manage execution. Manages the performance of self and others through the use of structured tools. Delegates effectively and regularly with solid support and follow through. Uses defined processes to manage execution.

Managing Profitability - Understanding of the relative contributions of the multiple product lines in the business as well as the ability to develop and execute a product management plan that maximizes profitability of the business. If in a sales role, the person is capable of compiling and maintaining an account tracking document. This includes the capability to interrogate profitability results, product costs, et cetera and advise recommended actions.

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.

Education, Licenses, Certifications

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


Significant level of relevant work experience, including previous customer and/or product experience required. Purchasing/commercial contract negotiation preferred.

Fluent in Chinese


Primary Location China-Beijing-Beijing-China, Beijing, CUMMINS HQ

Job Type Experienced - Professional / Office

Recruitment Job Type Professional - Experienced

Job Posting Mar 12, 2018, 10:51:34 PM

Unposting Date Ongoing

Req ID: 180001LH