Job Information
Cummins Inc. Account Manager - off highway in Minato, Japan
Account Manager - off highway
Description
Prospects and develops new opportunities to grow the business. Independently develops/executes account plans to build customer relationships and achieve sales goals within the assigned sales territory, market segment or channel partners.
Develops opportunities to increase sales by identifying, researching and contacting prospective customers. Develops and executes account plans for top prospects and conducts agreed upon face to face sales calls.
Develops new customer relationships and strengthens current customer relationships that enable identification of a customer’s needs, business model and buying process.
Uses understanding of customer needs and priorities to identify and offer Cummins solutions.
Gains agreement on the differential advantage of Cummins solutions by helping the customer understand and evaluate existing data and information and the value proposition.
Brings current and emerging needs of the customer and market to their manager/director.
Conducts negotiations according to company guidelines, including payment terms. Assists with collection of accounts receivables when needed.
Drives sales, achieving sales targets and ensuring customer satisfaction. Maintains and strengthens customer relationships to generate future sales and repeat business. Responds to customer concerns in a timely fashion.
Consistently uses the Cummins Sales Process as well as Cummins tools, processes, and initiatives that support sales, customer satisfaction, and customer value, e.g., Customer Relationship Management and special projects.
Reports activity via the Customer Relationship Management tool per management direction. Produces sales forecasts as directed.
Provides leadership and mentoring to less experienced account executives.
国内の有名建機メーカーに対して、アフターセールスを担当していただきます。具体的には、担当の国内有名建機メーカーに納品したエンジンに関する関連部品や修理に関する問い合わせや注文に対応し、社内のエンジニアやサプライチェーンチーム、サービステクニシャンと連携し、クライアントのニーズに対応し、売り上げをあげていただきます。主にOJTを通し、製品や業界のことを習得していただくので、詳細なエンジンに関する知識がなくても大丈夫です。
また、お客様とのコミュニケーションは日本語のみですが、海外の拠点から英語の資料が送られてきたり、橋渡し的な役割も含まれます。英語力を伸ばしてグローバルに働きたい方は、業務を通し、英語力をつけながらキャリアアップを望める環境です 。
当面は、1社もしくは2社のクライアントを担当していただきますが、慣れてきたら新規開拓営業もやっていただきます。
・ 担当顧客（アカウント）のチームをリードし、売上と利益の目標を達成する
・ 営業ツール、プロセスや社内ITシステムを使用して報告および営業予測をする
・ 顧客関係や顧客価値を向上させ、担当顧客のビジネスを成長させることを目的としたプロジェクトをサポートする
Qualifications
Skills
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.
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.
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.
Pricing Strategy - Develops prices by aligning and building consensus with key stakeholders across functions to achieve business targets.
Channel Awareness - Explains and contextualizes industry structure, dynamics, and path to market in order to advance organizational goals.
Business insight - Applying knowledge of business and the marketplace to advance the organization’s 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.
Negotiations Excellence - Utilizes tools and methods in negotiations to achieve Cummins stakeholder objectives and achieve a mutually agreed upon all contract terms between all parties.
Education, Licenses, Certifications
Required: College, university, or equivalent degree in Marketing, Sales or a related subject, or acceptable sales related work experience, or an acceptable combination of education and experience.
This position may require licensing for compliance with export controls or sanctions regulations.
Experience
Intermediate level of relevant work experience required.
Fluent both Japanese and English
well make business commination with the customers and external/internal partners
IT skills for excel, pptx, email, etc.
nice to have: technical knowledges for engine and aftertreatment system
nice to have: financial knowledge
【必須】
・自動車メーカー、建設機械メーカー、重工業業界などにおける法人営業、もしくはアフターセールスの経験、或いはこれに準ずる経験
・英語に抵抗のない方（お客様は日本ですが、海外の拠点より英語の資料やメールが送られたり、会議に参加したりするため）
【尚可】
・新規開拓営業経験
・MS Office toolsの知識、活用
・ビジネスレベルの英語力
Job SALES
Primary Location Japan-Tokyo-To-Minato-Japan, Minato-ku, CJL Office
Job Type College / University
Recruitment Job Type Exempt - Entry Level
Job Posting Apr 26, 2024, 2:20:01 AM
Unposting Date Ongoing
Organization Distribution Business
Role Category Hybrid - Potential for Partial Remote
Relocation Package Ineligible
Req ID: 240002MO