Cummins Inc. Asia Pac Strategic Account Leader in Singapore, Singapore

Asia Pac Strategic Account Leader


Responsible for managing the relationship and business strategies for large, complex accounts (cross-regional, global, etc). 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.

Develops growth or new business opportunities jointly with accounts and supports cost initiatives.

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

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

Coaches and mentors less experienced account managers and account specialists.

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

Develops 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.



Managing Profitability - The ability to develop product strategies across multiple product lines and/or multiple regions or develop account tracking documents in order to deliver business profitability. The person will use data pertaining to relevant market conditions, competitive conditions, and costs.

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.

Product Knowledge - Knowledge of products and product lines. Able to represent the features and benefits to sell the products. Able to recognize customer needs and suggest product applications to solve problems and create benefits for the customer. Able to teach others to formulate effective messages and represent the features and benefits of the product.

Account Planning - Is able to develop strategies to grow business, formulate marketing plans, identify support needs and measure progress. Understands what strategies need to be put in place to strengthen customer relationships. Uses the Customer Market Profitability tools (such as OEM Supply Agreement CORP 04-05-00-00) that support account planning as well as customer loyalty NPS tools and process.

Sales Calls - Able to formulate sales call plans, conduct calls according to plans, gather information and negotiate terms of sale. Able to coach others.

Channel Awareness - Ability to facilitate work with channel management organization and channel partners to more effectively meet the customer's needs.

Manage Customer Relationships - Manages customer interactions and relationships to maximize sales opportunities. Utilizes appointment and customer contact management software. Able to coach others to develop effective contact management habits. Consistently demonstrates ability to establish rapport, meet commitments, and develop effective working relationships with customers.

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.

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.

1) Leads, coaches and mentors less experienced account managers develops account management staff

2) Conducts highly complex contracts negotiation with Cummins Power Generation largest Global Account

3) Builds excellent relationship with customer business executives and internal leadership

4) Develops and manages budget, financial controls, and risk ensuring operations are executed efficiently and within established budget

5) Managing and communicating with multiple level of customers and management


1) Account Team Leadership – In depth knowledge of systems and processes designed to deliver goods to customers and support customer needs. Able to direct others to use systems, processes and support organization to support customer needs and deliver to customer expectations.


Primary Location Singapore-South West-Jurong-Singapore, Singapore, Power Generation at TT Park

Job Type Experienced - Professional / Office

Recruitment Job Type Professional - Experienced

Job Posting Feb 27, 2018, 1:08:50 AM

Unposting Date Ongoing

Req ID: 1800019J