Job Description
Supports the account team and account strategies to build customer relationships and grow our share of the customer's wallet with an assigned set of customers or a geographic region.
Supports the account team in developing and maintaining positive customer relationships. Assists in organization of customer visits and negotiations.
Supports the account team in identifying customer needs.
As requested, helps curate/organize data and information that will help a specific customer to evaluate Cummins benefits.
Provides information to the account team to support the negotiation and implementation of contracts with accounts.
Helps coordinate communication and interfaces with the customer at appropriate levels. Coordinates internal communication across sales roles and segments and/or with internal stakeholders.
Supports the account team to meet revenue and share goals within assigned accounts.
Act as a champion for the voice of the customer within the business. Supports projects intended to improve customer relationships and customer value and to grow the business with assigned accounts.
Executes the Cummins Sales Process. Supports/Maintains accurate reporting and forecasting, using Cummins tools and processes and Customer Relationship Management systems.
Skills
Sense Making - Through a series of diagnostic and probing questions and research, develops and/or supports an ******** 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
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.
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.
Instills trust - Gaining the confidence and trust of others through honesty, integrity, and authenticity.
Education, Licenses, Certifications
College, university, or equivalent degree in marketing, sales 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
Basic relevant work experience required. Customer-facing experience preferred.
• Develop, manage, and maintain business relationships with assigned accounts supporting the organization's sales strategy.
• Support profitable growth or new business opportunities jointly with the key accounts and supports cost initiatives.
• Achieves revenue goals associated with revenue and profit targets.
• Extend and expand sale of products and services to new and existing customers.
• Negotiates and implement contracts with accounts as authorized.
• Maintains account plans and works with stakeholders in the business to achieve expected results.
• Manages accounts receivable deliverables including payment term negotiation discussions.
• Maintains accurate reporting and forecasting through utilization of Cummins tools and processes (i.e. common sales cycle, Customer Relationship Management Systems).
• Active in cross business unit account development in support of account strategy.
• Leads, manages and coordinates communication and interfaces with the customer at appropriate levels.
• Assures good communication and coordination between account management, field sales, upstream influencers, management of customers.
Job SALES
Primary Location India-Maharashtra-Pune-India, Pune, IOC Tower A
Job Type Experienced - Exempt / Office
Recruitment Job Type Exempt - Experienced
Job Posting Mar 31, 2026, 8:14:1+ AM
Unposting Date Apr 30, 2026, 8:2+:00 PM
Organization Distribution Business
Req ID: 230002CQ
Supports the account team in developing and maintaining positive customer relationships. Assists in organization of customer visits and negotiations.
Supports the account team in identifying customer needs.
As requested, helps curate/organize data and information that will help a specific customer to evaluate Cummins benefits.
Provides information to the account team to support the negotiation and implementation of contracts with accounts.
Helps coordinate communication and interfaces with the customer at appropriate levels. Coordinates internal communication across sales roles and segments and/or with internal stakeholders.
Supports the account team to meet revenue and share goals within assigned accounts.
Act as a champion for the voice of the customer within the business. Supports projects intended to improve customer relationships and customer value and to grow the business with assigned accounts.
Executes the Cummins Sales Process. Supports/Maintains accurate reporting and forecasting, using Cummins tools and processes and Customer Relationship Management systems.
Skills
Sense Making - Through a series of diagnostic and probing questions and research, develops and/or supports an ******** 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
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.
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.
Instills trust - Gaining the confidence and trust of others through honesty, integrity, and authenticity.
Education, Licenses, Certifications
College, university, or equivalent degree in marketing, sales 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
Basic relevant work experience required. Customer-facing experience preferred.
• Develop, manage, and maintain business relationships with assigned accounts supporting the organization's sales strategy.
• Support profitable growth or new business opportunities jointly with the key accounts and supports cost initiatives.
• Achieves revenue goals associated with revenue and profit targets.
• Extend and expand sale of products and services to new and existing customers.
• Negotiates and implement contracts with accounts as authorized.
• Maintains account plans and works with stakeholders in the business to achieve expected results.
• Manages accounts receivable deliverables including payment term negotiation discussions.
• Maintains accurate reporting and forecasting through utilization of Cummins tools and processes (i.e. common sales cycle, Customer Relationship Management Systems).
• Active in cross business unit account development in support of account strategy.
• Leads, manages and coordinates communication and interfaces with the customer at appropriate levels.
• Assures good communication and coordination between account management, field sales, upstream influencers, management of customers.
Job SALES
Primary Location India-Maharashtra-Pune-India, Pune, IOC Tower A
Job Type Experienced - Exempt / Office
Recruitment Job Type Exempt - Experienced
Job Posting Mar 31, 2026, 8:14:1+ AM
Unposting Date Apr 30, 2026, 8:2+:00 PM
Organization Distribution Business
Req ID: 230002CQ
💡 Quick Summary
Seeking a career-building opportunity? The Senior Manager|Key Accounts position is now open for candidates interested in the Counter Sales Jobs sector. This role in Pune offers a professional environment and growth potential.
Requirement Snapshot: Candidates should possess basic communication skills, a proactive attitude, and the ability to work in a team. Experience in Counter Sales Jobs is a plus.
