OEM Account Management Director at CUMMINGS INC

Columbus, Indiana, United States -

Full Time

Start Date

Immediate

Expiry Date

23 Jul, 26

Salary

230000.0

Posted On

24 Apr, 26

Experience

10 year(s) or above

Remote Job

Yes

Telecommute

Yes

Sponsor Visa

Skills

Account Management, Strategic Planning, Sales Forecasting, Pricing Strategy, Contract Negotiation, Value Proposition, Channel Mix Optimization, Sales Pipeline Management, Customer Experience, Leadership, Business Strategy, Aftermarket Transformation, Stakeholder Management, Data Analysis, Profitability Optimization

Industry

Motor Vehicle Manufacturing

Description

We are seeking an experienced OEM Account Management Director to lead a team of account managers that handle key self-service service global on-highway OEMs for EBU. These accounts contribute to over one-third of EBU’s global parts business, thus being a key driver for its profitability. This role is based in Columbus, IN and is an onsite with flexibility. The OEM Account Management Director will lead accounts spanning the on-highway segment, and work closely with the first fit account teams to ensure the best possible outcomes for our customers and Cummins. In addition to the day-to-day account operations, this role also leans heavily into several strategic management elements of parts business including OEM growth strategy, channel mix optimization, new contract negotiations etc. This role also involves leading any on-highway OEM oriented initiatives as part of Commercial workstream within the Aftermarket transformation being led by NRP. It is a multi-year effort aimed at significantly improving our customers’ experience while unlocking value for Cummins. In this role, you will make an impact in the following ways: * 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. * Maximizing Profitability - Develops strategies that demonstrate the use of all marketing and sales levers (e.g. pricing strategies, promotions, volume-based incentives, and value, feature, or benefit selling) to optimize profit. * Developing Pricing Strategy - Develops prices by aligning and building consensus with key stakeholders across functions to achieve business targets. * 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. * 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 to define achievable targets aligned with the business strategy. * Integrating Customer Perspective – Incorporate customers' POV 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 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. * Customer Experience- Active participation in the Quantum program, an ERP upgrade program, to advocate on behalf of our customers so they experience improvements in “ease of doing business” and transition seamlessly to the new system Cummins is an equal opportunity employer. Our policy is to provide equal employment opportunities to all qualified persons without regard to race, sex, color, disability, national origin, age, religion, union affiliation, sexual orientation, veteran status, citizenship, gender identity, or other status protected by law.

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Responsibilities

The OEM Account Management Director leads a team managing global on-highway OEM accounts to drive parts business profitability and growth. This role involves executing strategic management initiatives, including contract negotiations and participation in the Quantum ERP transformation program.