OEM Account Management Director

Cummins•Columbus, OH

20h•Onsite

About The Position

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

Requirements

College, university, or equivalent degree in Business, Sales, Marketing, or a related subject, or an acceptable combination of education and experience required.
Significant experience required including strategy, managerial, product, customer, and budgetary experience.
This role involves leading a team of account managers that manage key self service global on-highway OEMs for EBU.
These accounts collectively contribute to over one-third of EBU’s global parts business, thus being a key driver for its profitability
This individual leads accounts spanning all of our on-highway segments, and works 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 like OEM growth strategy, channel mix optimisation, 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.
Will require 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

Nice To Haves

This position may require licensing for compliance with export controls or sanctions regulations.

Responsibilities

Values differences - Recognizing the value that different perspectives and cultures bring to an organization.
Builds effective teams - Building strong-identity teams that apply their diverse skills and perspectives to achieve common 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.
Strategic mindset - Seeing ahead to future possibilities and translating them into breakthrough strategies.
Adapts to target audience - Explains complex topics in such a way that the target audience can understand, retain, and use the information
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