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Cummins Inc. Strategic Account Manager in Wellingborough, United Kingdom

Strategic Account Manager


We are looking for a talented Strategic Account Manager to join our team in the UK (flexible on location).

In this role, you will make an impact in the following ways:

  • Effectively managing the relationship and business strategies for large, complex assigned accounts (cross-regional, global, etc.) to grow our share of the customer's wallet and achieve sales goals. Strengthens existing customer relationships and builds additional relationships within accounts.

  • Developing, managing, and expanding business relationships with assigned accounts, for example by understanding and using their industry terminology and understanding their business model and buying process.

  • Identifying current and emerging customer needs.

  • Developing and executing account strategies to grow share with existing accounts and supports new business opportunities.

  • Gaining agreement to the benefits of Cummins products and solutions by helping customers make sense of available data and information.

  • Growing Cummins’ share of the customer’s business.

  • Negotiating and implementing contracts with accounts as authorized, for example by managing customer questions and managing escalations for accounts receivable and/or payment terms.

  • Leads, manages and coordinates communication and interfaces with the customer at all levels. Assures good communication, coordination and alignment across sales roles, supports cross-business account development strategies, and works with key internal stakeholders to achieve results.

  • Achieves revenue and share goals associated with revenue and profit targets.

  • Develops and executes account sales plans in support of business strategy. Develops growth or new business opportunities jointly with accounts and supports initiatives to increase customer value.


To be successful in this role you will need experience in the following:

  • Significant level of relevant work experience required, including previous customer and/or product experience required.

  • Purchasing/commercial contract negotiation preferred.

  • European regional responsibility for designated Global Strategic Accounts

  • Working with and lead tendering process with regional sales teams for all proposal, technical submittals, local codes & regulations and contractual obligations

  • Utilising industry experience to influence future designs of critical projects in Europe for future Pipelines

  • Building strong relationships to partner with key departments within the business and the customers organization

  • Working closely with project execution team to prepare for future works, resource requirements and regional coverage

  • Working closely with the supporting engineering and procurement team on the design evolution of BOP to reduce risk and cost in future projects

  • Outlining strategy and processes between Cummins and the designated account to assure future business continuity between Cummins and The designated account.

  • A background in technical discipline due to level of engineering activities in projects business is preferred

Education, Licenses, Certifications:

  • College, university, or equivalent degree in Marketing, Sales, technical 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..

  • Job SALES

Primary Location United Kingdom-England-Northamptonshire-UK, Wellingborough, CUK Cummins Diesel OP10

Job Type Experienced - Exempt / Office

Recruitment Job Type Exempt - Experienced

Job Posting Jun 4, 2024, 8:50:08 AM

Unposting Date Ongoing

Organization Distribution Business

Role Category Hybrid - Potential for Partial Remote

Relocation Package Ineligible

Req ID: 240004A3