Cummins Inc. Fleet Account Manager - 车队服务经理 in Datong, China

Fleet Account Manager - 车队服务经理


  • Responsible for account team customer relationships, sales analysis, content, and communication through the sales and account support cycle to achieve revenue and profitability goals within assigned customers. Builds upon and maintains existing relationships by supporting the account team in selling the organization's products and services.

  • Supports profitable growth or new business opportunities jointly with the accounts and supports cost initiatives.

  • Achieves revenue goals associated with revenue and profit targets. Extends and expands sale of products and services to new and existing customers.

  • Negotiates and implements contracts with accounts as authorized.

Maintains account plans and works with stakeholders in the business to achieve expected results.

  • Act as a champion for the voice of the customer within the business: Responsible for measuring customer loyalty using NPS methods and championing a NPS loyalty workshop.

  • Manage accounts receivable deliverables including payment terms negotiation discussions. Maintains accurate reporting and forecasting through utilization of Cummins tools and processes (i.e. common sales cycle, Customer Relationship Management Systems)

  • Supports Customer Focus Six Sigma initiatives to strengthen relationship with customer.

Manages and coordinates communication and interfaces with the customer at appropriate levels.

  • New Fleet developing. Fleet relationship

  • Fleet new purchase support. OEM relationship. Fleet parts and maintenance sales

  • Fleet aftermarket solution

  • HSE & People developing



Channel Awareness - Ability to identify needs of global channel partners to support customers more effectively.

Product Knowledge - Knowledge of products and product lines. Able to represent the features and benefits of the products in terms a customer will understand. Knowledge of how the product functions and the source of the product, whether manufactured, purchased as a finished assembly from a supplier outside of the company, or remanufactured. Knowledge of technology used in complementary and/or competing product lines and the inherent benefits/exposures.

Account Planning - Able to identify support needs or service improvement needs of a customer. Can write goal statements that are specific, measurable, actionable, realistic and time based. Able to execute a strategy. Able to identify initiatives that will lead to achieving defined goals. Able to apply measures and track progress toward the goal. Familiar with Customer Market Profitability tools that can be utilized during account planning.

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.

Communication skills - written & verbal - Effectively expresses messages and ideas in a clear, organized and relevant manner for a variety of audiences. Conveys thoughts and ideas regarding a topic concisely and clearly. Ability to communicate without increasing either the employee's or employer liability. Ability to communicate effectively to different levels of the organization. Ability to use appropriate communication tools as needed (WebEx, SameTime, video conferencing, teleconferencing, Visio, MS Project, etc.).

Manage Customer Relationships - Develops rapport, builds trust, and creates value in relationships with customers and channel partners. Identifies decision makers and those influential in the decision process and effectively communicates with them. In managing this relationship, displays core values (e.g. empathy, etc.) and is able to adequately interrogate matter to identify root concerns.

Manage Execution - Solid understanding of how to manage execution. Manages the performance of self and others through the use of structured tools. Delegates effectively and regularly with solid support and follow through. Uses defined processes to manage execution.

Managing Profitability - Understanding of the relative contributions of the multiple product lines in the business as well as the ability to develop and execute a product management plan that maximizes profitability of the business. If in a sales role, the person is capable of compiling and maintaining an account tracking document. This includes the capability to interrogate profitability results, product costs, et cetera and advise recommended actions.

Education, Licenses, Certifications

College, university, or equivalent degree in marketing, sales or a related subject required or equivalent industry experience.


Basic relevant work experience required.

1、 Reginal market intelligence collection.

2、 Be responsible for DB area fleet/OEM Dealer growth targat.

3、Build relationship with OEM dealers/ fleets


Primary Location China-Shanxi-Datong-China, Datong, DBU Customer Service Platform

Job Type Experienced - Professional / Office

Recruitment Job Type Professional - Experienced

Job Posting May 1, 2018, 7:58:48 PM

Unposting Date Ongoing

Req ID: 1800025E