Description Manages an account team and key customer relationships through the sales and account support cycle and executes sales and business development plans to achieve revenue and profitability goals within assigned customers.Develops new and expands existing customer relationships within the Customer.Manages the relationship building of the account team. Accountable for the execution of the sales strategy in support of key customers.Develops long-term, strategic business relationships with key accounts supporting Cummins' sales strategy. Develops profitable growth or new business opportunities jointly with the key accounts and supports cost initiatives.Achieves revenue goals associated with revenue and profit targets.Maintains excellent relationships with customer business executives and internal leadership.Conducts highly complex contract negotiations.Fosters/supports/executes the development of new methods, processes, and procedures; resolves complex issues.Mentors, motivates, and develops less experienced sales and account team staff. Develops and maintains account strategy in an account plan and works with stakeholders in the business to achieve optimum results. Acts as a champion for the voice of the customer within the business: Responsible for measuring customer loyalty using NPS methods and championing CFSS or ‘just do it’ projects which are the outcome of a NPS loyalty workshop.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).Fosters/supports/executes Customer Focus Six Sigma initiatives to strengthen relationship with customer.Responsible for cross business unit account development in support of account strategy.Manages communication with all levels of customers and Cummins management.May have direct reports but direct reports may not be Distribution Account or Field Sales employees.Assures good communication and coordination between account management, field sales, upstream influencers, sales management, inside sales and sales analysts (if applicable) to attain the goals of the sales strategy and culture, management of customers, sales talent management and sales operations.