Cummins Inc. 2019 Campus Hire -Key Account Specialist 大客户专员 in Beijing, China

2019 Campus Hire -Key Account Specialist 大客户专员


Influences preference for the Cummins products, services and solutions by influencing stakeholders and gatekeepers through providing excellent commercial, technical, product and system sales support.

  • Roles aligned to this GPP may be eligible for a Sales Compensation program.

Maintains and seeks to expand relationships with influencers of sales (Key Influencer Customers [KICs] e.g. architects, naval architects, consulting firms, specialty and general contractors, OEMs, dealers, channel partners...).

Reports potential sales opportunities to sales representatives, inside sales representatives, distribution account managers, sales management, etc. as appropriate.

Understands reasoning on specifications/preference within KICs.

Supports current relationships with KICs’ business representatives, internal staff and technical personnel.

Creates and/or assists in creating reports and analyses for technical and commercial assistance to sales and technical support personnel at KIC’s.

Uses new and current methods, processes, and procedures to solve issues.

Stays current of new techniques relevant to the work being performed; achieves and maintains technical competency.

Understands and develops technical expertise within the salesforce.



Communication Skills - Verbal communication and presentation skills utilizing telephone and web technologies. Possesses listening and written communication skills. May not have sufficient opportunities to demonstrate all skills. Moderate support is required to apply the skills effectively in typical work situations.

Focus on Customer Needs - Familiar with key Cummins customers. Awareness of business strategies, organizational structures, geographic footprints, financial results, internal processes, and primary needs for effective segmentation. Takes action to meet customer needs. Continually searches for ways to ensure customer satisfaction. Able to leverage customer contact to both attain customer specific information to provide a match between Customer needs and Cummins offerings to maximize sales opportunities. Consistently demonstrates ability to establish rapport, meet commitments, and develop effective working relationships with customers.

Sales Negotiation - Basic understanding of negotiating tactics and can recognize the balance of power within a negotiation.

Account Planning - Basic understanding of the purpose for an account plan. Some knowledge of how to establish goals and define action items to achieve the goals. Has seen account plans that were developed by others.

Product Knowledge - Knowledge of products/services and product/service lines. Able to represent the features and benefits to sell the products and services. Able to recognize customer needs and suggest product applications to solve problems and create benefits for the customer.

Service Knowledge - Knowledge of the organizational structure of the Regional Distribution Organizations (RDOs). Familiarity with the services offered by the distribution channel. This includes whole good sales, part sales and distribution, maintenance and repair services, dealer support, and other areas of revenue generation. Effectively communicates and works with Distributor personnel to complete performance plan objectives which require interaction with the global distribution network. Aware of the DBU's role in the distribution and support of EBU, PGBU and FBU products.

Education, Licenses, Certifications

University or college degree in the field of Engineering, or an acceptable combination of education and experience. Six Sigma Trained a plus.


Relevant experience preferred. Significant travel may be required.


Primary Location China-Beijing-Beijing-China, Beijing, CUMMINS HQ

Job Type College / University

Recruitment Job Type Exempt - Entry Level

Job Posting Aug 20, 2018, 2:22:12 AM

Unposting Date Ongoing

Req ID: 180005HQ