Global Account Manager - Cummins

Job Overview

The Industrial & Commercial Transportation (ICT) business unit of TE Connectivity has an opportunity for a Global Account Manager for the Cummins account. This position will report to the Regional Sales Manager, Region 1 of the ICT Business Unit.  The Global Account Manager will manage and control all activities within a global business for a specific strategic customer. The primary objective is to maximize business opportunities and to ensure that TE is in a prime position to grow and develop sales profitability. 
 

Key Responsibilities: 

• Act globally as the GAM for a specific customer, accountable for profitable sales growth, development of new business opportunities and maintaining customer satisfaction. 
• Responsible for understanding all aspects of the customer globally; including but not limited to: Available Market, Market Share, Customers Business Objectives, Goals, and Technologies.
• Responsible and accountable for delivering the annual growth plans for the specific customer, as well as further defining the account specific tactical activities are aligned with the customer’s and TE’s strategies.
• Assess and qualify new business opportunities to develop additional revenue streams.
• Responsible for developing, implementing and executing plans for advancing the company’s products to meet the customer’s specific demands.
• Communicate results (monthly billing review, monthly rolling forecast and market project highlights) as well as needs to direct supervisor. Identify application areas where TE does not have a dominating position and define account coverage and product requirements; Works with regional leaders to ensure they are supporting the global customer as necessary to become the preferred supplier in the identified regions/products.
• Provide additional leadership and guidance to align regional account managers in areas of customer knowledge, customer product strategy, and regional successes that can be leveraged globally.
• Identify needs for training, coaching, and facilitation to develop a world class global account management team via indirect management.
• Responsible for setting strategy for customer pricing, pricing uplift between regions, and currency/commodity strategy at the global customer.
• Responsible to ensure concurrence between regional leaders and oversees the implementation of this strategy in total, the Global Account Manager must be perceived as the customer’s champion within the TE organization and will ensure that TE is perceived as the supplier of choice by the customer. 
   

What your background should look like:

Position Requirements:

• B.S. or B.A. degree or equivalent education 5+ years of experience in various Business Development, Marketing, and Sales assignments with Global Customers
• At least 2 years of Managerial Experience Knowledge of sales forecasting / market trends / competition / technology that will influence products and sales 
• Must be comfortable facilitating high level technical discussion between TE and the customer’s engineering, project management, and continuous improvement teams
• Strong problem solving, strategic and tactical thinking, and analytical skills 
• Ability to form successful working relationships quickly, at all levels of an organization
• Excellent interpersonal and communication skills and ability to motivate his/her sales team
• Strong presentation skills including presenting to executive levels both internally within TE and externally at the customer
• Culturally sensitivity 
• Comfortable working in a fast-paced, international organization
• Good knowledge of Microsoft Office Package 
• Position requires travel flexibility to include frequent domestic and some international travel

Competencies