DESCRIPTION

Being part of Cummins means working alongside today’s most innovative thinkers to solve the world’s toughest problems. We are proud to offer learning and development opportunities designed to promote individual performance and spark purpose and trust within our teams. We look to hire the best and then help you to become even better. Thank you for your interest in continuing to grow your Cummins career!

We are looking for a talented Sales Director – Asia Pacific to join our Stamford | AvK Sales team in Tuas South, Singapore. This will be following Onsite with Flexibility work model.

Prospects, develops and captures new opportunities with large, complex accounts. Develops/Executes account strategies and plans to build customer relationships and achieve revenue and profitability goals within a large assigned sales territory, high complexity segment and/or complex market.

• Build and maintain Stamford | AvK brand value in the APAC region by actively influencing end users, direct and indirect customers and channels for alternators.
• Actively collaborating with all functions to ensure the best customer experience, offering of value adding solutions and aftermarket support and care.
• Be responsible to regional strategy and market insights and maintain vision of regional potential and development needs.
• Acting as local leader for the CGT employees implementing and supervising company level policies.

Key Responsibilities:

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

• Develops opportunities to increase sales by identifying and researching markets and/or segments with high potential opportunity.
• Evaluates opportunities by researching and contacting prospective customers. Develops and executes account strategies and plans for top prospects.
• Builds and maintains positive customer relationships at various levels within complex accounts, to enable identification of a customer’s needs, business model and buying process.
• Uses understanding of customer needs and priorities to identify and offer both standard and custom Cummins solutions.
• Gains agreement on the differential advantage of Cummins solutions by helping the customer understand and evaluate existing data and information and the value proposition.
• Represents current and emerging needs of the customer and market to New Product Development. Conducts negotiations according to company guidelines, including payment terms.
• Assists with collection of accounts receivables when needed.
• Drives sales, achieving revenue and margin targets and ensuring customer satisfaction through the sales cycle from lead to sale. Maintains and strengthens customer relationships to generate future sales.
• Responds to customer concerns in a timely fashion.
• Consistently uses the Cummins Sales Process. Seeks opportunities to utilize Cummins processes, tools and initiatives that are designed to increase loyalty, drive customer value, and grow the business.
• Develops and maintains accurate reporting and forecasting by utilizing Cummins Customer Relationship Management systems and other required tools.
• May mentor or manage sales function personnel. If he/she has direct reports, conducts the following activities or ensures they are conducted by another manager: sets goals for training and development, performance, and career planning.
• Provides ongoing, consistent coaching and development.
• Delegates work assignments considering employee skills and development needs. Identifies department issues, problems, and opportunities to support continuous improvement initiatives.
• Oversees relevant projects, programs, and business relationships with assigned accounts and/or within the assigned territory or segment.
• Assures good communication, coordination and alignment across the sales function, to attain Cummins sales strategy and culture goals.
• As applicable, works with team, internal stakeholders, and customers to manage organization's inventory, service, and delivery capabilities with customer expectations.

RESPONSIBILITIES

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

• Builds effective teams - Building strong-identity teams that apply their diverse skills and perspectives to achieve common goals.
• Communicates effectively - Developing and delivering multi-mode communications that convey a clear understanding of the unique needs of different audiences.
• Customer focus - Building strong customer relationships and delivering customer-centric solutions.
• Articulating Value Proposition - Interprets internal and external customer needs based on relevant application; explains and demonstrates products, solutions, and services to distinguish strengths and weaknesses to meet customer's specific needs to differentiate against competition.
• Channel Awareness - Explains and contextualizes industry structure, dynamics, and path to market in order to advance organizational goals.
• Maximizing Profitability - Develops strategies that demonstrate the use of all marketing and sales levers (e.g. pricing strategies, promotions, volume based incentives, and value, feature, or benefit selling) to optimize profit.
• Pricing Strategy - Develops prices by aligning and building consensus with key stakeholders across functions to achieve business targets.
• Account Planning - Identifies objectives to drive execution of business and/or account strategy by reviewing the status relative to where it needs to be and enabling tracking of progress against targets.
• Adapts to target audience - Explains complex topics (significant technical data, subject matter expertise, etc.) in such a way that the target audience (e.g. sales professionals, customers, training vendors, etc.) can understand, retain, and use the information
• Developing Account Strategy - Determines current status of account in terms of relationship, financial, product competitiveness, barriers, quality, and service and defining desired future state by balancing customer requirements and business capabilities in order to define achievable targets aligned with the business strategy.
• Integrates Customer Perspective - Incorporates an understanding of the customers' perspective on our products and sales efforts to develop sales content that improves our ability to meet their needs and increase revenue.
• Sales Forecasting - Collects and assesses customer data from internal and external sources; compares against historical data to determine useful inputs and create a forecast of future consumption patterns.
• Sales Pipeline Management - Plans proactively for successful execution of account/territory-level sales strategies and plans based on current pipeline; evaluates pipeline health (size, contents, progress); adjusts sales strategy, plans, or high impact activities; accordingly, as applicable coaches’ sellers in order to achieve sales objectives.
• Sense Making - Through a series of diagnostic and probing questions and research, develops and/or supports an intimate understanding of the customer needs, behaviours, and/or their buying journey. Synthesizes complex information from internal and external resources to deliver tailored solutions for the internal or external customer.
• Values differences - Recognizing the value that different perspectives and cultures bring to an organization.

Education, Licenses, Certifications:

• Required: University or college degree in the field of Sales or Marketing or an acceptable combination of experience and education.
• MBA a plus but not required.
• This position may require licensing for compliance with export controls or sanctions regulations.

Experience:

• Significant level of relevant work experience required for this senior position.
• Extensive experience in Field Sales or Sales Management is desirable.

QUALIFICATIONS

Preferred Qualification:

• Required: University or college degree in the field of Sales or Marketing or an acceptable combination of experience and education.
• MBA a plus but not required.
• This position may require licensing for compliance with export controls or sanctions regulations.
• Significant level of relevant work experience required for this senior position.
• Extensive experience in Field Sales or Sales Management is desirable.
• No Cross-border support will be provided.

Job Sales

Organization Cummins Inc.

Role Category On-site with Flexibility

Job Type Exempt - Experienced

ReqID 2421311

Relocation Package No

100% On-Site No