DESCRIPTION

Key Responsibilities:

1. Channel Sales Management:
2. Develop and execute channel sales strategies by nurturing existing partner relationships to drive revenue growth and market expansion.
3. Provide training, resources, and guidance to channel partners to enable them to effectively promote and sell our products/services.
4. Develop joint business plans with partners and execute strategies to meet sales targets and growth objectives.
5. Monitor and analyze channel sales performance, making data-driven decisions to optimize channel effectiveness and efficiency.
6. Market Insights and Analysis:
7. Stay informed about market trends, competitor activities, and industry developments to identify opportunities for growth.
8. Gather and analyze publicly available information and data from Marketing/Market Research to support identification and prioritization of market and product segment opportunities.
9. Business Development Initiatives:
10. Collaborate with Marketing and the Business Development Manager and/or Sales Manager to identify attractive market segments, lines of business, or product lines to pursue.
11. Attend industry and customer activities to build an understanding of the market.
12. Prospect and identify specific local business opportunities and/or target accounts.
13. Complete assigned activities that support the analysis, measurement, and tracking of business development opportunities.
14. Customer Relationship Management:
15. Develop, manage, and maintain business relationships with assigned potential accounts that allow identification of customers' perceived needs and priorities.
16. Help customers identify the differential advantage of Cummins solutions.
17. Interface with customers at appropriate levels and frequency.
18. Communicate emerging customer needs and market trends to the Business Development Manager.
19. Sales Strategy Support:
20. Support/implement initiatives to grow the business within the assigned market, segment, or geography.
21. Support the overall sales strategy through good communication and coordination across the sales organization.
22. Mentor, motivate, and develop less experienced sales and account team staff.

RESPONSIBILITIES

Qualifications:

Education, Licenses, Certifications:

• Bachelor’s degree in Engineering and Master’s degree in Business Management preferred.
• College, university, or equivalent degree in marketing, sales, technical, or a related subject required, or an acceptable combination of education and experience.
• This position may require licensing for compliance with export controls or sanctions regulations.

Competencies:

Core Competencies:

• Communicates Effectively: Develops and delivers multi-mode communications that convey a clear understanding of the unique needs of different audiences.
• Customer Focus: Builds strong customer relationships and delivers customer-centric solutions.
• Values Differences: Recognizes the value that different perspectives and cultures bring to an organization.

Technical Competencies:

• Articulating Value Proposition: Interprets internal and external customer needs and demonstrates products, solutions, and services to meet customer needs.
• Channel Awareness: Explains and contextualizes industry structure, dynamics, and path to market.
• Market Analysis: Researches and analyzes market information to identify trends and create a coherent market image.
• Pricing Strategy: Develops prices by aligning with key stakeholders to achieve business targets.
• Account Planning: Identifies objectives and tracks progress against targets for business and/or account strategies.
• Adapts to Target Audience: Explains complex topics in a way that the target audience can understand, retain, and use the information.
• Developing Account Strategy: Defines account status and future state by balancing customer requirements and business capabilities.
• Integrates Customer Perspective: Incorporates customers' perspectives to develop sales content that meets their needs.
• Sales Forecasting: Collects and assesses customer data to create forecasts of future consumption patterns.
• Sales Pipeline Management: Plans for successful execution of sales strategies based on current pipeline health.
• Sense Making: Develops an understanding of customer needs and behaviors through research and tailored solutions.

QUALIFICATIONS

Experience:

• Minimum 7 years of experience in channel sales management or business development, preferably in Heavy Machinery or Industrial sales.
• Intermediate level of relevant work experience required.

Job Sales

Organization Cummins Inc.

Role Category Hybrid

Job Type Exempt - Experienced

ReqID 2400258

Relocation Package Yes