DESCRIPTION

Key Responsibilities:

• 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.
• Gather and analyze publicly available information and data from Marketing/Market Research to support identification and prioritization of market and product segment opportunities.
• Attend industry and customer activities to build understanding of the market.
• Prospect and identify specific local business opportunities and/or target accounts.
• Collaborate with Cummins Upstream Influencers to better identify specific prospective accounts and their potential needs.
• Complete assigned activities that support the analysis, measurement, and tracking of business development opportunities.
• Conduct customer research on target accounts or customer segments, learning their business terminology and identifying current challenges and emerging needs.
• Develop and support account plans for specific target accounts.
• Develop, manage, and maintain business relationships with assigned potential accounts to identify customers’ perceived needs and priorities.
• Help customers identify the differential advantage of Cummins solutions.
• Determine the business model and buying process for specific target accounts.
• Interface with the customer at appropriate levels and frequency.
• Develop and support new business proposals.
• Negotiate and close new sales with assigned potential accounts.
• Ensure effective hand-off to an Account Manager when closing sales with a net new account.
• Communicate emerging customer needs and market trends to the Business Development Manager.
• Develop new product/business forecasts using Cummins tools and processes (e.g., the Cummins Sales Process, Customer Relationship Management systems).
• Support and implement initiatives to grow the business within the assigned market, segment, or geography.
• Support the overall sales strategy through good communication and coordination across the sales organization.
• Mentor, motivate, and develop less experienced sales and account team staff.

RESPONSIBILITIES

Experience:

• Proven track record of successful delivery of DPRS and other related propulsion projects with at least 5-8 years of experience working as a team member and a minimum of 2-3 years of experience as a team leader.

Competencies:

• 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: Interpreting internal and external customer needs based on relevant application; explaining and demonstrating products, solutions, and services to distinguish strengths and weaknesses to meet customer’s specific needs and differentiate against competition.
• Channel Awareness: Explaining and contextualizing industry structure, dynamics, and path to market to advance organizational goals.
• Market Analysis: Researching information using meaningful and valid sources and data to expand knowledge of markets; analyzing findings by connecting dots and identifying trends to create a coherent image of the market; summarizing relevant insights by condensing, prioritizing, and translating how these impact our business.
• Pricing Strategy: Developing prices by aligning and building consensus with key stakeholders across functions to achieve business targets.
• Account Planning: Identifying 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: Explaining complex topics (significant technical data, subject matter expertise, etc.) in a way that the target audience (e.g., sales professionals, customers, training vendors, etc.) can understand, retain, and use the information.
• Developing Account Strategy: Determining the current status of an account in terms of relationship, financial, product competitiveness, barriers, quality, and service, and defining the desired future state by balancing customer requirements and business capabilities to define achievable targets aligned with the business strategy.
• Integrates Customer Perspective: Incorporating 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: Collecting and assessing customer data from internal and external sources; comparing against historical data to determine useful inputs and create a forecast of future consumption patterns.
• Sales Pipeline Management: Planning proactively for successful execution of account/territory-level sales strategies and plans based on the current pipeline; evaluating pipeline health (size, contents, progress); adjusting sales strategy, plans, or high-impact activities accordingly; coaching sellers to achieve sales objectives.
• Sense Making: Through diagnostic and probing questions and research, developing and/or supporting an intimate understanding of customer needs, behaviors, and/or their buying journey. Synthesizing 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.

QUALIFICATIONS

Qualifications:

• Graduate Electrical Engineer with a degree in Management from a premier institute preferred.

Skills:

• High customer orientation across critical customer functions – Engineering, Quality/Inspections, Purchase.
• Ability to read and translate specs and technical requirements into business proposals.
• Capability to progress projects from concept to sales.
• Revenue-driven with the ability to fast-track execution of projects.
• Well conversant with contracting and bidding processes.
• Ability to lead negotiations.
• Proactively participate in building strategic partner relationships.
• Account management with maximized stakeholder engagement at all levels in the account.
• Understanding design documentation for better understanding by the team, precise cost estimation, accurate project planning, and seamless execution.
• Experience working with cross-functional teams within the organization and key rail stakeholders like RDSO, PU engineering, and design teams for document approvals of DPRS projects.
• Strong techno-commercial acumen working as an SME in propulsion system specialist in passenger rail systems.
• Understanding of rail electrification business in techno-commercial domain
• Ability to independently lead and handle queries pertaining to rail electrification

Job Sales

Organization Cummins Inc.

Role Category Hybrid

Job Type Exempt - Experienced

ReqID 2405845

Relocation Package Yes