Job Description

DESCRIPTION/RESPONSIBILITIES:
Our culture believes in POWERING YOUR POTENTIAL. We provide global opportunities to develop your career, make you community a better place and work with most innovative thinkers to solve world’s toughest problems.

We believe in flexibility for you to explore your passions while making an impact through meaningful work within our inclusive workforce. That’s what #LifeAtCummins is all about.

We are looking for a talented Business Development Manager (On-Highway/truck) to join our team specializing in New Power Business Segment in Columbus, IN.

Your impact will happen in these and other ways:
• Responsible for opportunity management which includes identifying new growth opportunities and managing new business growth for a key market segment or in a specified region or channel.
• Works with Sales, Marketing, and product leaders to identify strategies targeting growth, for example by participating in efforts such as strategy workshops.
• Uses market and competitor research and local market knowledge to identify and prioritize market or product segment opportunities. Conducts industry and customer activities (e.g., attending trade shows, conferences, customer events) to better evaluate opportunities.
• Prospects and identifies specific and significant business opportunities and/or target accounts. May collaborate with Cummins Upstream Influencers (or may perform upstream influencing) to better prioritize specific prospective accounts and their potential needs.
• Collaborates with Marketing, Sales Management and New Business Development Specialists to manage the analysis, measurement, and tracking of market sales potential across assigned brands, channels, regions, products, etc.
• Builds and maintains a deep understanding of customer needs, market trends, and the customers’ business environment. Develops and implements account strategies and plans for high-priority business development accounts or opportunities.
• Develops, strengthens and expands business relationships within potential/target accounts. Identifies customers’ perceived needs and priorities. Helps customers identify the differential advantage of Cummins solutions. For specific target accounts, determines their business model and buying process. Leads, manages, and coordinates communication and interfaces with the customer at appropriate levels.
• Develops proposals for new business (e.g., with specific and significant new accounts or for programs to attract new customers or expand channel penetration). For specific accounts, conducts negotiations according to company guidelines and closes new sales.
• If closing sales with a net new account, ensures effective hand-off to an Account Manager, for example sharing information about the customer’s needs, business model, and buying process.
• Communicates with stakeholders and functions on emerging customer needs, market trends, and how to potentially increase our ability to win the business. Builds/Implements processes and procedures to understand competition and to provide input to market lead pricing propositions for designated areas.
• Meets segment, region, or channel goals for new business development. Develops new product/business forecasts through utilization of Cummins tools and processes (e.g., the Cummins Sales Process, Customer Relationship Management systems). Presents periodic business development reports to leadership.

• Champions initiatives to grow the business through the addition of new customers and/or accelerated adoption of new products. Manages special projects that have cross-regional implications.
• Supports cross-business unit account development and strategy. Collaborates with internal business managers on business development initiatives and plans.
• Coaches and motivates business development staff. If he/she has direct reports, sets goals for their 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.

Skills
Manages complexity – Making sense of complex, high quantity, and sometimes contradictory information to effectively solve problems.
Customer focus – Building strong customer relationships and delivering customer-centric solutions.
Business insight – Applying knowledge of business and the marketplace to advance the organization’s goals.
Financial acumen – Interpreting and applying understanding of key financial indicators to make better business decisions.
Drives results – Consistently achieving results, even under tough circumstances.
Plans and aligns – Planning and prioritizing work to meet commitments aligned with organizational goals.
Builds networks – Effectively building formal and informal relationship networks inside and outside the organization.
Interpersonal savvy – Relating openly and comfortably with diverse groups of people.
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.

Intuitive Listening And Adapting Solutions – Translates needs, expectations, or asks from customers, stakeholders, etc. into actionable solutions through active listening and intuition; chooses or produces solutions (e.g. process change, tool, product, service, etc.) to meet or exceed the customers’ or stakeholders’ needs or expectations or to provide value.

Market Analysis – Researches information using meaningful and valid sources and data to expand your knowledge of markets; analyzes findings by connecting dots and identifying trends to create a coherent image of the market; summarizes relevant insights by condensing, prioritizing, and translating how these impact our business.

Market Positioning – Compiles market overview and trends to build frameworks which provide market insights to the decision making process

Prioritizing Market Opportunities – Collaborates with business stakeholders to define criteria and framework for ranking and achieving consensus on market opportunities.

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.

Education, Licenses, Certifications
University, or equivalent degree in sales, marketing, technical or a related subject required, or an acceptable combination of education and experience.

Experience. Significant level of relevant work experience (7 years minimum) required. Customer facing experience preferred.

Compensation and Benefits
Base salary rate commensurate with experience. Additional benefits vary between locations and include options such as our 401(k) Retirement Savings Plan, Cash Balance Pension Plan, Medical/Dental/Life Insurance, Health Savings Account, Domestic Partners Coverage and a full complement of personal and professional benefits.

Cummins and E-verify
At Cummins, we are an equal opportunity and affirmative action employer dedicated to diversity in the workplace. Our policy is to provide equal employment opportunities to all qualified persons without regard to race, gender, color, disability, national origin, age, religion, union affiliation, sexual orientation, veteran status, citizenship, gender identity and/or expression, or other status protected by law. Cummins validates right to work using E-Verify. Cummins will provide the Social Security Administration (SSA) and, if necessary, the Department of Homeland Security (DHS), with information from each new employee’s Form I-9 to confirm work authorization.

Ready to think beyond your desk? Apply for this opportunity to start your career with Cummins today. careers.cummins.com

Not ready to apply but want to learn more? Join our Talent Community to get the inside track on great jobs and confidentially connect to our recruiting team: http://connect.find.ly/cummins

#Newpower

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Job Categories: Equal Opportunities. Job Types: Full-Time.

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