DESCRIPTION
Key Responsibilities:
- Channel Sales Management:
- Develop and execute channel sales strategies by nurturing existing partner relationships to drive revenue growth and market expansion.
- Provide training, resources, and guidance to channel partners to enable them to effectively promote and sell our products/services.
- Develop joint business plans with partners and execute strategies to meet sales targets and growth objectives.
- Monitor and analyze channel sales performance, making data-driven decisions to optimize channel effectiveness and efficiency.
- Market Insights and Analysis:
- Stay informed about market trends, competitor activities, and industry developments to identify opportunities for growth.
- Gather and analyze publicly available information and data from Marketing/Market Research to support identification and prioritization of market and product segment opportunities.
- Business Development Initiatives:
- 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.
- Attend industry and customer activities to build an understanding of the market.
- Prospect and identify specific local business opportunities and/or target accounts.
- Complete assigned activities that support the analysis, measurement, and tracking of business development opportunities.
- Customer Relationship Management:
- Develop, manage, and maintain business relationships with assigned potential accounts that allow identification of customers' perceived needs and priorities.
- Help customers identify the differential advantage of Cummins solutions.
- Interface with customers at appropriate levels and frequency.
- Communicate emerging customer needs and market trends to the Business Development Manager.
- Sales Strategy Support:
- Support/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.
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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