Upstream and User Sales - Manager

DESCRIPTION

We are looking for a talented Upstream and User Sales - Manager to join our team specializing in Sales in Atlanta, GA.

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

• Develop strategic relationships : Build long-term, cross-region business relationships with key influencers such as architects, design engineers, contractors, OEMs, dealers, and channel partners.
• Build trust : Establish excellent relationships and trust with business executives, internal leadership, and technical personnel at Key Influencer Customers.
• Set strategic approaches : Identify existing and potential firms and individuals to influence, setting a strategic approach to engage them effectively.
• Identify customer needs : Understand and prioritize the needs of Key Influencer Customers to tailor your approach and solutions.
• Provide technical expertise : Act as the subject matter expert, offering technical assistance to sales and support personnel, and helping customers understand Cummins solutions.
• Prospect and identify opportunities : Utilize market and competitor research to identify potential sales opportunities and report them in the CRM system.
• Collaborate and track success : Work with local selling roles, pass opportunities to relevant sales managers, and track the success of your efforts to influence product/project specifications and purchasing behaviors.
• Lead and mentor : Achieve and maintain technical competency, foster new methods and processes, and lead, motivate, and develop technical expertise within the salesforce.

• Building Effective Teams : Create strong-identity teams that leverage diverse skills and perspectives to achieve common goals.
• Effective Communication : Develop and deliver clear, multi-mode communications tailored to the unique needs of different audiences.
• Customer Focus : Build strong customer relationships and deliver solutions that are centered around customer needs.
• Planning and Alignment : Plan and prioritize your work to meet commitments that align with organizational goals.
• Articulating Value Proposition : Understand and interpret customer needs, and clearly explain how your products and services meet those needs better than the competition.
• Channel Awareness : Understand and explain the industry structure, dynamics, and market pathways to advance organizational goals.
• Pricing Strategy : Develop pricing strategies by aligning with key stakeholders to achieve business targets.
• Account Planning : Identify objectives and track progress to drive the execution of business and account strategies.
• Adapt to Target Audience : Explain complex topics in a way that your audience can understand, retain, and use the information.
• Develop Account Strategies : Balance customer requirements with business capabilities to define achievable targets aligned with the business strategy.
• Integrate Customer Perspective : Incorporate customer insights into your sales content to better meet their needs and increase revenue.
• Sales Forecasting : Collect and assess customer data to forecast future consumption patterns.
• Sales Pipeline Management : Plan proactively for successful execution of sales strategies and adjust plans based on pipeline health.
• Sense Making : Develop an understanding of customer needs and behaviors through diagnostic questions and research, delivering tailored solutions.

• University or college degree in the field of engineering, or an acceptable combination of education and experience.
• This position may require licensing for compliance with export controls or sanctions regulations.

• Significant level of relevant work experience required.
• Experience in technical sales, application engineering or project management required.

• Influences demand and preference for the Cummins products, services, and solutions by influencing technical and commercial stakeholders / gatekeepers through providing excellent product and system sales support.
• Develops business relationships with influencers of sales (Key Influencer Customers such as architects, design engineers, design consulting firms, specialty and general contractors, OEMs, dealers, channel partners).
• Builds positive relationships and trust with Key Influencer Customers' management, service and technical personnel.
• Identifies Key Influencer Customer needs/priorities. Is the informed resource for assistance to sales, service and technical support personnel at Key Influencer Customers, for example helping them make sense of data and information? Attends site meetings as required.
• Recognizes potential sales opportunities. Reports potential sales opportunities in the CRM system. Collaborates with local selling roles and passes opportunities to the relevant Sales Manager or Sales Professional.

• University or college degree in the field of engineering, or an acceptable combination of education and experience required.
• Electrical or Mechanical engineering degree preferred.
• This position may require licensing for compliance with export controls or sanctions regulations.
• 4+ years of experience in technical sales, application engineering or project management desirable.
• Responsible for building relationships with Consulting Engineers in Atlanta, GA and surrounding markets.
• Clear communication with leadership, peers on the Southern Region SAE/UI Team, and the local Power Generation Sales Representatives on key projects, relationships, and sales initiatives.
• Project and relationship management/tracking will be documented in Salesforce.
• Technical aptitude to quickly ramp up on the products we are responsible for selling.
• Ability to execute technical presentations with external customers and internal sales teams.
• Candidates that live in the Atlanta, GA preferred.