Senior Business Development Specialist - Cummins

Description

• Responsible for supporting specific business development initiatives and tactics within a region, market, customer, or product segment.
  
• Develops, manages, and maintains business relationships with potential accounts supporting the organization's sales strategy.
  
• Supports profitable growth or new business opportunities for new market segments.
  
• Develops leads and proposals.
  
• Collaborates with marketing and strategy counterparts to identify attractive market segments, lines of business, or product lines to pursue.
  
• Mentors, motivates, and develops less experienced sales and account team staff.
  
• Determines appropriate market accounts and creates account plans for targeted accounts.
  
• Develops new product/business forecasts through utilization of Cummins tools and processes (i.e. common sales cycle, Customer Relationship Management Systems).
  
• Supports/executes Design for Six Sigma (DFSS) initiatives as needed.
  
• Supports cross business unit account development and strategy.
  
• Leads, manages and coordinates communication and interfaces with the customer at appropriate levels.
  
• Assures good communication and coordination between account management, field sales, upstream influencers, sales management, inside sales and sales analysts to attain the goals of the sales strategy and culture.
  
• Supports handoff process of account.

Qualification

Skills

• Financial acumen - Interpreting and applying understanding of key financial indicators to make better business decisions.
  
  
• Drives results - Consistently achieving results, even under tough circumstances.
  
  
• Ensures accountability - Holding self and others accountable to meet commitments.
  
• 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

College, university, or equivalent degree in marketing, sales, technical or a related subject required.

This position may require licensing for compliance with export controls or sanctions regulations.

Experience

Intermediate level of relevant work experience required.

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