DUTIES: Work with Sales, Marketing, and product leaders to identify strategies targeting growth. Responsible for opportunity management including identifying new growth opportunities and managing new business growth for a key market segment or in a specified region or channel. Use market and competitor research and local engine market knowledge to identify and prioritize market or product segment opportunities. Conduct industry activities including attending trade shows and customer events to better evaluate opportunities. Collaborate with Cummins Upstream Influencers to better prioritize specific prospective accounts and their potential needs. Collaborate 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, and products. Develop and implement account strategies and plans for high-priority business development accounts or opportunities. Help customers identify differential advantage of Cummins solutions, strengthen and expand business relationships with target accounts, identify needs and priorities of customers, and determine business model and buying process for specific target accounts. Develop proposals for new business, conduct negotiations according to company guidelines and close new sales. Build and implement processes and procedures to understand competition and to provide input to market lead pricing propositions for designated areas. Develop new product and business forecasts through utilization of Cummins tools and processes, and present periodic business development reports to leadership. Champion initiatives to grow the business through the addition of new customers and accelerated adoption of new products, and manage special projects that have cross-regional implications. Interpret and apply understand of key financial indicators to make better business decisions. Interpret internal and external customer needs based on relevant application. Explain and demonstrate products, solutions, and services to distinguish strengths and weaknesses to meet customer’s specific needs to differentiate against competition in the engine market. Lead market analysis and market positions to compile engine market overview and trends to create a coherent image of the market and to build frameworks which provide market insights to the decision-making process.
Positions require a Bachelor’s degree in Business or Engineering Management, or related field (Employer will accept any combination of education and experience equivalent to a Bachelor’s degree in Business or Engineering Management, or related field in lieu of a Bachelor’s degree) and 3 years of experience as a Business or Customer Support Specialist, Project or Engineering Lead, or related position. Experience to include: Identify new growth opportunities; Prioritize market or product segment opportunities; Market sales analysis; Implement account strategies and plans; Identify customer needs; determine business model; New product and business forecasts; Cross-regional project management; Apply key financial indicators.