Job Description

Business Development Director, Asia Pacific

Description

Business Development Director, Asia Pacific

Our culture believes in POWERING YOUR POTENTIAL . We provide global opportunities to develop your career, make your community a better place and work with today\xe2\x80\x99s most innovative thinkers to solve the world\xe2\x80\x99s toughest problems.

We believe in flexibility for you to explore your passions while making an impact through meaningful work within our inclusive workforce. That\xe2\x80\x99s what #LifeAtCummins is all about.

We are looking for a talented Business Development Director, Asia Pacific to join our team in Tuas South, Singapore and this will be following hybrid work model.

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

• Responsible for new business growth opportunities in specified regions, markets, or channels. Recommends and implements strategic actions.
• Builds key business initiatives and plans in collaboration with Sales, Marketing, and product leaders to determine strategies targeting growth.
• Oversees Business Development Manager analyses of opportunity. Uses the business development strategy, knowledge of the product pipeline and local analyses of opportunity to set specific business development goals.
• Collaborates with Business Development Managers to prioritize those opportunities that will enable goal achievement. Actively promotes collaborations/removes barriers across Cummins, across sales, and across regions to support conversion of priority opportunities to sales.
• Oversees the analysis, measurement, and tracking of market sales potential across brands, channels, regions, products, etc. Monitors progress toward goals and takes corrective action (e.g., coaching, strategy adjustment, re-prioritization) when needed.
• Oversees the success of account strategies and plans. Collaborates on/coaches adjustments to strategies and plans based on increased understanding of customers and opportunities.
• Oversees identification of customer needs and priorities to maintain and strengthen understanding of market and competitor trends. May support development of relationships with major new accounts by building relationships at a potential customer\'s corporate/management team level.
• Oversees that major proposals and negotiations for new business follow company guidelines.
• Oversees the efficient transition of converted opportunities to an Account Management or support team.
• Leads efforts with internal stakeholders and functions, including New Product Development, to increase our ability to develop new business. Oversees development of processes and procedures to understand competition and to provide input to market lead pricing propositions for designated areas.
• Sets and meets goals for new business development. Formulates and maintains accurate product and sales forecasts; reports these at designated intervals. Oversees/manages annual operational and financial budgets as they relate to organizational objectives.
• Champions initiatives to grow the business through the addition of new customers and/or accelerated adoption of new products. Oversees special projects that have cross-regional implications. Presents business development initiatives and reports to corporate leadership.
• Advises and consults with internal business partners 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.

Qualifications

To be successful in this role you will need the following:

• Sense Making - Through a series of diagnostic and probing questions and research, develops and/or supports an intimate understanding of the customer needs, behaviors, and/or their buying journey. Synthesizes complex information from internal and external resources to deliver tailored solutions for the internal or external customer.
• Account Planning - Identifies objectives to drive execution of business and/or account strategy by reviewing the status relative to where it needs to be and enabling tracking of progress against targets.
• Adapts to target audience - Explains complex topics (significant technical data, subject matter expertise, etc.) in such a way that the target audience (e.g. sales professionals, customers, training vendors, etc.) can understand, retain, and use the information
• Developing Account Strategy - Determines current status of account in terms of relationship, financial, product competitiveness, barriers, quality, and service and defining desired future state by balancing customer requirements and business capabilities in order to define achievable targets aligned with the business strategy.
• Integrates Customer Perspective - Incorporates an understanding of the customers\' perspective on our products and sales efforts to develop sales content that improves our ability to meet their needs and increase revenue.
• Sales Forecasting - Collects and assesses customer data from internal and external sources; compares against historical data to determine useful inputs and create a forecast of future consumption patterns.
• 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.
• Builds effective teams - Building strong-identity teams that apply their diverse skills and perspectives to achieve common goals.
• 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.
• Pricing Strategy - Develops prices by aligning and building consensus with key stakeholders across functions to achieve business targets.
• Channel Awareness - Explains and contextualizes industry structure, dynamics, and path to market in order to advance organizational goals.
• Communicates effectively - Developing and delivering multi-mode communications that convey a clear understanding of the unique needs of different audiences.
• Strategic mindset - Seeing ahead to future possibilities and translating them into breakthrough strategies.
• Customer focus \xe2\x80\x93 Building strong customer relationships and delivering customer-centric solutions.

Qualification:

• College, university, or equivalent degree in sales, marketing, technical or a related subject required, or an acceptable combination of education and experience. MBA or equivalent degree highly preferred. This position may require licensing for compliance with export controls or sanctions regulations.
• Significant experience required including strategy, managerial, and budgetary experience.
• Responsible for developing the strategy for profitable business growth and business develop for company owned, JV and independent distributors, market segments and countries across the Asia Pacific region.

Compensation and Benefits

• Salary rate commensurate with experience. Variable Compensation (bonus). Annual Salary Review. Life Insurance. Medical, Dental / Hospitalization Insurance.

At Cummins, we are an equal opportunity employer dedicated to diversity in the workplace. Our policy is to provide equal employment opportunities to all qualified persons without regard to race, gender, colour, disability, national origin, age, religion, union affiliation, sexual orientation, veteran status, citizenship, gender identity and/or expression, or other status protected by law.

Job SALES

Primary Location Singapore-South West-Jurong-Singapore, Singapore, Tuas South Avenue

Job Type Experienced - Exempt / Office

Recruitment Job Type Exempt - Experienced

Job Posting Jul 3, 2023, 11:00:00 AM

Unposting Date Ongoing

Organization Distribution Business

Role Category Hybrid - Potential for Partial Remote

Req ID: 230005SO

Cummins