Job Description

Sales Manager, JV & Independents, Power GenerationDescriptionSales Manager, JV & Independents, Power GenerationOur 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 Sales Manager to join our Power Generation team in Tuas South, Singapore , leading all sales, commercial and business development efforts across our joint venture and independent distribution channels.In this role, you will make an impact in the following ways:

• Manage customer and distributor relationships through the sales cycle and executes sales plans to achieve revenue and profitability goals and customer value within an assigned sales territory and/or market, manages a sales organization, and is responsible for all sales activity and operations for our southeast Asia business. Oversees that the sales team is working safely and that the Cummins Culture of Safety is present and strong within the team.
• Consistently delivers profitable growth by working with and through the sales team to provide customers with valued Cummins solutions.
• Sets and achieves sales goals associated with revenue and profit targets. Drives sales by planning, controlling, and directing activities of that sales team in conjunction with the distribution channel.
• Leads the strategic approach to sales for a medium to large business segment or line of business. Development and implementation of sales objectives, strategies, promotional programs; manages territory and resource allocation. Holds direct and dotted line teams accountable for execution and results.
• Coaches, develops, and motivates sales staff. For direct reports, sets goals for their training and development, performance, and career planning. Monitors, coaches and manages performance on a regular basis. Delegates work assignments considering employee skills and development needs; provides guidance and direction on problems and issues.
• Engages with leadership and well as direct and dotted line teams to support and manage change. Identifies department issues and opportunities to support continuous process improvement. Fosters development of new methods, processes, and procedures; resolves highly complex issues.
• Drives utilization of Cummins tools and processes such as the Cummins Sales Process and Customer Relationship Management (CRM).
• Provides accurate reporting and forecasting of sales demand to the entity leadership team and to regional and/or global sales leadership
• Builds and maintains outstanding relationships and networks with customer and distributor business leaders by maintaining face-to-face contact with key customer management.
• Develops and manages budget, financial controls, and risk ensuring operations are executed efficiently and within established budgets.
• Represents emerging customer needs, preferences, and market trends to New Product Development.
• Assures good communication and coordination across the sales function to attain goals of the sales strategy and culture, management of customers, sales talent management and sales operations.
• Manages activity-based sales management (ABSM), including establishing activity-based sales metrics, coaching sellers in ABSM and driving activity-based sales results.
• Models and mentors/coaches Cummins leadership behaviors.
• Continually evaluates sales force effectiveness and provides input to strategies for improvement, e.g., recruiting/hiring, training, and/or territory and resource reallocation.
• Develops opportunities to increase sales by identifying, researching, and contacting new prospects and accounts.
• Builds positive customer relationships that enable identification of a customer\xe2\x80\x99s needs, business model and buying process.
• Uses understanding of customer needs and priorities to identify and offer Cummins solutions.
• Gains agreement on the differential advantage of Cummins solutions by helping the customer understand and evaluate existing data and information.
• Conducts negotiations according to company guidelines. Assists with the escalation of receivables and payment terms. Responds to customer concerns about the company and its products and services.
• Drives sales, achieving revenue and margin targets and ensuring customer satisfaction.
• Oversees projects, programs, and business relationships with assigned accounts and/or territory and/or market segment.

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

• Channel management \xe2\x80\x93 lead and influence independent distribution channels through relationships, strategy and influencing to achieve business and organizational sales targets.
• Developing Account Strategy - Determines current status of key accounts 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 strategy 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 while developing people to meet their personal and organization career 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.
• 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 field sales strategies.
• Customer focus - Building strong customer relationships and delivering customer-centric solutions.

Preferred Qualifications:

• Required: University or college degree in the field of Sales or Marketing, or an acceptable combination of education and experience .
• Significant level of relevant work experience required. Experience as a sales manager or sales leader working in complex channel environments highly preferred.
• Experience in sales strategy, management/budget holding, product, technical roles and/or CRM systems and tools is beneficial.
• Relevant experience or knowledge of electrical products, power systems, energy projects and construction projects would be beneficial for success.
• The markets covered by our joint venture and independent distributors represent significant growth opportunities for Cummins. Partnering deeply with the channel, driving strategy, performance, key customer relationships and overall territory management to deliver high growth are key to this role.

Compensation and Benefits

• Salary rate commensurate with experience. Flexi benefits, 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 SALESPrimary Location Singapore-South West-Jurong-Singapore, Singapore, Tuas South AvenueJob Type Experienced - Exempt / OfficeRecruitment Job Type Exempt - ExperiencedJob Posting Mar 24, 2024, 9:30:00 PMUnposting Date OngoingOrganization Power Systems BusinessRole Category Hybrid - Potential for Partial RemoteRelocation Package IneligibleReq ID: 240001XQ

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