Job Description

Technical Sales Leader, Power GenerationDescriptionTechnical Sales Leader, 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 Technical Sales Leader, Power Generation to join our team in Tuas South, Singapore . Based on candidate\'s location, multiple location option is available (Singapore OR Australia).In this role, you will make an impact in the following ways:

• Influences and/or creates demand and preference for Cummins products, services, and solutions by influencing key commercial and technical stakeholders through providing excellent product and system technical sales support.
• Develops long-term, cross region strategic business relationships with key influencers of technical specifications and sales (Key Influencer Customers such as architects, design engineers, design consultancy owners, specialty, and general contractors, strategic accounts, channel partners).
• Builds excellent relationships and trust with Key Influencer Customers\xe2\x80\x99 business leadership,and technical personnel. Sets the strategic approach, e.g., existing targeted firms and individuals while also searching out potential new firms and individuals to influence.
• Identifies Key Influencer Customer needs/priorities. Accountable for being the subject matter expert for technical assistance to sales and technical support personnel at Key Influencer Customers (e.g., understand the different codes and standards applicable to each product / region, help them make sense of data on Cummins solutions). Attends site meetings as required.
• Reports activities and potential sales opportunities in the CRM system. Ensures that the team\'s opportunities are consistently reported and tracked. Collaborates with local selling roles and passes opportunities to the relevant Sales Manager or Sales Executive.
• Lead self and team to influence product/project specifications and purchasing behaviors within key consulting firms and major accounts. Tracks activities and success of this work.
• Achieves and maintains technical and process competency; stays current on new techniques relevant to the work being performed. Fosters the development of new methods, processes, and procedures to resolve highly complex issues.
• Leads, motivates, mentors, and develops technical/process expertise within the sales team.
• Develops influencing strategies through technical selling and maintains them in an account plan-like framework. Develops/oversees efforts to understand how customers perceive the team\'s performance and credibility as an influence. Works with key stakeholders in the business to achieve optimum results.
• Build professional profile and acts as the recognized thought leader within the industry, market, or territory, for example through publishing in trade media or speaking at relevant trade meetings.
• Engages and collaborates strongly with sales, project management and engineering teams as needed
• Act as a champion for the voice of the customer within the business, recognizing technical trends and changes within markets and customers.
• Works closely with the sales organization to understand business needs and targets such as the annual sales plan, gross margin objectives, market share, etc.
• May mentor or manage sales function personnel. If he/she has direct reports, conducts the following activities, or ensures they are conducted by another manager: sets goals for 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.
• The leader and team will bring strong and proactive focus to our upstream technical influencing efforts. Working in partnership with consultants and other key technical influencers and decision makers to position Cummins favorably within technical specifications is a major area of opportunity for us. Building a position of technical thought leadership strength and excellence across our market in this area has a direct impact on higher sales win rates on key projects.

QualificationsTo 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\xe2\x80\x99 or consultants\xe2\x80\x99 perspective on our products and develop technical solution content that improves our ability to meet their needs.
• Sales Pipeline Management - Plans proactively for successful execution of technical selling strategies and plans based on current project pipeline; evaluates pipeline health (size, contents, progress); adjusts strategy, plans, or high impact activities; accordingly, as applicable coaches\xe2\x80\x99 team in order to achieve sales and business 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.
• 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.
• Customer focus - Building strong customer relationships and delivering customer-centric solutions.
• Plans and aligns - Planning and prioritizing work to meet commitments aligned with organizational goals.

Preferred Qualifications:

• University or college degree in the field of engineering (preferably electrical), or an acceptable combination of education and experience.
• Significant level of relevant work experience required. Experience in technical selling work, engaging with consultants and technical influencers, application engineering or project management required.
• Relevant balance of technical and commercial skills and experience to be successful working in the space between commercial sales and engineering

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 25, 2024, 1:00:00 AMUnposting Date OngoingOrganization Distribution BusinessRole Category Hybrid - Potential for Partial RemoteRelocation Package IneligibleReq ID: 240001ZB

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