Business Development Manager

DESCRIPTIONBusiness Development ManagerOur culture believes in POWERING YOUR POTENTIAL . We provide global opportunities to develop your career, make your community a better place and work with today’s most innovative thinkers to solve the world’s toughest problems.We believe in flexibility for you to explore your passions while making an impact through meaningful work within our inclusive workforce. That’s what #LifeAtCummins is all about.We are looking for a talented Business Development Manager to join our team specializing in Sales for our CSSNA Industrial Business Segment in Indianapolis, IN / your remote home office.In this role, you will make an impact in the following ways:

Responsible for opportunity management which includes identifying new growth opportunities and managing new business growth for a key market segment or in a specified region or channel.

Works with Sales, Marketing, and product leaders to identify strategies targeting growth, for example by participating in efforts such as strategy workshops.

Uses market and competitor research and local market knowledge to identify and prioritize market or product segment opportunities.

Conducts industry and customer activities (e.g., attending trade shows, conferences, customer events) to better evaluate opportunities.

Prospects and identifies specific and significant business opportunities and/or target accounts.

May collaborate with Cummins Upstream Influencers (or may perform upstream influencing) to better prioritize specific prospective accounts and their potential needs.

Collaborates 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, products, etc.

Builds and maintains a deep understanding of customer needs, market trends, and the customers' business environment.

Develops and implements account strategies and plans for high-priority business development accounts or opportunities.

Develops, strengthens and expands business relationships within potential/target accounts.

Identifies customers' perceived needs and priorities.

Helps customers identify the differential advantage of Cummins solutions.

For specific target accounts, determines their business model and buying process.

Leads, manages, and coordinates communication and interfaces with the customer at appropriate levels.

Develops proposals for new business (e.g., with specific and significant new accounts or for programs to attract new customers or expand channel penetration).

For specific accounts, conducts negotiations according to company guidelines and closes new sales.

If closing sales with a net new account, ensures effective hand-off to an Account Manager, for example sharing information about the customer’s needs, business model, and buying process.

Communicates with stakeholders and functions on emerging customer needs, market trends, and how to potentially increase our ability to win the business.

Builds/Implements processes and procedures to understand competition and to provide input to market lead pricing propositions for designated areas.

Meets segment, region, or channel goals for new business development.

Develops new product/business forecasts through utilization of Cummins tools and processes (e.g., the Cummins Sales Process, Customer Relationship Management systems).

Presents periodic business development reports to leadership.

Champions initiatives to grow the business through the addition of new customers and/or accelerated adoption of new products.

Manages special projects that have cross-regional implications.

Supports cross-business unit account development and strategy.

Collaborates with internal business managers 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.

Responsible for opportunity management which includes identifying new growth opportunities and managing new business growth for a key market segment or in a specified region or channel.Works with Sales, Marketing, and product leaders to identify strategies targeting growth, for example by participating in efforts such as strategy workshops.Uses market and competitor research and local market knowledge to identify and prioritize market or product segment opportunities. Conducts industry and customer activities (e.g., attending trade shows, conferences, customer events) to better evaluate opportunities.Prospects and identifies specific and significant business opportunities and/or target accounts. May collaborate with Cummins Upstream Influencers (or may perform upstream influencing) to better prioritize specific prospective accounts and their potential needs.Collaborates 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, products, etc.Builds and maintains a deep understanding of customer needs, market trends, and the customers' business environment. Develops and implements account strategies and plans for high-priority business development accounts or opportunities.Develops, strengthens and expands business relationships within potential/target accounts. Identifies customers' perceived needs and priorities. Helps customers identify the differential advantage of Cummins solutions. For specific target accounts, determines their business model and buying process. Leads, manages, and coordinates communication and interfaces with the customer at appropriate levels.Develops proposals for new business (e.g., with specific and significant new accounts or for programs to attract new customers or expand channel penetration). For specific accounts, conducts negotiations according to company guidelines and closes new sales.If closing sales with a net new account, ensures effective hand-off to an Account Manager, for example sharing information about the customer’s needs, business model, and buying process.Communicates with stakeholders and functions on emerging customer needs, market trends, and how to potentially increase our ability to win the business. Builds/Implements processes and procedures to understand competition and to provide input to market lead pricing propositions for designated areas.Meets segment, region, or channel goals for new business development. Develops new product/business forecasts through utilization of Cummins tools and processes (e.g., the Cummins Sales Process, Customer Relationship Management systems). Presents periodic business development reports to leadership.Champions initiatives to grow the business through the addition of new customers and/or accelerated adoption of new products. Manages special projects that have cross-regional implications.Supports cross-business unit account development and strategy. Collaborates with internal business managers 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.QUALIFICATIONSSkills

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.

Business insight - Applying knowledge of business and the marketplace to advance the organization’s 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.

Education, Licenses, Certifications

College, university, or equivalent degree in sales, marketing, technical or a related subject required, or an acceptable combination of education and experience.

Experience

Significant level of relevant work experience required.

Customer facing experience preferred.

The Manager of Rail Business Development will report directly to the Vice President of Business Development and is primarily responsible for developing and executing the Rail strategy across the North American market.

he preponderance of the work involves developing relationships with Industrial Shippers, Short Line Railroads, and Holding Companies in an effort to encourage each company to specify Cummins power within the grant applications that are utilized to obtain government funding for diesel modernization projects.

The role requires a consultative approach to working with prospective customers as they navigate the complexities of government funding programs.

The ideal candidate will be familiar with the Rail industry and will have an understanding of the decision-making processes involved with government-funded capital projects.

The Manager will have ultimate responsibility for ensuring a specified dollar amount of Rail Power Modules are invoiced each year, and that the volume of opportunities in the pipeline is sufficient to support targets for future years.

The Manager will collaboratively engage with the teams from PSBU, Engineering, Product Management, Marketing, Supply Chain, and Manufacturing to ensure the product is optimally designed and certified for its intended use and that it is delivered in accordance with customer refurbishment plans.

Additionally, the Manager will carry responsibility for ensuring the Operations and Product Support teams are sufficiently prepared to support delivered product.

Compensation and BenefitsBase salary rate commensurate with experience, range: $114,400.00 - 171,600.00. Please note that the salary range provided is a good faith estimate on the applicable range. The final salary offer will be determined after considering relevant factors, including a candidate’s qualifications and experience, where appropriate. Additional benefits vary between locations and include options such as our 401(k) Retirement Savings Plan, Cash Balance Pension Plan, Medical/Dental/Life Insurance, Health Savings Account, Domestic Partners Coverage, and a full complement of personal and professional benefits.Cummins and E-VerifyAt Cummins, we are an equal opportunity and affirmative action employer dedicated to diversity in the workplace. Our policy is to provide equal employment opportunities to all qualified persons without regard to race, gender, color, disability, national origin, age, religion, union affiliation, sexual orientation, veteran status, citizenship, gender identity and/or expression, or other status protected by law. Cummins validates right to work using E-Verify. Cummins will provide the Social Security Administration (SSA) and, if necessary, the Department of Homeland Security (DHS), with information from each new employee’s Form I-9 to confirm work authorization.Job SalesOrganization Cummins Inc.Role CategoryJob Type Exempt - ExperiencedReqID 240002K4Cummins and E-VerifyAt Cummins, we are an equal opportunity and affirmative action employer dedicated to diversity in the workplace. Our policy is to provide equal employment opportunities to all qualified persons without regard to race, gender, color, disability, national origin, age, religion, union affiliation, sexual orientation, veteran status, citizenship, gender identity and/or expression, or other status protected by law. Cummins validates the right to work using E-Verify and will provide the Social Security Administration (SSA) and, if necessary, the Department of Homeland Security (DHS), with information from each new employee’s Form I-9 to confirm work authorization. Visit http://EEOC.gov to know your rights on workplace discrimination.