Cummins Inc. Manager - Energy Management Business Asia Pacific in Scoresby, Australia
Manager - Energy Management Business Asia Pacific
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.
Manages complexity - Making sense of complex, high quantity, and sometimes contradictory information to effectively solve problems.
Business insight - Applying knowledge of business and the marketplace to advance the organization’s goals.
Financial acumen - Interpreting and applying understanding of key financial indicators to make better business decisions.
Drives results - Consistently achieving results, even under tough circumstances.
Plans and aligns - Planning and prioritizing work to meet commitments aligned with organizational goals.
Builds networks - Effectively building formal and informal relationship networks inside and outside the organization.
Interpersonal savvy - Relating openly and comfortably with diverse groups of people.
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.
Intuitive Listening And Adapting Solutions - Translates needs, expectations, or asks from customers, stakeholders, etc. into actionable solutions through active listening and intuition; chooses or produces solutions (e.g. process change, tool, product, service, etc.) to meet or exceed the customers’ or stakeholders’ needs or expectations or to provide value.
Market Analysis - Researches information using meaningful and valid sources and data to expand your knowledge of markets; analyzes findings by connecting dots and identifying trends to create a coherent image of the market; summarizes relevant insights by condensing, prioritizing, and translating how these impact our business.
Market Positioning - Compiles market overview and trends to build frameworks which provide market insights to the decision making process
Prioritizing Market Opportunities - Collaborates with business stakeholders to define criteria and framework for ranking and achieving consensus on market opportunities.
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.
Education, Licenses, Certifications
College, university, or equivalent degree in sales, marketing, technical or a related subject required.
This position may require licensing for compliance with export controls or sanctions regulations.
Significant level of relevant work experience required. Customer facing experience preferred.
This role in our business will focus on our business development and growth efforts in the energymanagement market space. This will include our focus on natural gas, primepower diesel, hybrid solutions and microgrid market opportunities.
In this role, the incumbent andteam will bring strong strategic focus to the segment and be responsible formarket growth and business development across all regions of Asia Pacific. Thisteam will also have responsibility for the management and development of keystrategic customers and partners within the energy management space. Workingclosely with our independent and joint venture partners will also be crucial toachieve the desired growth.
Business development and revenue growth across Asia Pacific region
Customer and market development to develop innovative solutions for our customers
Key account identification, development and management
Collaboration with functions, team and global segments to drive outcomes supporting business growth
Partnering with sales teams to ensure execution of strategy in day to day sales activities
Thisrole is open to applicants in Melbourne, Brisbane, Perth or Singapore.
Primary Location Australia-Victoria-Melbourne-Australia, Scoresby, Distributor RO BR 900
Job Type Experienced - Exempt / Office
Recruitment Job Type Exempt - Experienced
Job Posting Oct 28, 2021, 6:33:22 PM
Unposting Date Ongoing
Req ID: 210006DJ