Cummins Inc. Channel Management Manager in Pune, India

Channel Management Manager


Responsible for driving performance of channel partners, by developing standard processes and tools and measuring performance based on common

performance metrics.

Leads cross business unit and cross-functional teams to improve common processes and measurement tools to ensure Company business objectives are appropriately conveyed to channel partners

Manage the implementation and utilization of Distributor Development tools to build capability and measure channel partners’ performance

Manage annual Distributor annual operating plan process globally ensuring Distributor annual operating plan updates are maintained and available to key stakeholders

Manage the Distributor Business Review process

Establish and disseminate schedule and communicate topics, coordinate issues identified and resolution

Manage the implementation of Distribution Development strategies and global Distribution Development initiatives

Coordinates global communications, conferences and councils

Manage processes involving Distributor Evaluation, Distributor Contracts, Distributor Councils and conferences

Coordinates IT processes to support channel enhancements

Aligns dealer certification requirements

Coordinate Distribution processes with other Cummins Business Units

Promote and Coordinate implementation of global policies & procedures that lead to effective sales & delivery such as regulatory compliance and channel branding initiatives

May manage, coach, and mentor professional and hourly staff; provide guidance and direction on problems and issues; delegate works assignments considering employee skills and development needs

Provides input to the annual operating plan for the work area



Channel Awareness - Ability to identify needs of global channel partners to support customers more effectively. Understands the paths to market for Cummins products and communicates to and influences appropriately those within the channel that impact the customer relationship in order to support needs of customers.

Manage Execution - Solid understanding of how to manage execution. Manages the performance of self and others through the use of structured tools. Delegates effectively and regularly with solid support and follow through. Assigns responsibilities; delegates to and empowers others; removes obstacles; allows for and contributes needed resources; coordinates work efforts when necessary; monitors progress.

Market Analysis - Familiar with the primary competition in the market. Aware of regulatory, political, and other environmental pressures currently at work in the market(s) of interest. Understand how to perform or obtain the most critical market information required to develop a specific product/product line plan. Knows the market dynamics such as growth trends, competitive, regulatory, political factors at a micro level required to develop a product/product line strategy. Distill market information down to meaningful summaries using standard tools. Create the understanding of the process that links market research and market analysis.

Focus on Customer Needs - Familiar with key Cummins customers. Knowledge would include business strategies, organizational structures, geographic footprints, financial results, internal processes, and primary needs for effective segmentation. Anticipates customer needs. Takes action to meet customer needs. Continually searches for ways to increase customer satisfaction. Knowledgeable of vital customer information required to make informed business decisions.

Analytical - Able to organize and synthesize data to identify business opportunities. Able to analyze data and perform basic calculations (gross margin, net present value, discounting, price elasticity, breakeven).

Education, Licenses, Certifications

College, university, or equivalent degree


Channel experience is preferred.


Primary Location India-Maharashtra-Pune-India, Pune, IOC Tower A

Job Type Experienced - Professional / Office

Recruitment Job Type Professional - Experienced

Job Posting Jun 19, 2017, 5:51:07 AM

Unposting Date Ongoing

Req ID: 1700029O