Cummins Inc. Vice President, Power Generation in Renton, Washington
Vice President, Power Generation
VP, Power Generation
Cummins is a place big enough to coach and develop a global workforce and create the world’s leading clean, engine technology. We’re also small enough for you to find your fit and personal passion with a team of dependable, innovative thinkers who are developing their careers within a diverse, inclusive, empowering environment.
Learn more about this role and how you can begin Working Right .
Our Distribution Business consists of 17 company-owned distributors and 10 joint ventures, covering 90 countries and territories through 233 locations. Through this network, trained personnel sell and distribute Cummins-branded products, related services and broader solutions such as maintenance contracts, engineering services and customized integrated products. Our integrated businesses demand the talents and creativity of individuals with a wide range of skills and experience.
This is an excitingopportunity in Seattle (Renton), WA for a VP, Power Generation. This role may also be located LA (Irvine), Oakland (San Leandro) or Portland.
This position is the most senior person responsible for sales revenue in a market or region. All sales people within the market or region report to this position via dotted or solid line and is on the leadership team of the market or region. This position manages a large sales operations organization and is responsible for $100 - $300 million in sales activity for multiple market/product segments. This position has greater than 10% of sales and margin impact within the business entity.
Your impact will happen in these and other ways:
Oversees the sales force is working safely and the Cummins Culture of Safety is present and strong.
Consistently delivers profitable growth by providing our customers with valued Cummins solutions by working with and through the entire sales force.
Sets and achieves sales goals associated with revenue and profit targets.
Sets strategic approach to sales and approves development and implementation sales objectives, strategies and promotional programs and holds their direct and dotted line teams accountable for the execution.
Sets strategic approach to identify and pursue growth opportunities and holds their direct and dotted line teams accountable for the execution.
Coaches, develops and motivates sales staff; provides guidance and direction on problems and issues; delegates work assignments considering employee skills and development needs.
Identifies function and department issues, problems, and opportunities to support continuous process improvement initiatives.
Drives utilization of Cummins tools and processes (i.e. Customer Relationship Management, Customer Focus Six Sigma).
Provides accurate reporting and forecasting of sales demands to the entity leadership team and to regional and/or global sales leadership. This is accomplished through utilization of Cummins tools and processes (i.e. common sales cycle, Customer Relationship Management Systems).
Manages the development of new methods, processes, and procedures; resolves highly complex issues.
Develops and manages sales (revenue and prime margin metrics at a minimum) and manages spending AOP budgets, financial controls, and risk ensuring operations are executed efficiently and within established budgets.
Assures good communication and coordination between account management, field sales, upstream influencers, sales management, inside sales and sales analysts (as applicable) to attain the goals of the sales strategy and culture, management of customers, sales talent management and sales operations.
Experience in sales, sales management is needed. Experience in strategy, large organization management/budget holding, product, technical roles beneficial.
Significant travel may be required and power generation industry experience is required.
Focus on Customer Needs - Able to train specialists. Knowledge of competitive alternatives. Able to directly influence the customer’s response to those alternatives. Leading authority of key Cummins customers. Knowledge would include business strategies, organizational structures, geographic footprints, financial results, internal processes, and primary needs for effective segmentation. Anticipates and 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. Able to leverage network of customer contacts to attain customer specific information listed above as well as to attain customer specific information to provide a match between Customer needs and Cummins offerings to maximize sales opportunities. Consistently demonstrates ability to establish rapport, meet commitments, and develop effective working relationships with customers.
Sales Calls - Thorough understanding of sales process. Able to set tactical sales goals and to formulate sales call plans, conduct calls according to plans, gather information to strengthen the sales position and progress through the sales process accordingly. Utilizes appointment and customer contact management software. Able to formulate sales call plans, conduct calls according to plans, gather information and negotiate terms of sale. Able to coach others.
Manage Customer Relationships - Develops rapport, builds trust, and creates value in relationships with customers and channel partners. Identifies decision makers and those influential in the decision process and effectively communicates with them. In managing this relationship, displays core values and is able to drive toward understanding and addressing customer needs. User proficiency level plus, manages customer interactions and relationships to maximize sales opportunities. Able to coach others to develop effective contact management habits. Consistently demonstrates ability to establish rapport, meet commitments, and develop effective working relationships with customers.
Manage Customer Disagreements - Manages customer conflicts and disagreements through collaborative resolution. Can coach others on managing disagreements or may be brought in to help resolve difficult situations.
Sales Negotiation - Identifies, recognizes, and uses negotiating tactics. Understands and knows how to develop and leverage power in a negotiation. Can coach others on the utilization of negotiating skills. Uses the Customer Market Profitability tools that support customer negotiations. Lead negotiator on major accounts.
Product Knowledge - Knowledge of Cummins and competitor products/services and product/service lines. Able to represent the features and benefits to sell the products and services. Able to recognize customer needs and suggest product applications to solve problems and create benefits for the customer.
Account Team Leadership - In depth knowledge of systems and processes designed to deliver goods to customers and support customer needs. Able to direct others to use the systems, processes and support organization to support customer needs and deliver to customer expectations. Uses the Customer Market Profitability tools that support account management.
Channel Awareness - Ability to facilitate work with channel management organization and channel partners to more effectively meet the customer's needs.
Reporting and Forecasting - Able to accurately report actual and project future sales and margin results by a relevant segmentation (i.e. product line, territory, customer or market segment).
Financial Understanding - Leading authority on SOX. Capable of interpreting business level and product line P&L statements. Able to understand financial drivers and their impact on the business.
Education, Licenses, Certifications
University or college degree with an MBA.
Professional engineer certification preferred.
Compensation and Benefits
Base annual salary commensurate with experience plus annual variable compensation. 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-verify
At 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.
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Primary Location United States-Washington-Seattle-US, WA, Renton, Cummins Northwest Oakesdale
Job Type Experienced - Professional / Office
Recruitment Job Type Professional - Experienced
Job Posting Jun 20, 2017, 9:21:05 AM
Unposting Date Ongoing
Req ID: 170002VG