Cummins Inc. Business Development Manager 业务发展经理 in Beijing, China
Business Development Manager 业务发展经理
Responsible for identifying new business opportunities and implementing specific business development initiatives and tactics within a given product segment, market, region, or channel. (Does not own customer relationship.)
Collaborates with Marketing and the Business Development Manager and/or Sales Manager to identify attractive market segments, lines of business, or product lines to pursue.
Gathers and analyzes publicly available information and data from Marketing/Market Research to support identification and prioritization of market and product segment opportunities. May attend industry and customer activities to build understanding of the market.
Prospects and identifies specific local business opportunities and/or target accounts. May collaborate with Cummins Upstream Influencers to better identify specific prospective accounts and their potential needs.
Completes assigned activities that support the analysis, measurement and tracking of business development opportunities.
Conducts customer research on target accounts or customer segments. Learns their business terminology and identifies current challenges and emerging needs. Develops/Supports account plans for specific target accounts.
Develops, manages and maintains business relationships with assigned potential accounts that allow identification of 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. Interfaces with the customer at appropriate levels and frequency.
Develops/Supports new business proposals. May negotiate and close new sales with assigned potential accounts.
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 emerging customer needs and market trends to the Business Development Manager.
Develops new product/business forecasts through utilization of Cummins tools and processes (e.g., the Cummins Sales Process, Customer Relationship Management systems).
Supports/implements initiatives to grow the business within the assigned market, segment or geography.
Supports the overall sales strategy through good communication and coordination across the sales organization.
Mentors, motivates, and develops less experienced sales and account team staff.
Financial acumen - Interpreting and applying understanding of key financial indicators to make better business decisions.
Customer focus - Building strong customer relationships and delivering customer-centric solutions.
Drives results - Consistently achieving results, even under tough circumstances.
Ensures accountability - Holding self and others accountable to meet commitments.
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 marketing, sales, technical or a related subject required, or an acceptable combination of education and experience.
This position may require licensing for compliance with export controls or sanctions regulations.
Intermediate level of relevant work experience required.
Gather and analyze macro information and data to support identification and prioritization of market segment opportunities.Collaborates with marketing and strategy counterparts to identify attractive market segments, lines of business, or product lines to pursue.Lead the overall business strategy development through good communication and coordination across the Power Segment sales and service team. Responsible for power segment annual aftermarket outlook report refresh and long-term business simulation development.Lead market segment annual commercial policy development and update and AOP development of Power Business Segment.Collaborate with related function and teams to identify new business opportunities and implement specific business development initiatives and projects within identified market segment or product line. Conduct customer research on target key accounts or customer segments. Learn and grasp customers’ business demand and identify current challenges and emerging needs. Support account plan development for specific target accounts.Set up regular meetings with power segment business team to communicate emerging customer needs and market trends.Assures good communication and coordination between account management, field sales, upstream influencers, sales management, inside sales and sales analysts to attain the goals of the sales strategy and culture
Primary Location China-Beijing-Beijing-China, Beijing, CEBJ
Job Type Experienced - Exempt / Office
Recruitment Job Type Exempt - Experienced
Job Posting May 12, 2022, 9:09:03 PM
Unposting Date Ongoing
Organization Distribution Business
Req ID: 220003EL