Cummins Inc. Power Generation Upstream Influence Manager in Henderson, Colorado

Power Generation Upstream Influence Manager

Description

Power Generation Upstream Influence Manager

No, this isn’t one of those ordinary jobs.

Cummins is a team of dependable, innovative thinkers, who are empowered to generate and deliver solutions for customers, community and environment. Our employees develop their careers through the challenges only a diverse, global innovator can promise. This is a collaborative culture where thinking beyond your desk is more than part of the job. It is the job.

POSITION PURPOSE:

The Power Generation Upstream Influence Manager influences and/or creates demand and preference for the Cummins products, services and solutions by influencing key commercial and technical stakeholders / gatekeepers through providing excellent product and system sales support. The Power Generation Upstream Influence Manager has safety, customer satisfaction, and business responsibilities within corporate office operations.

RESPONSIBILITIES:

SAFETY

  • Know and follow all Company and customer safety rules, including maintaining a safe, clean, and orderly work area, and fully participate in Company accident prevention and safety improvement activities.

CUSTOMER SATISFACTION (Internal and External)

  • Respond to all customer requests courteously and professionally, in a timely and responsive manner.

  • Maintain a clean, professional personal appearance at all times, meeting all Company standards for professional appearance.

  • Team player with skills necessary to build strong relationships with personnel within the Credit Department and internal and external customers is essential.

BUSINESS

  • Develops long-term, strategic business relationships with influencers of sales (Key Influencer Customers [KICs] e.g. architects, naval architects, consulting firms, specialty and general contractors, OEMs, dealers, channel partners...).

  • Actively seeks potential sales opportunities and passes them to sales representatives, inside sales representatives, distribution account managers, sales management, etc. as appropriate.

  • Works to influence specifications and purchasing behaviors within KICs and tracks success of the work.

Builds excellent relationships with KICs’ business executives, internal leadership and technical personnel.

Accountable for being the informed resource for technical assistance to sales and technical support personnel at KIC’s.

  • Acts as the recognized thought leader within the industry, market or territory through publishing or speaking at engagements in/at relevant trade media/meetings.

  • Concentrates on existing targeted firms and individuals while also searching out potential new firms and individuals to influence.

  • Attends site meetings as required.

  • Attends factory project kickoff meetings as required.

  • Fosters the development of new methods, processes, and procedures to resolve highly complex issues.

  • Develops KIC strategies and maintains them in an account plan-like framework and works with key stakeholders in the business to achieve optimum results.

  • Stays current of new techniques relevant to the work being performed; achieves and maintains technical and process competency.

  • Leads, motivates, mentors, and develops technical/process expertise within the salesforce.

  • Roles aligned to this GPP may be eligible for a Sales Compensation program.

OTHER

  • Maintain company and product confidentiality.

  • Attend and participate in all meetings, trainings, and activities as required.

  • Stay apprised of new techniques relevant to the work being performed; achieve and maintain technical competency.

  • Adhere to all Company policies and departmental procedures and rules.

  • All other duties as required.

Qualifications

SKILLS

Communication Skills - Verbal communication and presentation skills utilizing telephone and web technologies. Possesses listening and written communication skills. Can use these skills to accomplish required job tasks. Little support is required to apply these skills effectively.

Focus on Customer Needs - Familiar with key Cummins customers. Awareness and / or knowledge of 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 customer contact to both 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 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.

Account Planning - Is able to develop strategies to grow business, formulate marketing plans, identify support needs and measure progress. Understands what strategies need to be put in place to strengthen customer relationships. Uses the Customer Market Profitability tools that support account planning as well as customer loyalty NPS tools and process.

Product Knowledge - Business-specific knowledge of what Cummins is trying to sell (features, benefits, applications, etc.). Knowledge of products and product lines. Able to represent the features and benefits to sell the products. Able to recognize customer needs and suggest product applications to solve problems and create benefits for the customer. Able to teach others to formulate effective messages and represent the features and benefits of the product.

Service Knowledge - Knowledge of the organizational structure of the Regional Distribution Organizations (RDOs). Familiarity with the services offered by the distribution channel. This includes whole good sales, part sales and distribution, maintenance and repair services, dealer support, and other areas of revenue generation. Can serve as a subject matter trainer/mentor for new department members.

Coach and Develop - Accurately evaluates the strengths and development needs of direct reports; determines the appropriate coaching approach to use based on the situation and the needs of the individual; deliberately sets aside time to coach and develop direct reports; assists direct reports in setting high performance goals and preparing quality individual development plans; provides challenging assignments to facilitate individual development; provides each individual with the tools, knowledge and coaching he or she needs to develop; gives honest, timely and constructive feedback to others on their performance; conducts difficult conversations in a timely way with direct reports who are not performing to expectations or do not demonstrate the core values; invests time in coaching key high potentials, high performers and talent critical to the business; develops mentoring relationships with key talent across the organization.

EXPERIENCE

Significant level of relevant work experience required. Experience in technical sales, application engineering or project management desirable.

Delivers/facilitates continuing education to CSE and EC community: Technical Seminars – L&L’s – Webinars – Industry Events.

Enters potential sales opportunities in Salesforce and communicates the opportunities proactively to others in the organization.

Utilizes Salesforce to track U/I activities and events as well as completed L&L’s and seminars.

Works to influence specific project and CSE master specifications and purchasing behaviors

Attends site/project meetings as required

Develops KIC strategies for key and conquest accounts and documents account plans in Salesforce

Travel requirements: Total Travel up to 25%

Local within Colorado/Front range area 30%-40%

Regional and other areas: approx. 10-20%

EDUCATION, LICENSES, CERTIFICATIONS

University or college degree in the field of Engineering, or an acceptable combination of education and experience. Six Sigma Green Belt Certified a plus.

Candidate must meet all eligibility requirements to drive a Company vehicle, including but not limited to:

  • Must have a current, valid driver's license issued by the state in which they reside.

  • Must have current motor vehicle liability insurance.

  • No convictions for any driving under the influence of alcohol or drugs charges (DUI) within prior 5 years.

  • No greater than three (3) moving violations within prior 12 month period.

  • No greater than 2 avoidable accidents on MVR within prior 3 years.

  • Candidate must be able to pass pre-employment drug testing and meet all physical requirements for the position.

  • If selected, candidates must consider this position as primary employment and hold no other jobs with this Company’s competitors, customers, or suppliers.

PHYSICAL REQUIREMENTS:

  • Must be able to lift 25 pounds occasionally.

Compensation and Benefits:

Compensation: Base salary commensurate with experience.

Benefits: 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 uses E-Verify to confirm the employment eligibility of all newly hired employees. To learn more about E-Verify, including your rights and responsibilities, please visit www.dhs.gov/E-Verify .

Job SALES

Primary Location United States-Colorado-Broomfield-US, CO, Henderson, Cummins Rocky Mountain

Job Type Experienced - Professional / Office

Recruitment Job Type Professional - Experienced

Job Posting Jul 10, 2018, 5:11:36 PM

Unposting Date Ongoing

Req ID: 180003YW