Cummins Inc. BUSINESS DEVELOPMENT MANAGER - Transit/Bus in Indianapolis, Indiana
BUSINESS DEVELOPMENT MANAGER - Transit/Bus
Business Development Project Manager - Transit/Bus
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We are looking for a talented Business Development Project Manager - Transit/Bus to join our team.
In this role, you will make an impact in the following ways:
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.
Sense Making - Through a series of diagnostic and probing questions and research, develops and/or supports an intimate understanding of the customer needs, behaviors, and/or their buying journey. Synthesizes complex information from internal and external resources to deliver tailored solutions for the internal or external customer.
Account Planning - Identifies objectives to drive execution of business and/or account strategy by reviewing the status relative to where it needs to be and enabling tracking of progress against targets.
Adapts to target audience - Explains complex topics (significant technical data, subject matter expertise, etc.) in such a way that the target audience (e.g. sales professionals, customers, training vendors, etc.) can understand, retain, and use the information
Developing Account Strategy - Determines current status of account in terms of relationship, financial, product competitiveness, barriers, quality, and service and defining desired future state by balancing customer requirements and business capabilities in order to define achievable targets aligned with the business strategy.
Integrates Customer Perspective - Incorporates an understanding of the customers' perspective on our products and sales efforts to develop sales content that improves our ability to meet their needs and increase revenue.
Sales Forecasting - Collects and assesses customer data from internal and external sources; compares against historical data to determine useful inputs and create a forecast of future consumption patterns.
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.
Builds effective teams - Building strong-identity teams that apply their diverse skills and perspectives to achieve common goals.
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.
Pricing Strategy - Develops prices by aligning and building consensus with key stakeholders across functions to achieve business targets.
Channel Awareness - Explains and contextualizes industry structure, dynamics, and path to market in order to advance organizational goals.
Business insight - Applying knowledge of business and the marketplace to advance the organization’s goals.
Communicates effectively - Developing and delivering multi-mode communications that convey a clear understanding of the unique needs of different audiences.
Education, Licenses, Certifications
- College, university, or equivalent degree in sales, marketing, technical or a related subject required, or an acceptable combination of education and experience.
Customer facing experience preferred.
Charter and deliver projects to KPI targets and financial goals for Business Development
Fill gaps and reduce burdens in project support for on highway sales and operations teams while delivering on critical strategies (ex: 268 MLO, 238 Gillig warrantable expanded service)
Partner with cross-functional teams and customers to resolve issues that affect the sales, installation, and utilization of CMI products within a project
Recommend improvements in products and services that can result in cost reductions and or increased sales and service opportunities for all business units
Provide project management resources and skills for identified on highway UI projects
Provide sustainability ownership option for transit/bus transformation and or strategic growth initiative projects
Drive stronger up-stream influencing by leading and coordinating customer's projects successfully to drive higher sales and service business.
Participate in early aspects and requirements for project opportunities by coordinating cross-functional teams to ensure WIN over LOSS.
Engage with CSSNA project management counterparts to build knowledge sharing partnerships and best practices for project management.
Lead, coach and develop Transit Support Team to manage quotation and project management related activities for transit business while continuing to deliver the growth across CSSNA.
Self Motivated - Able to stay agile and positive when responding to changing requirements, evolving expectations and some level of ambiguity.
Strong Communication Skills - Written, listening, speaking and presentation. Solid verbal & written skills and interpersonal skills including the ability to interface at all levels within an organization and with external customers. The ideal candidate would show confidence in this area and have a history of relatable experiences at various levels in an organization.
Strong Data Analytics Skills - Capable of using tools such as Excel(pivot table), SalesForce to analyze a problem, draw conclusions and make recommendations for solutions.
Solutions minded - we are looking for individuals who demonstrate resourcefulness in finding solutions to problems, externally and internally. It's also about striving to consistently create positive experiences/solutions for our internal/external customers to develop long-term rapport and business relationship.
Conflict resolution skills - we are looking for individual's who can actively listen and objectively provide feedback/guidance to internal/external stakeholders in times of conflict. This requires a great deal of emotional intelligence and self-awareness.
Organizational savvy - good stewards of our brand, resources and leadership behaviors.
Ability to adhere to and model ethical behavior and support the Right Environment
Compensation and Benefits
Salary range is $112,000 - $140,000. Please note that the salary range provided is a good faith estimate on the applicable range. The final salary offer will be determined after taking into account relevant factors, including a candidate’s qualifications and experience, where appropriate.
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.
Primary Location United States-Indiana-Indianapolis-US, IN, Indianapolis, Cummins DBU Headquarters
Job Type Experienced - Exempt / Office
Recruitment Job Type Exempt - Experienced
Job Posting May 22, 2023, 12:00:00 AM
Unposting Date Ongoing
Organization Distribution Business
Role Category Hybrid - Potential for Partial Remote
Req ID: 230004LQ