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Cummins Inc. Business Development Director in Nashville, Tennessee

Business Development Director

Description

We are looking for a dynamic, talented Business Development Director to join our team specializing in new business development for our Filtration Corporate Group headquartered in Nashville, TN. The role is designated hybrid , and offers a relocation to Nashville, TN.

This role sits at the intersection of what do our customers need, what can we provide them, and how we manage the product portfolio through the full lifecycle to ensure long-term success for them and us. This role will have significant short- and long-term strategic impact on the filtration business, as it covers:

  • Marketing our product to enhance our brand reputation

  • Product pricing which significantly impacts near term profitability and longer-term sales

  • Product portfolio management through the lifecycle: What’s added to the portfolio and how it is managed

  • Maintaining and growing our business presence in countries and global markets

  • Preparing and delivering business development strategies to globally grow a business and organization

In this role, you will make an impact in the following ways:

  • Responsible for new business growth opportunities in specified regions, markets, or channels. Recommends and implements strategic actions

  • Builds key business initiatives and plans in collaboration with Sales, Marketing, and product leaders to determine strategies targeting growth

  • Uses the business development strategy, knowledge of the product pipeline and local analyses of opportunity to set specific business development goals

  • Defines and adopts, in the target market, a specific stance relative to the competition with the use of market research capabilities

  • Identifies customer needs and priorities to maintain and strengthen understanding of market and competitor trends by developing customer value packages

  • Will lead development of relationships with major new accounts by building relationships at a potential customer's corporate and management team level

  • Collaborates with Regional Sales Leaders to develop opportunities that will enable goal achievement, overseeing account strategies and plans

  • Actively promotes collaborations and removes barriers across Cummins, across sales, and across regions to support conversion of priority opportunities to sales

  • Analyzes, measures, and tracks market sales potential opportunities. Monitors progress toward goals and takes corrective action (e.g., strategy adjustment, re-prioritization) when needed

  • Negotiates major proposals and contracts for new business follow company guidelines

  • Oversees the efficient transition of converted opportunities to an Account Management or support team

  • Leads efforts with internal stakeholders and functions to increase our ability to develop new business

  • Oversees development of processes and procedures to understand competition and to provide input to market lead pricing propositions for designated areas

  • Sets and meets goals for new business development. Formulates and maintains accurate product and sales forecasts; reports these at designated intervals. Oversees/manages annual operational and financial budgets as they relate to organizational objectives

  • Champions initiatives to grow the business through the addition of new customers and/or accelerated adoption of new products. Oversees special projects that have cross-regional implications. Presents business development initiatives and reports to corporate leadership

  • Advises and consults with internal business partners on business development initiatives and plans

Qualifications

To be successful in this role you will need the following:

Marketing: create and enable both customer pull and push: advertising, promotion, social media strategy, growth strategy, tradeshow & sales collateral strategy

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

Communicates effectively: developing and delivering multi-mode communications that convey a clear understanding of the unique needs of different audiences

Strategic mindset: seeing ahead to future possibilities and translating them into breakthrough strategies

Customer focus: building strong customer relationships and delivering customer-centric solutions

Education

  • College, university, or equivalent degree in Marketing, Sales, Engineering, or a related subject, required

  • MBA or equivalent degree highly preferred

Experience

  • Significant strategy experience required including global mining market experience, required

  • Preferred to have additional experience in marine, rail, or oil & gas

  • Understands sales and legislation from a global perspective and the ability to define strategy, create a plan, and execute the plan, required

  • Capable of putting together business cases and prioritizing opportunities, required

  • Needs to have strong communication, presentation, and analytical skills to include strong commercial skills including developing and managing pipelines globally, required

  • Understands customer needs, develops value propositions by closing gaps, and provides solutions to customers, required

  • Capable of working in a matrixed organization, knowing the leader will work across regions and teams globally, required

  • Ability to lead cross-culturally while building relationships, required

  • Responsible for developing and growing relationships with senior leaders of current and potential customers, required

  • The success of this position is about driving growth and thereby growing the team

Compensation and Benefits

Base salary rate commensurate with experience. 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.

Job SALES

Primary Location United States-Tennessee-Nashville-US, TN, Nashville, Filtration Headquarters

Job Type Experienced - Exempt / Office

Recruitment Job Type Exempt - Experienced

Job Posting Sep 14, 2022, 8:41:03 AM

Unposting Date Ongoing

Organization Cummins Filtration

Req ID: 220004SR

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