Business Development Specialist - Senior

  • Career Path: Sales
  • Organization: Cummins Inc.
  • Role Category: Hybrid
  • Job Type: Exempt - Experienced
  • ReqID: 2415866
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DESCRIPTION

Key Responsibilities

  • Collaborate with Marketing, Business Development Manager, and Sales Manager to identify and prioritize attractive market segments and product lines.

  • Analyze market data and trends using internal tools and publicly available information to support opportunity identification.

  • Attend industry events and customer activities to build market understanding.

  • Prospect and identify local business opportunities and target accounts.

  • Conduct customer research to understand business models, challenges, and emerging needs.

  • Develop and support account plans for target accounts.

  • Build and maintain relationships with potential accounts to understand customer needs and priorities.

  • Support the development of business proposals and, where applicable, negotiate and close new sales.

  • Ensure smooth hand-off of new accounts to Account Managers with detailed customer insights.

  • Communicate emerging customer needs and market trends to internal stakeholders.

  • Develop forecasts using Cummins tools and CRM systems.

  • Support and implement initiatives to grow the business in assigned markets.

  • Mentor and support junior sales and account team members.

RESPONSIBILITIES

Qualifications

  • Bachelor’s degree in Engineering (BE/BTech) from a reputed institution.

  • MBA or equivalent management qualification is preferred.

  • Licensing may be required for compliance with export controls or sanctions regulations.

Core Competencies

  • Communicates Effectively : Tailors communication to different audiences for clarity and impact.

  • Customer Focus : Builds strong relationships and delivers customer-centric solutions.

  • Articulating Value Proposition : Demonstrates product strengths aligned with customer needs.

  • Channel Awareness : Understands industry dynamics and market pathways.

  • Market Analysis : Synthesizes data to identify trends and opportunities.

  • Pricing Strategy : Aligns pricing with business goals and stakeholder consensus.

  • Account Planning : Develops and tracks strategic account objectives.

  • Adapts to Target Audience : Simplifies complex topics for diverse stakeholders.

  • Developing Account Strategy : Balances customer needs with business capabilities.

  • Integrates Customer Perspective : Enhances sales content with customer insights.

  • Sales Forecasting : Uses data to predict future consumption patterns.

  • Sales Pipeline Management : Evaluates and adjusts sales strategies based on pipeline health.

  • Sense Making : Synthesizes information to deliver tailored customer solutions.

  • Values Differences : Embraces diverse perspectives and cultural backgrounds.

QUALIFICATIONS

Experience

  • 8–10 years of experience in Sales, Marketing, and Business Development.

  • Proven track record in B2B environments, preferably within the Oil & Gas sector.

Skills

  • Strong analytical and research skills.

  • Excellent interpersonal and communication abilities.

  • Strategic thinking and problem-solving.

  • Proficiency in CRM systems and sales tools.

  • Ability to work cross-functionally and influence without authority.

As Cummins continues to grow, you'll be provided with continuous learning opportunities, supportive benefits and a culture that values your wellbeing, safety and work-life balance. Here, you'll have the power to determine your future with innovative technology, a focus on sustainability and with a company positioned for long-term growth.

Cummins is an equal opportunity employer. Our policy is to provide equal employment opportunities to all qualified persons without regard to race, sex, color, disability, national origin, age, religion, union affiliation, sexual orientation, veteran status, citizenship, gender identity, or other status protected by law.

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