Cummins Inc. GenMgr PG App Engineering in San Leandro, California

Requisition Number

17-0064

Post Date

6/1/2017

Title

GenMgr PG App Engineering

City

San Leandro

State

CA

Description

Job Summary

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.

Key Responsibilities

  • 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.

Requirements

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. Lead negotiator on major accounts

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 torecognize 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 coachand 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, knowledgeand 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 corevalues; invests time in coaching key high potentials, high performers and talent critical to the business; develops mentoring relationships with key talent across the organization.

We are an Equal Opportunity Employer and do not discriminate against otherwise qualified applicants on the basis of race, color, creed, religion, ancestry, age, sex, maritalstatus, gender identity, sexual orientation, national origin, disability or handicap, or veteran status. There is no place in Cummins Pacific, LLC for an employee who uses symbols, words, or engages in activities that may reasonably be perceived as denigratingor showing hostility or aversion toward an individual because of the individual's race, color, religion, gender, gender identity, sexual orientation, national origin, age, disability, or other status protected by law, or because of the status of the individual'srelatives, friends, or associates.


  • Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities.

  • Please view Equal Employment Opportunity Posters provided by OFCCP here at http://www.dol.gov/ofccp/regs/compliance/posters/ofccpost.htm .

  • The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have accessto the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosureis (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor's legal duty to furnish information. 41CFR 60-1.35(c)