Cummins US & Canada

Job Information

Cummins Inc. Business Development and Sales Manager - Electrolyzers - West Coast US in Sacramento, California

Business Development and Sales Manager - Electrolyzers - West Coast US


Business Development and Sales Manager - Electrolyzers - West Coast US

We are looking for a talented Business Development and Sales Manager - Electrolyzers to join our West Coast US team specializing in Sales for our New Power Business Unit in Sacramento, CA / your remote home office.

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

Prospects, develops and captures new opportunities with large, complex accounts.

Develops/Executes account strategies and plans to build customer relationships and achieve revenue and profitability goals within a large assigned sales territory, high complexity segment and/or complex market.

Develops opportunities to increase sales by identifying and researching markets and/or segments with high potential opportunity.

Evaluates opportunities by researching and contacting prospective customers.

Develops and executes account strategies and plans for top prospects.

Builds and maintains positive customer relationships at various levels within complex accounts, to enable identification of a customer’s needs, business model and buying process.

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

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.

Education, Licenses, Certifications

Required: University or college degree in the field of Sales or Marketing or an acceptable combination of experience and education. MBA a plus but not required.

This position may require licensing for compliance with export controls or sanctions regulations.


Significant level of relevant work experience required for this senior position. Extensive experience in Field Sales or Sales Management is desirable.

  • Strong technical background on industrial processes

  • Hydrogen industry experience recommended

  • Responsibility for covering large complex territories, eg. partial US regions

  • Understanding on funding opportunities at a state and/or federal level

  • Experience working in trade shows organizations

  • Ability to work in global teams (differing time zones and cultures)

  • 100% remote, with periodic travel to various internal sites

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.


Primary Location United States-California-Sacramento-US, CA, Sacramento, French Road Office

Job Type Experienced - Exempt / Office

Recruitment Job Type Exempt - Experienced

Job Posting Jan 26, 2023, 7:50:20 AM

Unposting Date Ongoing

Organization New Power Business

Req ID: 220009I1