Skills

Responsible for identifying new business opportunities and implementing specific business development initiatives and tactics within a given product segment, market, region, or channel. (Does not own customer relationship.) Collaborates with Marketing and the Business Development Manager and/or Sales Manager to identify attractive market segments, lines of business, or product lines to pursue. Gathers and analyzes publicly available information and data from Marketing/Market Research to support identification and prioritization of market and product segment opportunities. May attend industry and customer activities to build understanding of the market. Prospects and identifies specific local business opportunities and/or target accounts. May collaborate with Cummins Upstream Influencers to better identify specific prospective accounts and their potential needs. Completes assigned activities that support the analysis, measurement and tracking of business development opportunities. Conducts customer research on target accounts or customer segments. Learns their business terminology and identifies current challenges and emerging needs. Develops/Supports account plans for specific target accounts. Develops, manages and maintains business relationships with assigned potential accounts that allow identification of 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. Interfaces with the customer at appropriate levels and frequency. Develops/Supports new business proposals. May negotiate and close new sales with assigned potential accounts. 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 emerging customer needs and market trends to the Business Development Manager. Develops new product/business forecasts through utilization of Cummins tools and processes (e.g., the Cummins Sales Process, Customer Relationship Management systems). Supports/implements initiatives to grow the business within the assigned market, segment or geography. Supports the overall sales strategy through good communication and coordination across the sales organization. Mentors, motivates, and develops less experienced sales and account team staff.

Financial acumen - Interpreting and applying understanding of key financial indicators to make better business decisions. Drives results - Consistently achieving results, even under tough circumstances.

Ensures accountability - Holding self and others accountable to meet commitments. Plans and aligns - Planning and prioritizing work to meet commitments aligned with organizational goals. Builds networks - Effectively building formal and informal relationship networks inside and outside the organization. Interpersonal savvy - Relating openly and comfortably with diverse groups of people. 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. Intuitive Listening And Adapting Solutions - Translates needs, expectations, or asks from customers, stakeholders, etc. into actionable solutions through active listening and intuition; chooses or produces solutions (e.g. process change, tool, product, service, etc.) to meet or exceed the customers’ or stakeholders’ needs or expectations or to provide value. Market Analysis - Researches information using meaningful and valid sources and data to expand your knowledge of markets; analyzes findings by connecting dots and identifying trends to create a coherent image of the market; summarizes relevant insights by condensing, prioritizing, and translating how these impact our business. Market Positioning - Compiles market overview and trends to build frameworks which provide market insights to the decision making process Prioritizing Market Opportunities - Collaborates with business stakeholders to define criteria and framework for ranking and achieving consensus on market opportunities. 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.

Education, Licenses, Certifications

College, university, or equivalent degree in marketing, sales, technical or a related subject required. This position may require licensing for compliance with export controls or sanctions regulations.

Experience

Intermediate level of relevant work experience required. -High Customer Orientation across critical customer functions – Engineering, Quality / Inspections, purchase -Ability to read and translate specs and technical requirement into business proposal -Capability to progress the projects from concept to salesRevenue driven with ability to fast track execution of Projects -Should be well conversant with contracting and bidding process; Ability to to lead negotiations-To proactively participate in building strategic partner relationships-Account Management - Maximized stakeholders engagement at all levels in the account-Understanding design documentation for better understating to team, precise

cost estimation, accurate project planning and seamless execution. -Experience is working with CFTs within organization and also work with Key Rail stakeholders like RDSO , PU engineering and design teams for document approvals of DPRS Projects.-Strong Techno-commercial acumen working as SME in Propulsion system specialist in Passenger Rail system-Proven track record of successful delivery of DPRS and other related propulsion projects with at least 5-8 years in working as a team members and min 2-3 experience as the team leader -Graduate Electrical Engineer with degree in Management from the premier institute preferred.