Job Description

Sales Manager - PowerGen

In this role, you will be developing, managing, and maintaining business relationships with assigned accounts in the region supporting the organization's sales strategy.

About the role:

Working in close collaboration with the regional sales team you`ll be involved in expanding existing customer relationships and executing account sales plans in support of business strategy across the region.

You will also be:

• Managing sales for the company`s products (spare parts) and services throughout the sales cycle with direct customers in the region.

• Manage and develop the existing dealer sales network, ensuring alignment with Cummins PowerGen sales strategy and targets

• Supporting key opportunities and strategic accounts

• Develop and prepare generator set configurations in accordance with customer requirements, RFQ’s and application needs

• Maintain strong market knowledge, including customer segments, applications, and industry trends

• Conduct market and competitor analysis to identify risks, opportunities and positioning strategies

• Manage the full sales cycle and track opportunities in CRM (Salesforce), ensuring data accuracy, forecasting, and reporting to PG sales team in AME

• Support customers’ requirements and inquiries in the region:
  • Provide commercial offers as per Customer requests.
  • Coordinate the cost of service with Clients.
  • Calculate the cost of services.
  • Managing RFQs / creating quotations according to customer requirements and company maintenance recommendations.
  • Prepare Long-Terms Maintenance Contracts, LTSA
• Negotiate proposals and terms and conditions with customers etc.
  Strengthens current customer relationships that enable identification of a customer’s needs, business model, and buying process:

• Participate in negotiations and resolve disputes with Clients.

• Improve Customer loyalty by meeting their needs by following the core standards of the CSE (Customer Support Excellence) program.

• Drives sales, achieving sales targets and ensuring customer satisfaction. Deliver Sales and Prime Margin Annual Operation Plan (AOP).

• Compile forecasts and sales plans for repair services for the coming financial period.

• Leads, manages and coordinates communication and interfaces with the customer at appropriate levels.

• Supports account strategy and works with key stakeholders in the business to achieve optimum results.

• Responsible for measuring customer satisfaction and creating action plans to improve satisfaction based on data.

• Manages accounts receivable deliverables including payment terms negotiation discussions.

• Ensure compliance with the law of the activities of the Company and protect its interests.

• Conduct an economic analysis of the market for the provision of services with the development of a competitive cost for such a service from the Company.

About you:

You will ideally have sales or account management experience within a Mining, O&G, power generation (engines, generators), or heavy machinery industries, however, if you enjoy and can evidence a high level of attention to detail, resiliency, and strong communication skills along with an interest in managing complex accounts in the international environment, we’d love to hear from you. Here are some of the other skills and competencies we’d like you to have:

• BA degree in Marketing, Sales, Technical, or a related discipline;

• MA and (or) MBA degree in the Marketing, Sales disciplines, or social discipline is a plus;

• Extended professional experience in Sales Management, Business Development and/or Account management, including previous customer and/or product experience;

• Experience in working within the Mining, O&G, power generation (engines, generators), or heavy machinery industries;

• Fluency in English, as this is our main business language, along with any other languages

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.