Technical Sales Leader, Power Generation
Job details
Work Type: Hybrid - Potential for Partial Remote Our culture believes in Powering Your Potential . We provide global opportunities to develop your career, make your community a better place and work with today’s most innovative thinkers to solve the world’s toughest problems. We believe in flexibility for you to explore your passions while making an impact through meaningful work within our inclusive workforce. That’s what #LifeAtCummins is all about. Technical Sales Leader, Power Generation Description Technical Sales Leader, Power Generation We believe in flexibility for you to explore your passions while making an impact through meaningful work within our inclusive workforce. That’s what #LifeAtCummins is all about. We are looking for a talented Technical Sales Leader, Power Generation to join our team in Tuas South, Singapore . Based on candidate's location, multiple location option is available (Singapore OR Australia). In this role, you will make an impact in the following ways: Influences and/or creates demand and preference for Cummins products, services, and solutions by influencing key commercial and technical stakeholders through providing excellent product and system technical sales support. Develops long-term, cross region strategic business relationships with key influencers of technical specifications and sales (Key Influencer Customers such as architects, design engineers, design consultancy owners, specialty, and general contractors, strategic accounts, channel partners). Builds excellent relationships and trust with Key Influencer Customers’ business leadership,and technical personnel. Sets the strategic approach, e.g., existing targeted firms and individuals while also searching out potential new firms and individuals to influence. Identifies Key Influencer Customer needs/priorities. Accountable for being the subject matter expert for technical assistance to sales and technical support personnel at Key Influencer Customers (e.g., understand the different codes and standards applicable to each product / region, help them make sense of data on Cummins solutions). Attends site meetings as required. Reports activities and potential sales opportunities in the CRM system. Ensures that the team's opportunities are consistently reported and tracked. Collaborates with local selling roles and passes opportunities to the relevant Sales Manager or Sales Executive. Lead self and team to influence product/project specifications and purchasing behaviors within key consulting firms and major accounts. Tracks activities and success of this work. Achieves and maintains technical and process competency; stays current on new techniques relevant to the work being performed. Fosters the development of new methods, processes, and procedures to resolve highly complex issues. Leads, motivates, mentors, and develops technical/process expertise within the sales team. Develops influencing strategies through technical selling and maintains them in an account plan-like framework. Develops/oversees efforts to understand how customers perceive the team's performance and credibility as an influence. Works with key stakeholders in the business to achieve optimum results. Build professional profile and acts as the recognized thought leader within the industry, market, or territory, for example through publishing in trade media or speaking at relevant trade meetings. Engages and collaborates strongly with sales, project management and engineering teams as needed Act as a champion for the voice of the customer within the business, recognizing technical trends and changes within markets and customers. Works closely with the sales organization to understand business needs and targets such as the annual sales plan, gross margin objectives, market share, etc. May mentor or manage sales function personnel. If he/she has direct reports, conducts the following activities, or ensures they are conducted by another manager: sets goals for training and development, performance, and career planning. Provides ongoing, consistent coaching and development. Delegates work assignments considering employee skills and development needs. Identifies department issues, problems, and opportunities to support continuous improvement initiatives. The leader and team will bring strong and proactive focus to our upstream technical influencing efforts. Working in partnership with consultants and other key technical influencers and decision makers to position Cummins favorably within technical specifications is a major area of opportunity for us. Building a position of technical thought leadership strength and excellence across our market in this area has a direct impact on higher sales win rates on key projects. 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. Integrates Customer Perspective - Incorporates an understanding of the customers’ or consultants’ perspective on our products and develop technical solution content that improves our ability to meet their needs. Sales Pipeline Management - Plans proactively for successful execution of technical selling strategies and plans based on current project pipeline; evaluates pipeline health (size, contents, progress); adjusts strategy, plans, or high impact activities; accordingly, as applicable coaches’ team in order to achieve sales and business objectives. Builds effective teams - Building strong-identity teams that apply their diverse skills and perspectives to achieve common goals. 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. Channel Awareness - Explains and contextualizes industry structure, dynamics, and path to market in order to advance organizational goals. Communicates effectively - Developing and delivering multi-mode communications that convey a clear understanding of the unique needs of different audiences. Customer focus - Building strong customer relationships and delivering customer-centric solutions. Plans and aligns - Planning and prioritizing work to meet commitments aligned with organizational goals. University or college degree in the field of engineering (preferably electrical), or an acceptable combination of education and experience. Significant level of relevant work experience required. Experience in technical selling work, engaging with consultants and technical influencers, application engineering or project management required. Relevant balance of technical and commercial skills and experience to be successful working in the space between commercial sales and engineering Compensation and Benefits
- Salary rate commensurate with experience. Flexi benefits, Variable Compensation (bonus). Annual Salary Review. Life Insurance. Medical, Dental / Hospitalization Insurance.
BENEFITS OVERVIEW
Benefits and perks listed below may vary depending on the nature of your employment with Cummins and the country where you work.FINANCIAL WELLNESS
As a Cummins employee your retirement savings plan / pension plan / superannuation will power your path to retirement and improve your financial future.HEALTH & WELLNESS
Your wellbeing is important to us. You and your family will be cared for through comprehensive health care benefits.CONTINUING EDUCATION
Whether starting or completing a degree, you will be supported by tuition reimbursement opportunities or full funding.PAID INCENTIVE
You will receive annual merit and profit sharing based on individual and company performance.DIVERSITY & INCLUSION
We celebrate diverse perspectives and you will be part of building a more diverse workforce to enhance our competitive position and enrich our culture.WORK-LIFE FLEXIBILITY
Your energy and commitment will be recognized through paid vacation and holidays, parental leave, adoption assistance, flexible work environments and more.EVERY EMPLOYEE, EVERY COMMUNITY
You are empowered to volunteer at least four hours per year on company time, to give back to the communities where you work and live.DEVELOPMENT AND GROWTH
You will learn and grow through training and hands-on experience in an environment that values curiosity and developing talent for the future. PLEASE BE ADVISED: Cummins has been made aware that there are a number of scams that take advantage of job seekers in a variety of ways. Depending on the scam, scammers look to collect confidential information to use for identity theft or try to get money from job seekers during the recruitment process. Cummins will never ask for money during the application, recruitment, or on-boarding process. To learn more about the most common job scams, tips on how to avoid being scammed and federal reporting procedures, please visit consumer.ftc.gov/articles/0243-job-scams. #J-18808-LjbffrApply safely
To stay safe in your job search, information on common scams and to get free expert advice, we recommend that you visit SAFERjobs, a non-profit, joint industry and law enforcement organization working to combat job scams.
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'job_type_id' => null, 'description' => null, 'pay_status' => 'Free', 'external_job_description' => '<p> Work Type: Hybrid - Potential for Partial Remote </p><p> Our culture believes in Powering Your Potential . We provide global opportunities to develop your career, make your community a better place and work with today’s most innovative thinkers to solve the world’s toughest problems. </p><p> We believe in flexibility for you to explore your passions while making an impact through meaningful work within our inclusive workforce. That’s what #LifeAtCummins is all about. </p><p><strong> Technical Sales Leader, Power Generation </strong></p><p><strong> Description </strong></p><p><strong> Technical Sales Leader, Power Generation </strong></p><p> We believe in flexibility for you to explore your passions while making an impact through meaningful work within our inclusive workforce. That’s what <em>#LifeAtCummins </em> is all about. </p><p> We are looking for a talented <strong> Technical Sales Leader, Power Generation </strong> to join our team in <strong> Tuas South, Singapore </strong> . Based on candidate's location, multiple location option is available (Singapore OR Australia). </p><p><strong> In this role, you will make an impact in the following ways: </strong></p><p> Influences and/or creates demand and preference for Cummins products, services, and solutions by influencing key commercial and technical stakeholders through providing excellent product and system technical sales support. </p><p> Develops long-term, cross region strategic business relationships with key influencers of technical specifications and sales (Key Influencer Customers such as architects, design engineers, design consultancy owners, specialty, and general contractors, strategic accounts, channel partners). </p><p> Builds excellent relationships and trust with Key Influencer Customers’ business leadership,and technical personnel. Sets the strategic approach, e.g., existing targeted firms and individuals while also searching out potential new firms and individuals to influence. </p><p> Identifies Key Influencer Customer needs/priorities. Accountable for being the subject matter expert for technical assistance to sales and technical support personnel at Key Influencer Customers (e.g., understand the different codes and standards applicable to each product / region, help them make sense of data on Cummins solutions). Attends site meetings as required. </p><p> Reports activities and potential sales opportunities in the CRM system. Ensures that the team's opportunities are consistently reported and tracked. Collaborates with local selling roles and passes opportunities to the relevant Sales Manager or Sales Executive. </p><p> Lead self and team to influence product/project specifications and purchasing behaviors within key consulting firms and major accounts. Tracks activities and success of this work. </p><p> Achieves and maintains technical and process competency; stays current on new techniques relevant to the work being performed. Fosters the development of new methods, processes, and procedures to resolve highly complex issues. </p><p> Leads, motivates, mentors, and develops technical/process expertise within the sales team. </p><p> Develops influencing strategies through technical selling and maintains them in an account plan-like framework. Develops/oversees efforts to understand how customers perceive the team's performance and credibility as an influence. Works with key stakeholders in the business to achieve optimum results. </p><p> Build professional profile and acts as the recognized thought leader within the industry, market, or territory, for example through publishing in trade media or speaking at relevant trade meetings. </p><p> Engages and collaborates strongly with sales, project management and engineering teams as needed </p><p> Act as a champion for the voice of the customer within the business, recognizing technical trends and changes within markets and customers. </p><p> Works closely with the sales organization to understand business needs and targets such as the annual sales plan, gross margin objectives, market share, etc. </p><p> May mentor or manage sales function personnel. If he/she has direct reports, conducts the following activities, or ensures they are conducted by another manager: sets goals for training and development, performance, and career planning. Provides ongoing, consistent coaching and development. Delegates work assignments considering employee skills and development needs. Identifies department issues, problems, and opportunities to support continuous improvement initiatives. </p><p> The leader and team will bring strong and proactive focus to our upstream technical influencing efforts. Working in partnership with consultants and other key technical influencers and decision makers to position Cummins favorably within technical specifications is a major area of opportunity for us. Building a position of technical thought leadership strength and excellence across our market in this area has a direct impact on higher sales win rates on key projects. </p><p><strong> To be successful in this role you will need the following: </strong></p><p><strong> Sense Making -</strong> 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. </p><p><strong> Account Planning </strong> - 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. </p><p><strong> Adapts to target audience </strong> - 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. </p><p><strong> Developing Account Strategy </strong> - 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. </p><p><strong> Integrates Customer Perspective </strong> - Incorporates an understanding of the customers’ or consultants’ perspective on our products and develop technical solution content that improves our ability to meet their needs. </p><p><strong> Sales Pipeline Management </strong> - Plans proactively for successful execution of technical selling strategies and plans based on current project pipeline; evaluates pipeline health (size, contents, progress); adjusts strategy, plans, or high impact activities; accordingly, as applicable coaches’ team in order to achieve sales and business objectives. </p><p><strong> Builds effective teams </strong> - Building strong-identity teams that apply their diverse skills and perspectives to achieve common goals. </p><p><strong> Articulating Value Proposition </strong> - 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. </p><p><strong> Channel Awareness </strong> - Explains and contextualizes industry structure, dynamics, and path to market in order to advance organizational goals. </p><p><strong> Communicates effectively </strong> - Developing and delivering multi-mode communications that convey a clear understanding of the unique needs of different audiences. </p><p><strong> Customer focus </strong> - Building strong customer relationships and delivering customer-centric solutions. </p><p><strong> Plans and aligns </strong> - Planning and prioritizing work to meet commitments aligned with organizational goals. </p><p> University or college degree in the field of engineering (preferably electrical), or an acceptable combination of education and experience. </p><p> Significant level of relevant work experience required. Experience in technical selling work, engaging with consultants and technical influencers, application engineering or project management required. </p><p> Relevant balance of technical and commercial skills and experience to be successful working in the space between commercial sales and engineering </p><p><strong> Compensation and Benefits </strong></p><ul><li> Salary rate commensurate with experience. Flexi benefits, Variable Compensation (bonus). Annual Salary Review. Life Insurance. Medical, Dental / Hospitalization Insurance. </li></ul><p><em> At Cummins, we are an equal opportunity employer dedicated to diversity in the workplace. Our policy is to provide equal employment opportunities to all qualified persons without regard to race, gender, colour, disability, national origin, age, religion, union affiliation, sexual orientation, veteran status, citizenship, gender identity and/or expression, or other status protected by law. </em></p><p><strong> Job </strong> SALES </p><p><strong> Job Type </strong> Experienced - Exempt / Office </p><p><strong> Recruitment Job Type </strong> Exempt - Experienced </p><p><strong> Job Posting </strong> Mar 24, 2024, 10:00:00 AM </p><p><strong> Unposting Date </strong> Ongoing </p><p><strong> Organization </strong> Distribution Business </p><p><strong> Role Category </strong> Hybrid - Potential for Partial Remote </p><p><strong> Relocation Package </strong> Ineligible </p><p> This position may require licensing for compliance with export controls or sanctions regulations. </p><h3> BENEFITS <br> OVERVIEW </h3><p> Benefits and perks listed below may vary depending on the nature of your employment with Cummins and the country where you work. </p><h3> FINANCIAL WELLNESS </h3><p> As a Cummins employee your retirement savings plan / pension plan / superannuation will power your path to retirement and improve your financial future. </p><h3> HEALTH & WELLNESS </h3><p> Your wellbeing is important to us. You and your family will be cared for through comprehensive health care benefits. </p><h3> CONTINUING EDUCATION </h3><p> Whether starting or completing a degree, you will be supported by tuition reimbursement opportunities or full funding. </p><h3> PAID INCENTIVE </h3><p> You will receive annual merit and profit sharing based on individual and company performance. </p><h3> DIVERSITY & INCLUSION </h3><p> We celebrate diverse perspectives and you will be part of building a more diverse workforce to enhance our competitive position and enrich our culture. </p><h3> WORK-LIFE FLEXIBILITY </h3><p> Your energy and commitment will be recognized through paid vacation and holidays, parental leave, adoption assistance, flexible work environments and more. </p><h3> EVERY EMPLOYEE, EVERY COMMUNITY </h3><p> You are empowered to volunteer at least four hours per year on company time, to give back to the communities where you work and live. </p><h3> DEVELOPMENT <br> AND GROWTH </h3><p> You will learn and grow through training and hands-on experience in an environment that values curiosity and developing talent for the future. </p><p> <strong> PLEASE BE ADVISED: </strong> Cummins has been made aware that there are a number of scams that take advantage of job seekers in a variety of ways. Depending on the scam, scammers look to collect confidential information to use for identity theft or try to get money from job seekers during the recruitment process. <u> Cummins will never </u> ask for money during the application, recruitment, or on-boarding process. 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'job_location' => '1', 'published' => '1', 'show' => '1' ), 'pakistan' => array( 'name' => 'Pakistan', 'country_id' => '169', 'country_code' => 'pk', 'slug' => 'pakistan', 'global_location_id' => '164', 'rel_gloc_ids' => '164,979,1052,1053,1054,1055,1056,1057,1058,1059,1060,1061,1062,1063,1064,1065,1066,1067,1068,1069,1070,1071', 'currency' => 'PKR', 'currency_name' => 'Pakistani rupee', 'languages' => 'en', 'default_language' => 'en', 'country_time_zone' => 'Asia/Karachi', 'job_location' => '1', 'published' => '1', 'show' => '1' ), 'kuwait' => array( 'name' => 'Kuwait', 'country_id' => '116', 'country_code' => 'kw', 'slug' => 'kuwait', 'global_location_id' => '116', 'rel_gloc_ids' => '116,276,277,278,279,280,281', 'currency' => 'KWD', 'currency_name' => 'Kuwait Dinar', 'languages' => 'en,ar', 'default_language' => 'en', 'country_time_zone' => 'Asia/Kuwait', 'job_location' => '1', 'published' => '1', 'show' => '1' ), 'oman' => array( 'name' => 'Oman', 'country_id' => '163', 'country_code' => 'om', 'slug' => 'oman', 'global_location_id' => '163', 'rel_gloc_ids' => '163,282,283,284,285,286,287,288,289,290,291', 'currency' => 'OMR', 'currency_name' => 'Oman Rial', 'languages' => 'en,ar', 'default_language' => 'en', 'country_time_zone' => 'Asia/Muscat', 'job_location' => '1', 'published' => '1', 'show' => '1' ), 'jordan' => array( 'name' => 'Jordan', 'country_id' => '106', 'country_code' => 'jo', 'slug' => 'jordan', 'global_location_id' => '110', 'rel_gloc_ids' => '110,958,959,1101,1247,1246,1245,1244,1243,1242,1241,1240,1239', 'currency' => 'JOD', 'currency_name' => 'Jordanian Dinar', 'languages' => 'en,ar', 'default_language' => 'en', 'country_time_zone' => 'Asia/Amman', 'job_location' => '1', 'published' => '1', 'show' => '1' ), 'philippines' => array( 'name' => 'Philippines', 'country_id' => '168', 'country_code' => 'ph', 'slug' => 'philippines', 'global_location_id' => '171', 'rel_gloc_ids' => '171,482,483,484,485,486,487,488,489,490,491,492,493,494,495,496,497,1262', 'currency' => 'PHP', 'currency_name' => 'Philippine Peso', 'languages' => 'en', 'default_language' => 'en', 'country_time_zone' => 'Asia/Manila', 'job_location' => '1', 'published' => '1', 'show' => '1' ), 'bahrain' => array( 'name' => 'Bahrain', 'country_id' => '23', 'country_code' => 'bh', 'slug' => 'bahrain', 'global_location_id' => '17', 'rel_gloc_ids' => '17,292,293,294,295,314,297,298,299,300,301,302,303,304,1276,1277', 'currency' => 'BHD', 'currency_name' => 'Bahrain Dinar', 'languages' => 'en,ar', 'default_language' => 'en', 'country_time_zone' => 'Asia/Bahrain', 'job_location' => '1', 'published' => '1', 'show' => '1' ), 'sri-lanka' => array( 'name' => 'Sri Lanka', 'country_id' => '123', 'country_code' => 'lk', 'slug' => 'sri-lanka', 'global_location_id' => '200', 'rel_gloc_ids' => '200,1047,1048,1049,1084,1085,1086', 'currency' => 'LKR', 'currency_name' => 'Sri Lankan rupee', 'languages' => 'en', 'default_language' => 'en', 'country_time_zone' => 'Asia/Colombo', 'job_location' => '1', 'published' => '1', 'show' => '1' ), 'united-kingdom' => array( 'name' => 'United Kingdom', 'country_id' => '74', 'country_code' => 'gb', 'slug' => 'united-kingdom', 'global_location_id' => '226', 'rel_gloc_ids' => '226,1035,1036,1037,1038,1039,1040,1041,1042,1043,1044,1045,1046,1050,1259,1260,1261,1267', 'currency' => 'GBP', 'currency_name' => 'British Pound', 'languages' => 'en', 'default_language' => 'en', 'country_time_zone' => 'Europe/London', 'job_location' => '1', 'published' => '1', 'show' => '1' ), 'malaysia' => array( 'name' => 'Malaysia', 'country_id' => '149', 'country_code' => 'my', 'slug' => 'malaysia', 'global_location_id' => '131', 'rel_gloc_ids' => '131,131,980,1051', 'currency' => 'MYR', 'currency_name' => 'Ringgit', 'languages' => 'en', 'default_language' => 'en', 'country_time_zone' => 'Asia/Kuala_Lumpur', 'job_location' => '1', 'published' => '1', 'show' => '1' ), 'nepal' => 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'currency_name' => 'New Zealand Dollar', 'languages' => 'en', 'default_language' => 'en', 'country_time_zone' => 'Pacific/Auckland', 'job_location' => '0', 'published' => '1', 'show' => '1' ), 'brasil' => array( 'name' => 'Brasil', 'country_id' => '29', 'country_code' => 'br', 'slug' => 'brasil', 'global_location_id' => '30', 'rel_gloc_ids' => '30,1000,1001,1002,1003,1004,1005,1006,1007,1008,1009,1010,1011,1012,1013', 'currency' => 'BRL', 'currency_name' => 'Brazilian Real', 'languages' => 'pt', 'default_language' => 'pt', 'country_time_zone' => 'America/Sao_Paulo', 'job_location' => '0', 'published' => '1', 'show' => '1' ), 'portugal' => array( 'name' => 'Portugal', 'country_id' => '175', 'country_code' => 'pt', 'slug' => 'portugal', 'global_location_id' => '174', 'rel_gloc_ids' => '174,1014,1015,1087,1088,1089,1090', 'currency' => 'EUR', 'currency_name' => 'Euro', 'languages' => 'pt', 'default_language' => 'pt', 'country_time_zone' => 'Europe/Lisbon', 'job_location' => '0', 'published' => '1', 'show' => '1' ), 'canada' => array( 'name' => 'Canada', 'country_id' => '36', 'country_code' => 'ca', 'slug' => 'canada', 'global_location_id' => '38', 'rel_gloc_ids' => '38,1019,1020,1021,1022,1023,1024,1025', 'currency' => 'CAD', 'currency_name' => 'Canadian Dollar', 'languages' => 'en', 'default_language' => 'en', 'country_time_zone' => 'Canada/Saskatchewan', 'job_location' => '0', 'published' => '1', 'show' => '1' ), 'united-states' => array( 'name' => 'United States', 'country_id' => '221', 'country_code' => 'us', 'slug' => 'united-states', 'global_location_id' => '227', 'rel_gloc_ids' => '227,1314,1315,1316,1317,1318,1319,1320,1321,1322,1323,1324,1325,1326', 'currency' => 'USD', 'currency_name' => 'US Dollar', 'languages' => 'en', 'default_language' => 'en', 'country_time_zone' => 'America/New_York', 'job_location' => '1', 'published' => '1', 'show' => '1' ), 'angola' => array( 'name' => 'Angola', 'country_id' => '9', 'country_code' => 'ao', 'slug' => 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'name' => 'Vietnam', 'country_id' => '229', 'country_code' => 'vn', 'slug' => 'vietnam', 'global_location_id' => '234', 'rel_gloc_ids' => '234,1170,1171', 'currency' => 'VND', 'currency_name' => 'Vietnamese Dong', 'languages' => 'en', 'default_language' => 'en', 'country_time_zone' => 'Asia/Ho_Chi_Minh', 'job_location' => '0', 'published' => '1', 'show' => '1' ), 'cyprus' => array( 'name' => 'Cyprus', 'country_id' => '51', 'country_code' => 'cy', 'slug' => 'cyprus', 'global_location_id' => '55', 'rel_gloc_ids' => '55,1230,1231,1232,1233', 'currency' => 'EUR', 'currency_name' => 'Euro', 'languages' => 'en', 'default_language' => 'en', 'country_time_zone' => 'Europe/Nicosia', 'job_location' => '0', 'published' => '1', 'show' => '1' ), 'malta' => array( 'name' => 'Malta', 'country_id' => '144', 'country_code' => 'mt', 'slug' => 'malta', 'global_location_id' => '134', 'rel_gloc_ids' => '134,1255,1254,1253,1252,1251,1250,1249,1248', 'currency' => 'EUR', 'currency_name' => 'Euro', 'languages' => 'en', 'default_language' => 'en', 'country_time_zone' => 'Europe/Malta', 'job_location' => '0', 'published' => '1', 'show' => '1' ), 'maldives' => array( 'name' => 'Maldives', 'country_id' => '146', 'country_code' => 'mv', 'slug' => 'maldives', 'global_location_id' => '132', 'rel_gloc_ids' => '132,1172', 'currency' => 'MVR', 'currency_name' => 'Maldivian rufiyaa', 'languages' => 'en', 'default_language' => 'en', 'country_time_zone' => 'Indian/Maldives', 'job_location' => '0', 'published' => '1', 'show' => '1' ), 'turkey' => array( 'name' => 'Turkey', 'country_id' => '213', 'country_code' => 'tr', 'slug' => 'turkey', 'global_location_id' => '219', 'rel_gloc_ids' => '219,1173,1174,1175,1176', 'currency' => 'TRY', 'currency_name' => 'Turkish lira', 'languages' => 'en', 'default_language' => 'en', 'country_time_zone' => 'Europe/Istanbul', 'job_location' => '0', 'published' => '1', 'show' => '1' ), 'thailand' => array( 'name' => 'Thailand', 'country_id' => '206', 'country_code' => 'th', 'slug' => 'thailand', 'global_location_id' => '213', 'rel_gloc_ids' => '213,1177', 'currency' => 'THB', 'currency_name' => 'Baht', 'languages' => 'en', 'default_language' => 'en', 'country_time_zone' => 'Asia/Bangkok', 'job_location' => '0', 'published' => '1', 'show' => '1' ), 'hong-kong' => array( 'name' => 'Hong Kong', 'country_id' => '91', 'country_code' => 'hk', 'slug' => 'hong-kong', 'global_location_id' => '97', 'rel_gloc_ids' => '97', 'currency' => 'HKD', 'currency_name' => 'Hong Kong dollar', 'languages' => 'en', 'default_language' => 'en', 'country_time_zone' => 'Asia/Hong_Kong', 'job_location' => '0', 'published' => '1', 'show' => '1' ), 'germany' => array( 'name' => 'Germany', 'country_id' => '53', 'country_code' => 'de', 'slug' => 'germany', 'global_location_id' => '82', 'rel_gloc_ids' => '82,1178,1179,1180,1181,1182,1183,1184,1185,1186,1187', 'currency' => 'EUR', 'currency_name' => 'Euro', 'languages' => 'en', 'default_language' => 'en', 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(int) 4 => array( 'name' => 'Sharjah', 'slug' => 'sharjah' ), (int) 5 => array( 'name' => 'Fujairah', 'slug' => 'fujairah' ), (int) 6 => array( 'name' => 'Ajman', 'slug' => 'ajman' ), (int) 7 => array( 'name' => 'Umm Al Quwain', 'slug' => 'umm-al-quwain' ) ) $menuState = 'loggedoutmenu' $showCVReviewLink = true $profileInfo = array( 'locations' => array( (int) 2 => 'UAE' ), 'searchKey' => '', 'guest' => (int) 1, 'jobCount' => '11796', 'contributedJobCount' => '24', 'courseCount' => null ) $environment = 'production' $langUrlPrefix = '' $langUrl = 'https://jobs.laimoon.com/' $themeUrl = 'https://jobs.laimoon.com/' $siteUrl = 'https://jobs.laimoon.com/' $staticUrl = 'https://cdn.laimoon.com/jobs/' $langCode = 'en' $pageScripts = array( (int) 0 => 'page_script' ) $pageName = 'externalview' $courseUrl = 'https://courses.laimoon.com/' $onlineCourses = array( (int) 0 => array( 'Course' => array( 'id' => '134961', 'seeder_id' => '43', 'edited_seeder_id' => '43', 'edited_client_id' => '0', 'title' => 'Time and Workload Management', 'external_link' => 'https://coursecentral.co.uk/course/time-and-workload-management/', 'objectives' => null, 'photo_cta' => null, 'photo' => null, 'length' => '', 'next_session' => '', 'schedules' => null, 'duration' => 'Upto 2 Hours', 'base_duration' => '0', 'timing' => '', 'location' => 'Online', 'global_location_id' => '275', 'school' => 'Course Central', 'logo' => '', 'certificate_diploma' => 'yes', 'image' => '', 'brochure_url' => null, 'video' => '', 'cost' => '', 'price' => '18', 'price_enquiry' => '0', 'course_status' => 'Paid', 'base_price' => '17', 'nondiscounted_base_price' => '170', 'currency' => 'GBP', 'discount' => '90% Off for Laimoon Users!', 'free_trial_text' => '', 'laimoon_offer' => '1', 'summary' => 'In today's highly pressurized workplaces there is much to be gained by developing our knowledge, skills, and confidence in relation to time and workload management. This course, equivalent to a full day's continuous professional development, provides opportunities to learn how to manage our pressures as effectively as possible. The course, presented and developed by the author, Dr. Neil Thompson, is based on four principles of Time and Workload Management: ·Too much work is too much work Trying to do more than we reasonably can is unhelpful. If we are overloaded we need to think strategically about how we can deal with the situation, rather than simply work faster or harder. ·Managing energy as well as time How much work we can get done in a given amount of time will depend on levels of motivation and morale, so these are important factors to consider. ·Skills, not qualities No one is born well organized or focused; these are skills we can learn, skills that can be developed over time. ·Investing time to save time Not taking time to think, plan, analyze and get a sense of control is a serious but sadly not uncommon mistake. Divided into six main lessons, the course provides a clear and helpful introduction to this important subject matter and offers an excellent foundation for developing your knowledge, skills, and confidence in tackling the challenges of managing a heavy workload. This course will help you to feel more confident in making sure that your workload pressures remain within manageable limits so that you can keep stress at bay. The course has been designed to be flexible so that you can dip into it when it suits you within your busy schedule. In keeping with one of the important lessons put forward by this course, the time invested in it will be handsomely repaid by greater confidence in managing your pressures efficiently and effectively.<br> <br> <br> <strong>What you will learn</strong> <ul> <li>By the end of this course you will be able to manage your time and workload pressures more effectively</li> <li>In this course you will learn about the four principles of time and workload management: too much work is too much work; managing motivation as well as time; skills not qualities; and investing time to save time</li> </ul> <br> <strong>Who is this course for?</strong><br> This course is ideal for those who work in or aspire to work in the following professions: <ul> <li>Anyone interested in becoming more efficient and effective in a pressurized workplace setting will find much of value in this course. If you work in a pressurized environment where you are expected to manage your time and your workload efficiently and effectively, this course will offer you a sound foundation of understanding on which to build. So, whatever sector you work in, whether you are a manager or a practitioner, a member of a team or working alone, this course can help you get more out of the time available in the working day.</li> </ul> <br> <br> <strong>Why Choose Time and Workload Management course?</strong> <ul> <li>Conducted by industry experts</li> <li>Get Instant E-certificate</li> <li>Fully online, interactive course with Professional voice-over</li> <li>Developed by qualified professionals</li> <li>Self-paced learning and laptop, tablet, smartphone-friendly</li> <li>Tutor Support</li> </ul> <br> <strong>Certification</strong><br> By the successful completion of the course, you will get an instant e-certificate. 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This course, equivalent to a full day's continuous professional development, provides opportunities to learn how to manage our pressures as effectively as possible. The course, presented and developed by the author, Dr. Neil Thompson, is based on four principles of Time and Workload Management: ·Too much work is too much work Trying to do more than we reasonably can is unhelpful. If we are overloaded we need to think strategically about how we can deal with the situation, rather than simply work faster or harder. ·Managing energy as well as time How much work we can get done in a given amount of time will depend on levels of motivation and morale, so these are important factors to consider. ·Skills, not qualities No one is born well organized or focused; these are skills we can learn, skills that can be developed over time. ·Investing time to save time Not taking time to think, plan, analyze and get a sense of control is a serious but sadly not uncommon mistake. Divided into six main lessons, the course provides a clear and helpful introduction to this important subject matter and offers an excellent foundation for developing your knowledge, skills, and confidence in tackling the challenges of managing a heavy workload. This course will help you to feel more confident in making sure that your workload pressures remain within manageable limits so that you can keep stress at bay. The course has been designed to be flexible so that you can dip into it when it suits you within your busy schedule. In keeping with one of the important lessons put forward by this course, the time invested in it will be handsomely repaid by greater confidence in managing your pressures efficiently and effectively.<br> <br> <br> <strong>What you will learn</strong> <ul> <li>By the end of this course you will be able to manage your time and workload pressures more effectively</li> <li>In this course you will learn about the four principles of time and workload management: too much work is too much work; managing motivation as well as time; skills not qualities; and investing time to save time</li> </ul> <br> <strong>Who is this course for?</strong><br> This course is ideal for those who work in or aspire to work in the following professions: <ul> <li>Anyone interested in becoming more efficient and effective in a pressurized workplace setting will find much of value in this course. If you work in a pressurized environment where you are expected to manage your time and your workload efficiently and effectively, this course will offer you a sound foundation of understanding on which to build. So, whatever sector you work in, whether you are a manager or a practitioner, a member of a team or working alone, this course can help you get more out of the time available in the working day.</li> </ul> <br> <br> <strong>Why Choose Time and Workload Management course?</strong> <ul> <li>Conducted by industry experts</li> <li>Get Instant E-certificate</li> <li>Fully online, interactive course with Professional voice-over</li> <li>Developed by qualified professionals</li> <li>Self-paced learning and laptop, tablet, smartphone-friendly</li> <li>Tutor Support</li> </ul> <br> <strong>Certification</strong><br> By the successful completion of the course, you will get an instant e-certificate. 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From understanding fault analysis and per-phase analysis to delving into symmetrical and asymmetrical three-phase fault analysis, you will gain valuable insights into system behavior during faults. Learn about per unit analysis, change of base, transformers, and system modeling to enhance your understanding of high-voltage system dynamics.<br /> <br /> <strong>Learning Outcomes:</strong> <ul> <li>Introduction to short circuit analysis for HV three-phase systems.</li> <li>Grasp the fundamentals of short circuit and fault analysis.</li> <li>Understand per-phase and per unit analysis techniques.</li> <li>Learn about changing base values for convenient analysis.</li> <li>Explore the impact of transformers on per unit analysis.</li> <li>Delve into symmetrical components for system analysis.</li> <li>Master asymmetrical three-phase fault analysis techniques.</li> <li>Gain proficiency in system modeling for accurate analysis.</li> </ul> <strong>COURSE CURRICULUM<br /> <br /> Short Circuit Analysis for HV Three Phase Systems</strong> <ul> <li>Introduction to Short Circuit Analysis for HV Three Phase Systems course</li> <li>Short Circuit & Fault Analysis Overview</li> <li>Per Phase Analysis</li> <li>Per Unit Analysis</li> <li>Change of Base</li> <li>Transformers & Per Unit Analysis</li> <li>Symmetrical Components</li> <li>Asymmetrical Three Phase Fault Analysis</li> <li>System Modeling</li> </ul> <strong>Why buy this Short Circuit Analysis for HV Three Phase Systems? </strong> <ul> <li>Unlimited access to the course for a lifetime.</li> <li>Opportunity to earn a certificate accredited by the CPD Quality Standards after completing this course.</li> <li>Structured lesson planning in line with industry standards.</li> <li>Immerse yourself in innovative and captivating course materials and activities.</li> <li>Assessments are designed to evaluate advanced cognitive abilities and skill proficiency.</li> <li>Flexibility to complete the Course at your own pace, on your own schedule.</li> <li>Receive full tutor support throughout the week, from Monday to Friday, to enhance your learning experience.</li> </ul> <strong>Certification</strong><br /> <br /> After studying the course materials, there will be a written assignment test which you can take at the end of the course. 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From understanding fault analysis and per-phase analysis to delving into symmetrical and asymmetrical three-phase fault analysis, you will gain valuable insights into system behavior during faults. Learn about per unit analysis, change of base, transformers, and system modeling to enhance your understanding of high-voltage system dynamics.<br /> <br /> <strong>Learning Outcomes:</strong> <ul> <li>Introduction to short circuit analysis for HV three-phase systems.</li> <li>Grasp the fundamentals of short circuit and fault analysis.</li> <li>Understand per-phase and per unit analysis techniques.</li> <li>Learn about changing base values for convenient analysis.</li> <li>Explore the impact of transformers on per unit analysis.</li> <li>Delve into symmetrical components for system analysis.</li> <li>Master asymmetrical three-phase fault analysis techniques.</li> <li>Gain proficiency in system modeling for accurate analysis.</li> </ul> <strong>COURSE CURRICULUM<br /> <br /> Short Circuit Analysis for HV Three Phase Systems</strong> <ul> <li>Introduction to Short Circuit Analysis for HV Three Phase Systems course</li> <li>Short Circuit & Fault Analysis Overview</li> <li>Per Phase Analysis</li> <li>Per Unit Analysis</li> <li>Change of Base</li> <li>Transformers & Per Unit Analysis</li> <li>Symmetrical Components</li> <li>Asymmetrical Three Phase Fault Analysis</li> <li>System Modeling</li> </ul> <strong>Why buy this Short Circuit Analysis for HV Three Phase Systems? </strong> <ul> <li>Unlimited access to the course for a lifetime.</li> <li>Opportunity to earn a certificate accredited by the CPD Quality Standards after completing this course.</li> <li>Structured lesson planning in line with industry standards.</li> <li>Immerse yourself in innovative and captivating course materials and activities.</li> <li>Assessments are designed to evaluate advanced cognitive abilities and skill proficiency.</li> <li>Flexibility to complete the Course at your own pace, on your own schedule.</li> <li>Receive full tutor support throughout the week, from Monday to Friday, to enhance your learning experience.</li> </ul> <strong>Certification</strong><br /> <br /> After studying the course materials, there will be a written assignment test which you can take at the end of the course. 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We provide global opportunities to develop your career, make your community a better place and work with today’s most innovative thinkers to solve the world’s toughest problems. </p><p> We believe in flexibility for you to explore your passions while making an impact through meaningful work within our inclusive workforce. That’s what #LifeAtCummins is all about. </p><p><strong> Technical Sales Leader, Power Generation </strong></p><p><strong> Description </strong></p><p><strong> Technical Sales Leader, Power Generation </strong></p><p> We believe in flexibility for you to explore your passions while making an impact through meaningful work within our inclusive workforce. That’s what <em>#LifeAtCummins </em> is all about. </p><p> We are looking for a talented <strong> Technical Sales Leader, Power Generation </strong> to join our team in <strong> Tuas South, Singapore </strong> . Based on candidate's location, multiple location option is available (Singapore OR Australia). </p><p><strong> In this role, you will make an impact in the following ways: </strong></p><p> Influences and/or creates demand and preference for Cummins products, services, and solutions by influencing key commercial and technical stakeholders through providing excellent product and system technical sales support. </p><p> Develops long-term, cross region strategic business relationships with key influencers of technical specifications and sales (Key Influencer Customers such as architects, design engineers, design consultancy owners, specialty, and general contractors, strategic accounts, channel partners). </p><p> Builds excellent relationships and trust with Key Influencer Customers’ business leadership,and technical personnel. Sets the strategic approach, e.g., existing targeted firms and individuals while also searching out potential new firms and individuals to influence. </p><p> Identifies Key Influencer Customer needs/priorities. Accountable for being the subject matter expert for technical assistance to sales and technical support personnel at Key Influencer Customers (e.g., understand the different codes and standards applicable to each product / region, help them make sense of data on Cummins solutions). Attends site meetings as required. </p><p> Reports activities and potential sales opportunities in the CRM system. Ensures that the team's opportunities are consistently reported and tracked. Collaborates with local selling roles and passes opportunities to the relevant Sales Manager or Sales Executive. </p><p> Lead self and team to influence product/project specifications and purchasing behaviors within key consulting firms and major accounts. Tracks activities and success of this work. </p><p> Achieves and maintains technical and process competency; stays current on new techniques relevant to the work being performed. Fosters the development of new methods, processes, and procedures to resolve highly complex issues. </p><p> Leads, motivates, mentors, and develops technical/process expertise within the sales team. </p><p> Develops influencing strategies through technical selling and maintains them in an account plan-like framework. Develops/oversees efforts to understand how customers perceive the team's performance and credibility as an influence. Works with key stakeholders in the business to achieve optimum results. </p><p> Build professional profile and acts as the recognized thought leader within the industry, market, or territory, for example through publishing in trade media or speaking at relevant trade meetings. </p><p> Engages and collaborates strongly with sales, project management and engineering teams as needed </p><p> Act as a champion for the voice of the customer within the business, recognizing technical trends and changes within markets and customers. </p><p> Works closely with the sales organization to understand business needs and targets such as the annual sales plan, gross margin objectives, market share, etc. </p><p> May mentor or manage sales function personnel. If he/she has direct reports, conducts the following activities, or ensures they are conducted by another manager: sets goals for training and development, performance, and career planning. Provides ongoing, consistent coaching and development. Delegates work assignments considering employee skills and development needs. Identifies department issues, problems, and opportunities to support continuous improvement initiatives. </p><p> The leader and team will bring strong and proactive focus to our upstream technical influencing efforts. Working in partnership with consultants and other key technical influencers and decision makers to position Cummins favorably within technical specifications is a major area of opportunity for us. Building a position of technical thought leadership strength and excellence across our market in this area has a direct impact on higher sales win rates on key projects. </p><p><strong> To be successful in this role you will need the following: </strong></p><p><strong> Sense Making -</strong> 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. </p><p><strong> Account Planning </strong> - 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. </p><p><strong> Adapts to target audience </strong> - 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. </p><p><strong> Developing Account Strategy </strong> - 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. </p><p><strong> Integrates Customer Perspective </strong> - Incorporates an understanding of the customers’ or consultants’ perspective on our products and develop technical solution content that improves our ability to meet their needs. </p><p><strong> Sales Pipeline Management </strong> - Plans proactively for successful execution of technical selling strategies and plans based on current project pipeline; evaluates pipeline health (size, contents, progress); adjusts strategy, plans, or high impact activities; accordingly, as applicable coaches’ team in order to achieve sales and business objectives. </p><p><strong> Builds effective teams </strong> - Building strong-identity teams that apply their diverse skills and perspectives to achieve common goals. </p><p><strong> Articulating Value Proposition </strong> - 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. </p><p><strong> Channel Awareness </strong> - Explains and contextualizes industry structure, dynamics, and path to market in order to advance organizational goals. </p><p><strong> Communicates effectively </strong> - Developing and delivering multi-mode communications that convey a clear understanding of the unique needs of different audiences. </p><p><strong> Customer focus </strong> - Building strong customer relationships and delivering customer-centric solutions. </p><p><strong> Plans and aligns </strong> - Planning and prioritizing work to meet commitments aligned with organizational goals. </p><p> University or college degree in the field of engineering (preferably electrical), or an acceptable combination of education and experience. </p><p> Significant level of relevant work experience required. Experience in technical selling work, engaging with consultants and technical influencers, application engineering or project management required. </p><p> Relevant balance of technical and commercial skills and experience to be successful working in the space between commercial sales and engineering </p><p><strong> Compensation and Benefits </strong></p><ul><li> Salary rate commensurate with experience. Flexi benefits, Variable Compensation (bonus). Annual Salary Review. Life Insurance. Medical, Dental / Hospitalization Insurance. </li></ul><p><em> At Cummins, we are an equal opportunity employer dedicated to diversity in the workplace. Our policy is to provide equal employment opportunities to all qualified persons without regard to race, gender, colour, disability, national origin, age, religion, union affiliation, sexual orientation, veteran status, citizenship, gender identity and/or expression, or other status protected by law. </em></p><p><strong> Job </strong> SALES </p><p><strong> Job Type </strong> Experienced - Exempt / Office </p><p><strong> Recruitment Job Type </strong> Exempt - Experienced </p><p><strong> Job Posting </strong> Mar 24, 2024, 10:00:00 AM </p><p><strong> Unposting Date </strong> Ongoing </p><p><strong> Organization </strong> Distribution Business </p><p><strong> Role Category </strong> Hybrid - Potential for Partial Remote </p><p><strong> Relocation Package </strong> Ineligible </p><p> This position may require licensing for compliance with export controls or sanctions regulations. </p><h3> BENEFITS <br> OVERVIEW </h3><p> Benefits and perks listed below may vary depending on the nature of your employment with Cummins and the country where you work. </p><h3> FINANCIAL WELLNESS </h3><p> As a Cummins employee your retirement savings plan / pension plan / superannuation will power your path to retirement and improve your financial future. </p><h3> HEALTH & WELLNESS </h3><p> Your wellbeing is important to us. You and your family will be cared for through comprehensive health care benefits. </p><h3> CONTINUING EDUCATION </h3><p> Whether starting or completing a degree, you will be supported by tuition reimbursement opportunities or full funding. </p><h3> PAID INCENTIVE </h3><p> You will receive annual merit and profit sharing based on individual and company performance. </p><h3> DIVERSITY & INCLUSION </h3><p> We celebrate diverse perspectives and you will be part of building a more diverse workforce to enhance our competitive position and enrich our culture. </p><h3> WORK-LIFE FLEXIBILITY </h3><p> Your energy and commitment will be recognized through paid vacation and holidays, parental leave, adoption assistance, flexible work environments and more. </p><h3> EVERY EMPLOYEE, EVERY COMMUNITY </h3><p> You are empowered to volunteer at least four hours per year on company time, to give back to the communities where you work and live. </p><h3> DEVELOPMENT <br> AND GROWTH </h3><p> You will learn and grow through training and hands-on experience in an environment that values curiosity and developing talent for the future. </p><p> <strong> PLEASE BE ADVISED: </strong> Cummins has been made aware that there are a number of scams that take advantage of job seekers in a variety of ways. Depending on the scam, scammers look to collect confidential information to use for identity theft or try to get money from job seekers during the recruitment process. <u> Cummins will never </u> ask for money during the application, recruitment, or on-boarding process. 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Cummins Inc.
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