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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Change Management<br /> This module covers the following topics:<br /> About Change<br /> Key Factors in Successful Change<br /> Time Management Tips and Tricks<br /> Module 14 - Crisis Management<br /> This module covers the following key topics:<br /> What is Crisis Management?<br /> Conducting the Crisis Audit?<br /> Developing a Response Process<br /> Establishing an Emergency Operations Centre<br /> Module 15 - Conflict Management<br /> This module covers the following topics:<br /> Understanding Conflicts and Its Types<br /> Different Stages of Conflict<br /> The Role of Communication in Conflict Resolution<br /> Module 16 - Stress Management<br /> This module covers the following topics:<br /> Understanding Stress<br /> Strategies to Manage stress<br /> Time Management<br /> Module 17 - Communication Management<br /> This module covers the following topics:<br /> Communications Planning<br /> Identifying Communication Requirements<br /> Exploring Communication Modalities<br /> Evaluating the Project Constraints and Assumptions<br /> Module 18 - 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There’s never been a better time to consider studying for a career in Project Management! This exclusive Level 7 Diploma in Project Management provides driven candidates worldwide with the opportunity to study from home for a Accredited diploma. Explore Project Management as both a concept and a profession, along with the importance of effective project planning, project risk management, time management, scope management, quality management and so much more besides. Access a complete suit of study materials via our 24/7 digital learning platform, under the watch of your own personally-assigned tutor from start to finish!<br /> <br /> Construction Project Management<br /> Across private and public sectors alike, organisations at all levels depend on Constructionproject management professionals. ConstructionProject management is a field that specialises in the planning, implementation and supervision of key projects at the heart of the modern business. From simple operational adjustments to the most enormous restructuring efforts, project managers ensure all predetermined objectives are met, on-time and within budget. A position of significant responsibility, demand for talented project managers continues to accelerate on a global basis.<br /> Project Management - Course Syllabus:<br /> This Level 7 Diploma in Project Management course consists of following modules:<br /> Module 1 - Overview of Project Management<br /> This module covers the following topics:<br /> What is A Project?<br /> What Is Project Management?<br /> Project Constraints<br /> Tools and Techniques<br /> The Project Manager<br /> Module 2 - Project Life Cycle<br /> This module covers the following topics:<br /> Initiation<br /> Strategic Plan<br /> Product Description<br /> Historical Information<br /> Project Selection Criteria<br /> Determining the Project Goals<br /> Module 3 - Project Integration Management<br /> This module covers the following topics:<br /> The Project Management Knowledge Areas<br /> Project Integration Management<br /> Project Plan Development<br /> Project Plan Execution<br /> Overall Change Control<br /> Module 4 - Project Scope Management<br /> This module covers the following topics:<br /> Project Scope and Product Scope<br /> Planning the Project Scope<br /> Using Scope Planning Tools and Techniques<br /> Writing the Scope Statement<br /> Module 5 - Project Time Management<br /> This module covers the following topics:<br /> Defining the Project Activities<br /> The Inputs to Activity Definition<br /> Decomposing the Project Work Packages<br /> Evaluation of the Estimates<br /> Module 6 - Project Cost Management<br /> This module covers the following topics:<br /> Determining the Initial Budget<br /> Resource Planning Inputs<br /> Expert Judgment<br /> Cost Budgeting<br /> Developing the Project Budget<br /> Module 7 - Project Quality Management<br /> This module covers the following topics:<br /> Implementing Quality Project Management<br /> Determining the Quality Policy<br /> Reviewing the Project Scope Statement<br /> Planning for Quality<br /> Module 8 - Effective Planning & Scheduling<br /> This module covers the following topics:<br /> Introduction to Work Breakdown Structure<br /> Estimation Process and Aligning Resources for a Project<br /> Effective Project Planning<br /> Module 9 - Human Resource Management<br /> This module covers the following topics:<br /> Preparing for Organizational Planning<br /> Identifying the Project Interfaces<br /> Identifying the Staffing Requirements<br /> Identifying the Project Constraints<br /> Module 10 - Rewarding Employees<br /> This module covers the following topics:<br /> Motivational Aspects<br /> Reward Systems<br /> Types of Incentives And Rewards<br /> Employee Ownership<br /> Module 11 - Organising Meetings<br /> This module covers the following topics:<br /> Anatomy of a Meeting<br /> Types of Corporate Meetings<br /> Common Problems When Scheduling Meetings<br /> Planning for the Conference<br /> Preparing Conference Materials<br /> Module 12 - Managing Resources<br /> This module covers the following topics:<br /> This module covers the following key topics:<br /> Introduction to Business Environment<br /> Types of Businesses and Their Ownership<br /> Importance of Business Environment<br /> Types of Business Environment<br /> Module 13 - Change Management<br /> This module covers the following topics:<br /> About Change<br /> Key Factors in Successful Change<br /> Time Management Tips and Tricks<br /> Module 14 - Crisis Management<br /> This module covers the following key topics:<br /> What is Crisis Management?<br /> Conducting the Crisis Audit?<br /> Developing a Response Process<br /> Establishing an Emergency Operations Centre<br /> Module 15 - Conflict Management<br /> This module covers the following topics:<br /> Understanding Conflicts and Its Types<br /> Different Stages of Conflict<br /> The Role of Communication in Conflict Resolution<br /> Module 16 - Stress Management<br /> This module covers the following topics:<br /> Understanding Stress<br /> Strategies to Manage stress<br /> Time Management<br /> Module 17 - Communication Management<br /> This module covers the following topics:<br /> Communications Planning<br /> Identifying Communication Requirements<br /> Exploring Communication Modalities<br /> Evaluating the Project Constraints and Assumptions<br /> Module 18 - Procurement Management<br /> This module covers the following topics:<br /> Planning for Procurement<br /> Referring to the Scope Statement<br /> Referring to the Product Description<br /> Evaluating the Market Conditions<br /> Module 19 - Risk Management<br /> This module covers the following topics:<br /> Planning for Risk Management<br /> Referring to the Project Charter<br /> Methodology<br /> Roles and Responsibilities<br /> Creating Risk Categories<br /> Referring to Historical Information<br /> Identifying the Project Risks<br /> SWOT Analysis<br /> Module 20 - International Project Management<br /> This module covers the following topics:<br /> Global Projects<br /> Global projects’ and programs’ requirements<br /> Global Team Management<br /> Global Projects Knowledge Areas<br /> Global Project Leadership<br /> ', 'outline' => '', 'who_should_take_this_course' => '', 'career_path' => 'Project assistant,Project co-ordinator,Project management support,Project consultant,Project Manager', 'eligibility' => 'Project Management<br /> No particular entry requirement<br /> Option 1<br /> Project Management Advanced Diploma QLS Level 7 endorsed by Quality Licence Scheme<br /> Certificate Fee: £170 + postal charges<br /> Option 2<br /> Project Management Advanced Diploma issued by BOLC<br /> PDF Certificate - FREE<br /> Hard copy - £25 + postal charges<br /> Option 3<br /> CPD Accredited Certificate<br /> (PDF format)=£30<br /> (Hard copy)=£150 + postal charges<br /> *Postage Charges: National £9, International £15', 'school' => 'Oxford Home Study College', 'keywords' => 'PMP,Project Management,PGMP,Engineering,Architecture', 'location' => 'Online', 'duration' => '500 Hours', 'timing' => '', 'cost' => null, 'discount' => '93% Off for Laimoon Users!', 'eligibility_criteria' => '', 'job_matching_keywords' => 'Project Management ', 'boosted' => '0', 'lang_code' => 'en', 'status' => 'active', 'auto_translated' => '0', 'objectives' => null, 'photo' => null, 'photo_cta' => null, 'video' => null ), 'Profile' => array() ) ) $job = array( 'Job' => array( 'id' => '42626497', 'contact_id' => '3773199', 'recruiter_id' => '74726', 'job_function_id' => null, 'title' => 'Technical Sales Leader, Power Generation', 'vacancies' => null, '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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Hiring company
Cummins Inc.
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