**DESCRIPTION** **Key Responsibilities:** + **Market Opportunity Identification:** Collaborate with Marketing, Business Development Managers, and Sales Managers to identify key market segments, product lines, and business opportunities to pursue. Gather and analyze publicly available market information to prioritize and capitalize on new opportunities. + **Customer Research & Account Development:** Conduct research on potential target accounts and customer segments to understand their needs, challenges, and emerging demands. Develop and support account plans for specific target accounts, helping customers identify the unique advantages of Cummins solutions. + **Business Proposal Development:** Assist in developing and managing new business proposals. Negotiate and close new sales with assigned potential accounts, ensuring a seamless hand-off to Account Managers if securing new customers. + **Sales Strategy & Forecasting:** Support and implement sales strategies and business development initiatives. Use Cummins tools and processes to forecast business opportunities and track sales progress. Ensure effective communication and coordination with the wider sales team. + **Sales Support & Mentoring:** Provide support to less experienced sales and account team members, helping them grow and develop in their roles. Actively contribute to business growth by sharing insights and providing guidance on best practices. + **Collaboration & Communication:** Communicate customer needs, market trends, and emerging opportunities to the Business Development Manager. Coordinate efforts to align business development activities across different teams and markets. **RESPONSIBILITIES** **Qualifications:** + **Education:** Required: College or university degree in marketing, sales, technical fields, or a related subject, or an equivalent combination of education and work experience. + **Licensing:** This position may require licensing for compliance with export controls or sanctions regulations. **Competencies & Skills:** + **Effective Communication:** Develop and deliver clear, concise communications tailored to different audiences, ensuring understanding of complex concepts. + **Customer Focus:** Build strong customer relationships by identifying and delivering customer-centric solutions that address specific needs and challenges. + **Value Proposition Articulation:** Demonstrate how Cummins solutions uniquely meet customer needs, effectively differentiating them from competitors. + **Market Analysis:** Conduct thorough market research to identify trends, opportunities, and threats that impact business strategies and sales activities. + **Sales Forecasting & Pipeline Management:** Use customer data and market analysis to forecast sales, manage the sales pipeline, and adjust strategies to meet targets. + **Account Planning & Strategy:** Develop strategic plans to target and develop key accounts, balancing customer needs with business capabilities to achieve sales goals. + **Negotiation & Closing Sales:** Leverage strong negotiation skills to close new sales and develop lasting customer relationships. + **Sales Pipeline Management:** Proactively plan and execute sales strategies, managing the sales pipeline and tracking progress against sales targets. + **Sense Making:** Understand customer behavior and needs by asking insightful questions and synthesizing information to develop tailored solutions. + **Mentorship & Team Development:** Guide and mentor less experienced team members, sharing knowledge and helping them achieve success. + **Cultural Awareness:** Recognize and value diverse perspectives and cultures, fostering an inclusive and collaborative working environment. **QUALIFICATIONS** **Experience Needed:** + **Intermediate Experience:** Proven experience in business development, sales, or marketing, particularly in driving sales and developing new business opportunities in a technical or industrial setting. + **Customer Relationship Management:** Experience in researching and engaging with customers, identifying their needs, and supporting account planning and proposal development. + **Sales Strategy Execution:** Experience in executing sales strategies, forecasting, and managing sales pipelines to meet and exceed targets. + **Negotiation Skills:** Demonstrated ability to negotiate and close sales with new customers, ensuring the customer’s needs are met while achieving business objectives. **Job** Sales **Organization** Cummins Inc. **Role Category** Hybrid **Job Type** Exempt - Experienced **ReqID** 2409190 **Relocation Package** Yes