Sales Enablement Leader

DESCRIPTION

Job Summary

This role leads the execution of product and repair initiatives, manages aftermarket product launches, pricing strategies, and channel performance, and drives enablement activities to build sales capabilities. The position requires strong cross-functional collaboration, stakeholder management, and strategic planning to support business growth across OEMs and new markets.

Key Responsibilities Product & Repair Initiatives

• Drive execution of reconditioned product launches and ensure plant adherence to timelines.
• Manage core collection and credit processes.
• Ramp up CCC repair capabilities for BSVI products including tools, training, and service engineering readiness.
• Lead DPF cleaning execution and scale-up.
• Enable product introductions for new OEMs/businesses (e.g., CPCB IV, CEV BSIV/V, DICV, VECV).
• Optimize product offerings through kitting, bundling, and repairable parts.

Aftermarket Product Launches

• Act as AMO SPOC for new product launches; ensure successful CLA & CLR execution.
• Develop and implement GTM strategies including pricing, cataloging, Marcom, and schemes.
• Track and grow new product portfolios based on market feedback.
• Collaborate with sales teams to define distribution depth and width.

Pricing & Schemes

• Conduct regular price indexing and competitive benchmarking.
• Optimize pricing to balance market share and margins.
• Design and implement monthly dealer/distributor schemes.
• Coordinate with MLP Leader on mechanic coupon points across product categories.

Channel Management & Dealer Engagement

• Organize annual dealer and council meets.
• Ensure LAT availability and capability at CCCs to support business development.
• Collect and act on feedback from channels and sales teams.
• Develop and implement annual commercial policies for all LOBs.
• Monitor CCC and 2S dealer performance; identify blind spots and drive improvement plans.
• Support digital automation initiatives including DMS enhancements.

Cross-functional Coordination & Leadership Reviews

• Lead LAT training, mentoring, and capability building.
• Leverage OEM service networks to grow repair and part sales.
• Collaborate with fleet teams to drive KAM-based sales contributions.
• Prepare for monthly reviews and AOP discussions.
• Work with OMCS team to improve availability, forecasting, and safety stock adherence.

RESPONSIBILITIES

Qualifications

• Bachelor's degree in Business, Engineering, Marketing, or related field.
• Strong proficiency in Microsoft productivity tools.
• Licensing may be required for compliance with export controls or sanctions regulations.

Core Competencies

• Business Insight – Applies market knowledge to advance goals.
• Builds Effective Teams – Leverages diverse skills to achieve common objectives.
• Collaborates – Works across functions to meet shared goals.
• Communicates Effectively – Tailors messaging to varied audiences.
• Develops Talent – Supports career growth and team development.
• Global Perspective – Applies a broad lens to business challenges.
• Change Management – Leads structured change initiatives.
• Project Management – Balances scope, schedule, and resources effectively.
• Adapts to Target Audience – Explains complex topics in accessible ways.
• Integrates Customer Perspective – Aligns solutions with customer needs.
• Values Differences – Embraces diverse perspectives and cultures.

QUALIFICATIONS

Skills and Experience

• Significant experience in sales, product enablement, and aftermarket operations.
• Experience in training, development, and performance improvement strategies.
• Strong stakeholder management and cross-functional collaboration skills.
• Experience in global organizations and managing strategic initiatives.
• Knowledge of pricing strategy, product lifecycle management, and channel performance.

Job Sales

Organization Cummins Inc.

Role Category Hybrid

Job Type Exempt - Experienced

ReqID

Relocation Package No