Business Development Specialist

2 weeks ago

Haryana, India Cummins Inc. Full time

Job Summary

Cummins Inc. is seeking a highly skilled Business Development Specialist to join our team. The ideal candidate will have a strong background in channel sales management and business development, with a proven track record of driving revenue growth and market expansion.

Key Responsibilities:

  • Develop and execute channel sales strategies to drive revenue growth and market expansion.
  • Provide training, resources, and guidance to channel partners to enable them to effectively promote and sell our products/services.
  • Develop joint business plans with partners and execute strategies to meet sales targets and growth objectives.
  • Monitor and analyze channel sales performance, making data-driven decisions to optimize channel effectiveness and efficiency.
  • Stay informed about market trends, competitor activities, and industry developments to identify opportunities for growth.
  • Gather and analyze publicly available information and data from Marketing/Market Research to support identification and prioritization of market and product segment opportunities.
  • Collaborate with Marketing and the Business Development Manager and/or Sales Manager to identify attractive market segments, lines of business, or product lines to pursue.
  • Attend industry and customer activities to build an understanding of the market.
  • Prospect and identify specific local business opportunities and/or target accounts.
  • Complete assigned activities that support the analysis, measurement, and tracking of business development opportunities.
  • Develop, manage, and maintain business relationships with assigned potential accounts that allow identification of customers' perceived needs and priorities.
  • Help customers identify the differential advantage of Cummins solutions.
  • Interface with customers at appropriate levels and frequency.
  • Communicate emerging customer needs and market trends to the Business Development Manager.
  • Support/implement initiatives to grow the business within the assigned market, segment, or geography.
  • Support the overall sales strategy through good communication and coordination across the sales organization.
  • Mentor, motivate, and develop less experienced sales and account team staff.

Qualifications:

Education, Licenses, Certifications:

  • Bachelor's degree in Engineering and Master's degree in Business Management preferred.
  • College, university, or equivalent degree in marketing, sales, technical, or a related subject required, or an acceptable combination of education and experience.
  • This position may require licensing for compliance with export controls or sanctions regulations.

Competencies:

Core Competencies:

  • Communicates Effectively: Develops and delivers multi-mode communications that convey a clear understanding of the unique needs of different audiences.
  • Customer Focus: Builds strong customer relationships and delivers customer-centric solutions.
  • Values Differences: Recognizes the value that different perspectives and cultures bring to an organization.

Technical Competencies:

  • Articulating Value Proposition: Interprets internal and external customer needs and demonstrates products, solutions, and services to meet customer needs.
  • Channel Awareness: Explains and contextualizes industry structure, dynamics, and path to market.
  • Market Analysis: Researches and analyzes market information to identify trends and create a coherent market image.
  • Pricing Strategy: Develops prices by aligning with key stakeholders to achieve business targets.
  • Account Planning: Identifies objectives and tracks progress against targets for business and/or account strategies.
  • Adapts to Target Audience: Explains complex topics in a way that the target audience can understand, retain, and use the information.
  • Developing Account Strategy: Defines account status and future state by balancing customer requirements and business capabilities.
  • Integrates Customer Perspective: Incorporates customers' perspectives to develop sales content that meets their needs.
  • Sales Forecasting: Collects and assesses customer data to create forecasts of future consumption patterns.
  • Sales Pipeline Management: Plans for successful execution of sales strategies based on current pipeline health.
  • Sense Making: Develops an understanding of customer needs and behaviors through research and tailored solutions.

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