Business Development Manager- New Products Sales Description Responsible for identifying new business opportunities and implementing specific business development initiatives and tactics within a given product segment, market, region, or channel. (Does not own customer relationship.) Collaborates with Marketing and the Business Development Manager and/or Sales Manager to identify attractive market segments, lines of business, or product lines to pursue. Gathers and analyzes publicly available information and data from Marketing/Market Research to support identification and prioritization of market and product segment opportunities. May attend industry and customer activities to build understanding of the market. Prospects and identifies specific local business opportunities and/or target accounts. May collaborate with Cummins Upstream Influencers to better identify specific prospective accounts and their potential needs. Completes assigned activities that support the analysis, measurement and tracking of business development opportunities. Conducts customer research on target accounts or customer segments. Learns their business terminology and identifies current challenges and emerging needs. Develops/Supports account plans for specific target accounts. Develops, manages and maintains business relationships with assigned potential accounts that allow identification of customers\' perceived needs and priorities. Helps customers identify the differential advantage of Cummins solutions. For specific target accounts, determines their business model and buying process. Interfaces with the customer at appropriate levels and frequency. Develops/Supports new business proposals. May negotiate and close new sales with assigned potential accounts. If closing sales with a net new account, ensures effective hand-off to an Account Manager, for example sharing information about the customer\xe2\x80\x99s needs, business model, and buying process. Communicates emerging customer needs and market trends to the Business Development Manager. Develops new product/business forecasts through utilization of Cummins tools and processes (e.g., the Cummins Sales Process, Customer Relationship Management systems). Supports/implements initiatives to grow the business within the assigned market, segment or geography. Supports the overall sales strategy through good communication and coordination across the sales organization. Mentors, motivates, and develops less experienced sales and account team staff. Qualifications Skills 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\' perspective on our products and sales efforts to develop sales content that improves our ability to meet their needs and increase revenue. Sales Forecasting - Collects and assesses customer data from internal and external sources; compares against historical data to determine useful inputs and create a forecast of future consumption patterns. Sales Pipeline Management - Plans proactively for successful execution of account/territory-level sales strategies and plans based on current pipeline; evaluates pipeline health (size, contents, progress); adjusts sales strategy, plans, or high impact activities accordingly; as applicable coaches sellers in order to achieve sales objectives. 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. Pricing Strategy - Develops prices by aligning and building consensus with key stakeholders across functions to achieve business targets. 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. Market Analysis - Researches information using meaningful and valid sources and data to expand your knowledge of markets; analyzes findings by connecting dots and identifying trends to create a coherent image of the market; summarizes relevant insights by condensing, prioritizing, and translating how these impact our business. Education, Licenses, Certifications 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. Experience Intermediate level of relevant work experience required. MBA will be an added advantage. Previsous Experience of handling Product selling such as Gensets, Industrial products will be an advantege. Job SALES Primary Location India-Haryana-Gurgaon-India, Gurgaon, DBU and PGBU Job Type Experienced - Exempt / Office Recruitment Job Type Exempt - Experienced Job Posting Mar 11, 2024, 6:49:20 PM Unposting Date Apr 26, 2024, 2:29:00 AM Organization Distribution Business Role Category Hybrid - Potential for Partial Remote Relocation Package Eligible Req ID: 240001ED