Career Path: Sales
Organization: Cummins Inc.
Role Category: Hybrid
Job Type: Exempt - Experienced
ReqID: 2416355

DESCRIPTION

Being part of Cummins means working alongside today’s most innovative thinkers to solve the world’s toughest problems. We are proud to offer learning and development opportunities designed to promote individual performance and spark purpose and trust within our teams. We look to hire the best and then help you to become even better. Thank you for your interest in continuing to grow your Cummins career!
We are looking for a talented Business Development Manager - Date Center to join our team in Tuas South, Singapore, as part of Singapore sales team. This role will be Hybrid, and it will require overseas travelling.
Responsible for opportunity management which includes identifying new growth opportunities and managing new business growth for a key market segment or in a specified region or channel.
In this role, you will make an impact in the following ways:

Key Responsibilities:

• Works with Sales, Marketing, and product leaders to identify strategies targeting growth, for example by participating in efforts such as strategy workshops.
• Uses market and competitor research and local market knowledge to identify and prioritize market or product segment opportunities.
• Conducts industry and customer activities (e.g., attending trade shows, conferences, customer events) to better evaluate opportunities.
• Prospects and identifies specific and significant business opportunities and/or target accounts. May collaborate with Cummins Upstream Influencers (or may perform upstream influencing) to better prioritize specific prospective accounts and their potential needs.
• Collaborates with Marketing, Sales Management and New Business Development Specialists to manage the analysis, measurement, and tracking of market sales potential across assigned brands, channels, regions, products, etc.
• Builds and maintains a deep understanding of customer needs, market trends, and the customers’ business environment.
• Develops and implements account strategies and plans for high-priority business development accounts or opportunities.
• Develops, strengthens and expands business relationships within potential/target accounts. Identifies 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.
• Leads, manages, and coordinates communication and interfaces with the customer at appropriate levels. Develops proposals for new business (e.g., with specific and significant new accounts or for programs to attract new customers or expand channel penetration).
• For specific accounts, conducts negotiations according to company guidelines and closes new sales. If closing sales with a net new account, ensures effective hand-off to an Account Manager, for example sharing information about the customer’s needs, business model, and buying process.
• Communicates with stakeholders and functions on emerging customer needs, market trends, and how to potentially increase our ability to win the business.
• Builds/Implements processes and procedures to understand competition and to provide input to market lead pricing propositions for designated areas.
• Meets segment, region, or channel goals for new business development. Develops new product/business forecasts through utilization of Cummins tools and processes (e.g., the Cummins Sales Process, Customer Relationship Management systems).
• Presents periodic business development reports to leadership.
• Champions initiatives to grow the business through the addition of new customers and/or accelerated adoption of new products. Manages special projects that have cross-regional implications.
• Supports cross-business unit account development and strategy. Collaborates with internal business managers on business development initiatives and plans.
• Coaches and motivates business development staff. If he/she has direct reports, sets goals for their 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.

PREFERRED QUALIFICATION:

• College, university, or equivalent degree in sales, marketing, technical or a related subject required, or an acceptable combination of education and experience.
• Significant level of relevant work experience required. Customer facing experience preferred.
• Strategic Market Development in Southeast Asia Drive regional business growth by identifying and developing opportunities with data center (DC) clients headquartered in Singapore, who are expanding across Southeast Asia. This includes conducting market mapping, competitive analysis, and crafting go-to-market strategies that align with regional dynamics and regulatory landscapes.
• Tailored Solutioning and Deal Leadership Partner closely with local PG sales teams across SEA to design and deliver DC solutions that meet the technical and commercial requirements of DC clients. Take the lead on regional RFPs, from initial engagement through to proposal submission, negotiation, and contract closure.
• Client and Ecosystem Relationship Management Build and maintain strong, long-term relationships with key decision-makers at DC clients and consulting firms, particularly those based in Singapore. Represent the company at industry events, forums, and networking platforms to enhance brand visibility and stay ahead of trends in the digital infrastructure ecosystem.
  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

RESPONSIBILITIES

To be successful in this role you will need the following:

• Builds effective teams - Building strong-identity teams that apply their diverse skills and perspectives to achieve common goals.
• Business insight - Applying knowledge of business and the marketplace to advance the organization’s 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.
• 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.
• Pricing Strategy - Develops prices by aligning and building consensus with key stakeholders across functions to achieve business targets.
• 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.
• 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.
• Values differences - Recognizing the value that different perspectives and cultures bring to an organization.

Key Responsibilities:

• Works with Sales, Marketing, and product leaders to identify strategies targeting growth, for example by participating in efforts such as strategy workshops.
• Uses market and competitor research and local market knowledge to identify and prioritize market or product segment opportunities.
• Conducts industry and customer activities (e.g., attending trade shows, conferences, customer events) to better evaluate opportunities.
• Prospects and identifies specific and significant business opportunities and/or target accounts. May collaborate with Cummins Upstream Influencers (or may perform upstream influencing) to better prioritize specific prospective accounts and their potential needs.
• Collaborates with Marketing, Sales Management and New Business Development Specialists to manage the analysis, measurement, and tracking of market sales potential across assigned brands, channels, regions, products, etc.
• Builds and maintains a deep understanding of customer needs, market trends, and the customers’ business environment.
• Develops and implements account strategies and plans for high-priority business development accounts or opportunities.
• Develops, strengthens and expands business relationships within potential/target accounts. Identifies 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.
• Leads, manages, and coordinates communication and interfaces with the customer at appropriate levels. Develops proposals for new business (e.g., with specific and significant new accounts or for programs to attract new customers or expand channel penetration).
• For specific accounts, conducts negotiations according to company guidelines and closes new sales. If closing sales with a net new account, ensures effective hand-off to an Account Manager, for example sharing information about the customer’s needs, business model, and buying process.
• Communicates with stakeholders and functions on emerging customer needs, market trends, and how to potentially increase our ability to win the business.
• Builds/Implements processes and procedures to understand competition and to provide input to market lead pricing propositions for designated areas.
• Meets segment, region, or channel goals for new business development. Develops new product/business forecasts through utilization of Cummins tools and processes (e.g., the Cummins Sales Process, Customer Relationship Management systems).
• Presents periodic business development reports to leadership.
• Champions initiatives to grow the business through the addition of new customers and/or accelerated adoption of new products. Manages special projects that have cross-regional implications.
• Supports cross-business unit account development and strategy. Collaborates with internal business managers on business development initiatives and plans.
• Coaches and motivates business development staff. If he/she has direct reports, sets goals for their 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