Business Development Manager

Job Summary:

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.

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.

Competencies:

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.

Education, Licenses, Certifications:

College, university, or equivalent degree in sales, marketing, technical or a related subject required, or an acceptable combination of education and experience.

Experience:

Significant level of relevant work experience required. Customer facing experience preferred.

• Cross-Regional Customer Expansion：

  - Support EAPAC data center customers as they expand their business and projects into EMEIA and Americas.

  - Support data center customers headquartered or primarily managed in EMEIA and Americas as they enter, invest, and execute projects within EAPAC.

  - Establish effective cross-regional engagement models with relevant regional teams to ensure seamless customer support and a consistent customer experience.

  - Facilitate early visibility of customer expansion plans, project pipelines, technical requirements, and commercial needs across regions.

  - Support clear alignment on customer engagement, account ownership, opportunity management, and regional responsibilities.

  2. Cross-Functional & Cross-Regional Collaboration

  - Act as a key interface among EAPAC, other regional teams, and global Data Center stakeholders.

  - Collaborate closely with Sales, Engineering, Product Management, Supply Chain, Operations, Service, Marketing, and other functions to support strategic projects.

  - Facilitate alignment across regions on customer strategy, commercial approach, product solutions, delivery requirements, and service support.

  - Drive issue resolution and escalation for critical cross-regional opportunities when required.