Cross Border Business Development Leader - Cummins Inc

In this role, you will make an impact in the following ways:

• Prospects and develops new opportunities to grow the business. Independently develops/executes account plans to build customer relationships and achieve sales goals within the assigned sales territory, market segment or channel partners.
• Develops new customer relationships and strengthens current customer relationships that enable identification of a customer’s needs, business model and buying process. Uses an understanding of customer needs and priorities to identify and offer Cummins solutions.
• Gains agreement on the differential advantage of Cummins solutions by helping the customer understand and evaluate existing data and information and the value proposition. Conducts negotiations according to company guidelines, including payment terms. Assists with the collection of accounts receivables when needed. Drives sales, achieving sales targets and ensuring customer satisfaction.
• Consistently uses the Cummins Sales Process as well as Cummins tools, processes, and initiatives that support sales, customer satisfaction, and customer value, e.g., Customer Relationship Management and special projects. Reports activity via the Customer Relationship Management tool per management direction. Produces sales forecasts as directed. Provides leadership and mentoring to less experienced account executives.
• Developing Account Strategy – Influence the current status of the account in terms of relationship, finances, product competitiveness, barriers, quality, and service and define the desired future state by balancing customer requirements and business capabilities to define achievable targets aligned with the business strategy.
• Sales Forecasting – Collects and assesses customer data from internal and external sources; compares against historical data to work out useful inputs and create a forecast of future consumption patterns.
• Sales Pipeline Management – Plans proactively for successful execution of account/territory-level sales strategies
• Pricing Strategy – Develops prices by aligning and building consensus with key stakeholders across functions to achieve business targets. Business insight – Applying knowledge of business and the marketplace to advance the organization’s goals. Customer focus – Building strong customer relationships and delivering customer-centric solutions. Negotiations Excellence –

Responsibilities

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

• Candidate must be fluent in French and English and must have a minimum of 5 years
• Field sales and business development experience dealing with industrial customers in West Africa in Mining and Power generation Applications.
• Play a leading role in managing dealer performance including contract renewal. Identify potential and new dealers in the Cummins Ghana cross-border region. Participate in Monthly business reviews and quarterly KPI Reviews with dealers.
• Prospects and identifies specific local business opportunities and/or 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, and work out their business model and buying process. Supports the overall sales strategy through good communication and coordination across the sales organization.

Qualifications

Education/Experience

• College, University, or equivalent degree in Marketing, Sales or a related subject, or acceptable sales-related work experience, or an acceptable combination of education and experience.