Technical Sales Support and UI (Upstream Influencing) Manager

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 talented Technical Sales Support and UI (Upstream Influencing) Manager to join our team in Tuas South, Singapore. This role will be Onsite with Flexibility and travel required with this role. 

Based on the candidate's current location, the role may be aligned to Singapore, Malaysia, Philippines, Korea or Japan. No Relocation support will be provided.

Influences demand and preference for the Cummins products, services, and solutions by influencing technical and commercial stakeholders / gatekeepers through providing excellent product and system sales support.

Key Responsibilities:

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

• Develops business relationships with influencers of sales (Key Influencer Customers such as architects, design engineers, design consulting firms, specialty and general contractors, OEMs, dealers, channel partners). 
• Builds positive relationships and trust with Key Influencer Customers’ management, service and technical personnel. Identifies 
• Key Influencer Customer needs/priorities. Is the informed resource for assistance to sales, service and technical support personnel at Key Influencer Customers, for example helping them make sense of data and information. 
• Attends site meetings as required. 
• Recognizes potential sales opportunities. 
• Reports potential sales opportunities in the CRM system. 
• Collaborates with local selling roles and passes opportunities to the relevant Sales Manager or Sales Professional. Works to influence product/project specifications and purchasing behaviors within Key Influencer Customers. 
• For example, understands the customer / project’s needs and provides a solution that delivers the best value to the customer while taking into account the total cost of ownership. 
• Stays current on new techniques relevant to the work being performed; achieves and maintains technical/ process competency.
• Fosters the development of new methods, processes, and procedures. Leads, motivates, mentors, and develops technical/process expertise within the salesforce. 
• Develops Key Influencer Customer strategies and maintains them in an account plan-like framework. Works with stakeholders in the business to achieve expected results. 
• Develops knowledge of the segment, industry, market, and/or territory to allow opportunities for relevant trade association leadership, speaking engagements, and media visibility. 
• Attends factory project kickoff meetings as required. 
• Responsible for market analysis reports as well as the impact of potential alternative technologies. 
• May mentor sales function personnel and less experienced Upstream and User Sales Consultants.

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

• 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. 
• Persuades - Using compelling arguments to gain the support and commitment of others. 
• Plans and aligns - Planning and prioritizing work to meet commitments aligned with organizational goals. 
• 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. 

Preferred Qualifications: 

• University or college degree in the field of engineering, or an acceptable combination of education and experience. 
• This position may require licensing for compliance with export controls or sanctions regulations. 
• Experience in technical sales, application engineering or project management desirable.
• Develop and Maintain Relationships of Key Consultants/Influencers
• Aims to establish key accounts with Sales and Wins
• Create Value Proposition
• Update regularly the consultants mapping and current projects pipeline in order for Sales team for follow up
• No cross-border support will be provided.