Sales Manager, Jv

**Sales Manager, JV & Independents, Power Generation**

**Description**

**Sales Manager, JV & Independents, Power Generation**

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.

We are looking for a talented **Sales Manager** to join our **Power Generation** team in **Tuas South, Singapore**, leading all sales, commercial and business development efforts across our joint venture and independent distribution channels.

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

- Manage customer and distributor relationships through the sales cycle and executes sales plans to achieve revenue and profitability goals and customer value within an assigned sales territory and/or market, manages a sales organization, and is responsible for all sales activity and operations for our southeast Asia business. Oversees that the sales team is working safely and that the Cummins Culture of Safety is present and strong within the team.
- Consistently delivers profitable growth by working with and through the sales team to provide customers with valued Cummins solutions.
- Sets and achieves sales goals associated with revenue and profit targets. Drives sales by planning, controlling, and directing activities of that sales team in conjunction with the distribution channel.
- Leads the strategic approach to sales for a medium to large business segment or line of business. Development and implementation of sales objectives, strategies, promotional programs; manages territory and resource allocation. Holds direct and dotted line teams accountable for execution and results.
- Coaches, develops, and motivates sales staff. For direct reports, sets goals for their training and development, performance, and career planning. Monitors, coaches and manages performance on a regular basis. Delegates work assignments considering employee skills and development needs; provides guidance and direction on problems and issues.
- Engages with leadership and well as direct and dotted line teams to support and manage change. Identifies department issues and opportunities to support continuous process improvement. Fosters development of new methods, processes, and procedures; resolves highly complex issues.
- Drives utilization of Cummins tools and processes such as the Cummins Sales Process and Customer Relationship Management (CRM).
- Provides accurate reporting and forecasting of sales demand to the entity leadership team and to regional and/or global sales leadership
- Builds and maintains outstanding relationships and networks with customer and distributor business leaders by maintaining face-to-face contact with key customer management.
- Develops and manages budget, financial controls, and risk ensuring operations are executed efficiently and within established budgets.
- Represents emerging customer needs, preferences, and market trends to New Product Development.
- Assures good communication and coordination across the sales function to attain goals of the sales strategy and culture, management of customers, sales talent management and sales operations.
- Manages activity-based sales management (ABSM), including establishing activity-based sales metrics, coaching sellers in ABSM and driving activity-based sales results.
- Models and mentors/coaches Cummins leadership behaviors.
- Continually evaluates sales force effectiveness and provides input to strategies for improvement, e.g., recruiting/hiring, training, and/or territory and resource reallocation.
- Develops opportunities to increase sales by identifying, researching, and contacting new prospects and accounts.
- Builds positive customer relationships that enable identification of a customer’s needs, business model and buying process.
- Uses 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.
- Conducts negotiations according to company guidelines. Assists with the escalation of receivables and payment terms. Responds to customer concerns about the company and its products and services.
- Drives sales, achieving revenue and margin targets and ensuring customer satisfaction.
- Oversees projects, programs, and business relationships with assigned accounts and/or territory and/or market segment.

**Qualifications**

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

- **Channel management** - lead and influence independent distribution channels through relationships, strategy and influencing to achieve business and organi