Technical Sales Leader, Power Generation

**Technical Sales Leader, Power Generation**

**Description**

**Technical Sales Leader, 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.

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

- Influences and/or creates demand and preference for Cummins products, services, and solutions by influencing key commercial and technical stakeholders through providing excellent product and system technical sales support.
- Develops long-term, cross region strategic business relationships with key influencers of technical specifications and sales (Key Influencer Customers such as architects, design engineers, design consultancy owners, specialty, and general contractors, strategic accounts, channel partners).
- Builds excellent relationships and trust with Key Influencer Customers’ business leadership,and technical personnel. Sets the strategic approach, e.g., existing targeted firms and individuals while also searching out potential new firms and individuals to influence.
- Reports activities and potential sales opportunities in the CRM system. Ensures that the team's opportunities are consistently reported and tracked. Collaborates with local selling roles and passes opportunities to the relevant Sales Manager or Sales Executive.
- Lead self and team to influence product/project specifications and purchasing behaviors within key consulting firms and major accounts. Tracks activities and success of this work.
- Achieves and maintains technical and process competency; stays current on new techniques relevant to the work being performed. Fosters the development of new methods, processes, and procedures to resolve highly complex issues.
- Leads, motivates, mentors, and develops technical/process expertise within the sales team.
- Develops influencing strategies through technical selling and maintains them in an account plan-like framework. Develops/oversees efforts to understand how customers perceive the team's performance and credibility as an influence. Works with key stakeholders in the business to achieve optimum results.
- Build professional profile and acts as the recognized thought leader within the industry, market, or territory, for example through publishing in trade media or speaking at relevant trade meetings.
- Engages and collaborates strongly with sales, project management and engineering teams as needed
- Act as a champion for the voice of the customer within the business, recognizing technical trends and changes within markets and customers.
- Works closely with the sales organization to understand business needs and targets such as the annual sales plan, gross margin objectives, market share, etc.
- May mentor or manage sales function personnel. If he/she has direct reports, conducts the following activities, or ensures they are conducted by another manager: sets goals for 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.
- The leader and team will bring strong and proactive focus to our upstream technical influencing efforts. Working in partnership with consultants and other key technical influencers and decision makers to position Cummins favorably within technical specifications is a major area of opportunity for us. Building a position of technical thought leadership strength and excellence across our market in this area has a direct impact on higher sales win rates on key projects.

**Qualifications**

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

- **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.
- **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.
- **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