Cummins PowerGeneration, Sales Team Leader

Cummins PowerGeneration Team Leader

Job Summary:

This position has direct responsibility for all technical pre and post-sales support of Cummins Power Generation solutions targeted. The CPG Sales Team Leader will ensure that all technical inquiries regarding product performance and suitability, select appropriate solutions to meet customer requirements and establish and maintain relationships with key contacts such as the internal Sales Representatives, Consultants, Contractors, Partners, Vendors and End-users. This position is integral in driving revenue goals and helping to develop the local power generation market.

Major Responsibilities and Accountabilities

• Completes all vendor related training as per individual training plan ensuring that same is completed for all direct reports
• Works with all CPG AE’s to develop weekly call plans ensuring that they are received in a timely manner
• Manages local CPG inventory stock levels as well as the Cummins CPG DAOP scorecard 
• Establishes and maintains relationships with key customer contacts, contractors and consultants to better support local projects
• Makes joint sales calls with internal Sales representatives as well as contractors to customers within the specified market
• Develops and presents product information to key influencers
• Establishes external pre-sales contacts in an effort to find sales opportunities
• Manages all aspects of the CPG sales process from the specification stage all the way to the collection of timely payments to ensure high levels of customer satisfaction
• Identifies, qualifies and pursues new business prospects
• Develops proposals and quotations
• Works closely with the Divisional Manager/Director to close sales and meet financial targets
•  Reviews client opportunity specifications and requirements to promote and propose appropriate Power Generation Solutions
• Performs calculations for generator performance runs and sizing
• Develops solution layout drawings including placement of equipment and general specifications
• Communicates with vendors regarding custom solution applications and relevant pricing
• Creates and publishes project submittals to contractors
• Acts as a trusted advisor and consultant to the client on large projects
• Works with management to develop technical product sales tools and collateral based on the application and the identified region
• Anticipates and identifies new business needs, develops appropriate recommendations and solutions
• Identifies competitive threats at the account level, and gathers appropriate market intelligence
• Any other related responsibilities that may be assigned by the Divisional Manager/Director

Knowledge and Experience

• Bachelor’s degree in Mechanical Engineering, or equivalent Engineering certification
• Minimum of three (3) years’ experience in Generator applications or a closely related field
• Minimum of two (2) years’ experience in a sales-related environment
• Broad knowledge of switch gears and its applications
• Ability to prioritize and manage multiple issues and/or projects at one time
• Exhibits excellent problem solving techniques and skills
• Able to communicate advanced concepts such as technology applications, features, benefits, value propositions, clearly and concisely to varying audiences
• Strong multi-tasker who can anticipate needs in advance and also possesses the ability to bring problems to a successful resolution with impeccable follow-through
• Experience working in a cross-functional business team environment, able to establish and maintain cooperative relationships with other company departments
• Works independently towards established short and long term financial targets