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Cummins Inc. Global Business Development and Sales Director – Hydrogen Electrolyser Technologies in Oevel, Belgium

Global Business Development and Sales Director – Hydrogen Electrolyser Technologies

Description

This position is the most senior person responsible for sales revenue in a market or region. All sales people within the market or region report to this position via dotted or solid line and is on the leadership team of the market or region. This position manages a large sales operations organization and is responsible for $100 - $300 million in sales activity for multiple market/product segments. This position has greater than 10% of sales and margin impact within the business entity.

Oversees that the salesforce is working safely and that the Cummins Culture of Safety is present and strong within the Salesforce.

Consistently delivers profitable growth by providing our customers with valued Cummins solutions by working with and through the entire salesforce.

Plans, controls, and directs activities of the sales force.

Sets and achieves sales goals associated with revenue and profit targets.

Sets strategic approach to sales and approves development and implementation sales objectives, strategies and promotional programs and holds their direct and dotted line teams accountable for the execution.

Sets strategic approach to identify and pursue growth opportunities and holds their direct and dotted line teams accountable for the execution.

Coaches, develops and motivates sales staff; provides guidance and direction on problems and issues; delegates work assignments considering employee skills and development needs.

Identifies function and department issues, problems, and opportunities to support continuous process improvement initiatives.

Drives utilization of Cummins tools and processes (i.e. Customer Relationship Management, Customer Focus Six Sigma).

Provides accurate reporting and forecasting of sales demands to the entity leadership team and to regional and/or global sales leadership. This is accomplished through utilization of Cummins tools and processes (i.e. common sales cycle, Customer Relationship Management Systems).

Builds and maintains outstanding relationships with key customers and business leaders by maintaining at least yearly face-to-face contact with key customer management.

Manages the development of new methods, processes, and procedures; resolves highly complex issues.

Develops and manages sales (revenue and prime margin metrics at a minimum) and manages spending AOP budgets, financial controls, and risk ensuring operations are executed efficiently and within established budgets.

Assures good communication and coordination between account management, field sales, upstream influencers, sales management, inside sales and sales analysts (as applicable) to attain the 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.

Qualifications

Skills

Strategic mindset - Seeing ahead to future possibilities and translating them into breakthrough strategies.

Financial acumen - Interpreting and applying understanding of key financial indicators to make better business decisions.

Ensures accountability - Holding self and others accountable to meet commitments.

Plans and aligns - Planning and prioritizing work to meet commitments aligned with organizational goals.

Manages conflict - Handling conflict situations effectively, with a minimum of noise.

Drives vision and purpose - Painting a compelling picture of the vision and strategy that motivates others to action.

Builds effective teams - Building strong-identity teams that apply their diverse skills and perspectives to achieve common goals.

Values differences - Recognizing the value that different perspectives and cultures bring to an organization.

Instills trust - Gaining the confidence and trust of others through honesty, integrity, and authenticity.

Demonstrates self-awareness - Using a combination of feedback and reflection to gain productive insight into personal strengths and weaknesses.

Channel Awareness - Explains and contextualizes industry structure, dynamics, and path to market in order to advance organizational goals.

Intuitive Listening And Adapting Solutions - Translates needs, expectations, or asks from customers, stakeholders, etc. into actionable solutions through active listening and intuition; chooses or produces solutions (e.g. process change, tool, product, service, etc.) to meet or exceed the customers’ or stakeholders’ needs or expectations or to provide value.

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.

Education, Licenses, Certifications

  • University or college degree in the field of Sales or Marketing with an MBA preferred, or an acceptable combination of education and experience.

  • Six Sigma Green Belt Certificate a plus.

  • Sales Champion certified in at least one market desirable.

Experience

  • Proven ability to lead diverse sales teams in a matrix environment

  • Active participation and advocacy within industry associations in Hydrogen Technology

  • Demonstrable understanding of market dynamics within the Hydrogen production, storage and distribution space

  • Solid track record of project execution, by preference within the Hydrogen production, storage and distribution space

  • Significant level of relevant work experience required for this senior position. - - Experience as a sales representative and other sales support function.

  • Experience in sales management desirable.

  • Experience in strategy, large organization management/budget holding, product, technical roles beneficial.

Job SALES

Primary Location Belgium-Antwerp-Mol-Belgium, Oevel, Hydrogenics Europe NV

Job Type Experienced - Exempt / Office

Recruitment Job Type Exempt - Experienced

Job Posting Jun 15, 2020, 2:59:00 PM

Unposting Date Ongoing

Req ID: 200000ZC

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