DESCRIPTIONOur 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 IEA International Sales Operations Leader to join our team specializing in Sales for our Power Systems Business Segment in Columbus, IN.In this role, you will make an impact in the following ways:
Builds sales region capabilities to make data-based decisions through implementation and adoption of global Sales Operations tools and processes and communication of emerging regional needs for information.
Implements the global Sales Operations strategy and supporting tools and processes at the regional level: deployment, adoption and maintenance.
Serves as the primary point of contact within a region for all global Sales Operations strategies, tools and processes.
Builds and maintains strong working relationships with regional sales leaders and teams, to better understand their needs for sales data and resulting information.
Communicates region-specific needs for sales information, training and/or tools that would improve decision-making capabilities.
Partners with regional sales leaders to manage changes that improve the consistency and accuracy of sales manager-generated sales performance data and the use of sales data and information, from regional readiness to adoption and systematic use.
Establishes and participates in working groups concerned with improving data-based decision-making capabilities.
Uses knowledge of the sales region to provides input into Sales Operations strategies: pace of adoption of new tools and processes, emerging needs for information, willingness or resistance to changing current approaches to use of sales data.
Delivers regional sales analyses, performance reports and insights to the sales force, sales management, and regional sales leadership.
Supports and manages special projects that improve regional data-based decision-making: structures the business problem, evaluates options, manages implementation of the best option and tracks success.
Leads, motivates, mentors, and develops staff. Develops high-functioning teams.
Develops and manages spending AOP budgets, financial controls, and risk ensuring operations are executed efficiently and within established budgets.
QUALIFICATIONSTo be successful in this role you will need the following:
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.
Attracts top talent - Attracting and selecting the best talent to meet current and future business needs.
Builds effective teams - Building strong-identity teams that apply their diverse skills and perspectives to achieve common goals.
Business insight - Applying knowledge of business and the marketplace to advance the organization’s goals.
Communicates effectively - Developing and delivering multi-mode communications that convey a clear understanding of the unique needs of different audiences.
Cultivates innovation - Creating new and better ways for the organization to be successful.
Global perspective - Taking a broad view when approaching issues, using a global lens.
Manages complexity - Making sense of complex, high quantity, and sometimes contradictory information to effectively solve problems.
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.
Change Management - Applies the Cummins structured process and tool set for engaging individuals and organizations through change to achieve and sustain business results and outcomes.
Business Process Design - Discovers, models, analyzes, measures and improves business processes using standards, templates, tools and methodologies to optimize business performance.
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
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.
This position may require licensing for compliance with export controls or sanctions regulations.
Experience
Significant level of relevant work experience required for this position. Experience as a sales representative and other sales support function desirable. Experience in sales management desirable. Experience in strategy, analytics, large organization management/budget holding, product, technical roles beneficial.
Sales operations and sales enablement responsibilities
SBP, SIM, Financial Forecasting, Forecasting plant control processes support
Sales analysis and support – commercial incentive management, costing support for margin analysis; dashboard analytics
Reactive policy - budget & claim adjudication processes management
Salesforce implementation and reporting
Transformation initiatives tracking and reporting
Independent channel business development responsibilities
Prioritizes needs, develops, strengthens, and expands business relationships within the Independent channel for the PSBU Industrial Engines International organization
Chief of staff responsibilities
Monthly/ quarterly engagement agenda setting and content delivery
Preparation of customer engagement briefings
Managed expense budget administration and reporting
Other: Flexibility for role to be located in other states; employee must follow hybrid policy guidelines for travelCompensation and BenefitsBase salary rate commensurate with experience. Additional benefits vary between locations and include options such as our 401(k) Retirement Savings Plan, Cash Balance Pension Plan, Medical/Dental/Life Insurance, Health Savings Account, Domestic Partners Coverage and a full complement of personal and professional benefits.Base salary range: $114,400– $171,600Please note that the salary range provided is a good faith estimate on the applicable range. The final salary offer will be determined after considering relevant factors, including a candidate’s qualifications and experience, where appropriate.Additional benefits vary between locations and include options such as our 401(k) Retirement Savings Plan, Cash Balance Pension Plan, Medical/Dental/Life Insurance, Health Savings Account, Domestic Partners Coverage and a full complement of personal and professional benefits.Cummins and E-verifyAt Cummins, we are an equal opportunity and affirmative action employer dedicated to diversity in the workplace. Our policy is to provide equal employment opportunities to all qualified persons without regard to race, gender, color, disability, national origin, age, religion, union affiliation, sexual orientation, veteran status, citizenship, gender identity and/or expression, or other status protected by law. Cummins validates right to work using E-Verify. Cummins will provide the Social Security Administration (SSA) and, if necessary, the Department of Homeland Security (DHS), with information from each new employee’s Form I-9 to confirm work authorization.Job SalesOrganization Cummins Inc.Role CategoryJob Type Exempt - ExperiencedReqID 2400045TCummins and E-VerifyAt Cummins, we are an equal opportunity and affirmative action employer dedicated to diversity in the workplace. Our policy is to provide equal employment opportunities to all qualified persons without regard to race, gender, color, disability, national origin, age, religion, union affiliation, sexual orientation, veteran status, citizenship, gender identity and/or expression, or other status protected by law. Cummins validates the right to work using E-Verify and will provide the Social Security Administration (SSA) and, if necessary, the Department of Homeland Security (DHS), with information from each new employee’s Form I-9 to confirm work authorization. Visit http://EEOC.gov to know your rights on workplace discrimination.