Power Generation Sales Leader at Cummins Inc.

Req ID: 1700073M

Description

• Manages key product line lifecycles. Understands and interprets market and industry trends. Leads the marketing initiatives for new product introduction and existing product change introduction.
• Develops the long-term product line strategy, forecast, and the annual operating plan.
• Provides product line budget requirements into the business unit annual operating plan.
• Drives the development of product introduction plans.
• Develops all aspects of the marketing mix to ensure the successful launch of new products and throughout the subsequent lifecycle.
• Presents marketing approach for functional review and to the change management review group.
• Drives pricing activity throughout the product lifecycle.
• Drives available marketing resources and uses those resources appropriately and as needed.
• Ensures that the product branding strategy is implemented effectively, and leads and supports internal and external communications in relations to the product range.
• Protects intellectual property of the organization, and works with legal counsel and engineering to ensure asset protection.
• Uses market research capabilities to plan for and implements an appropriate approach based on the understanding of Cummins’ target market and competitors.
• Defines and adopts, in the target market, a specific stance relative to the competition with the use of market research capabilities.
• Drives improvement of customer satisfaction and solves elevated customer issues in relation to product.
• Drives management of the product lifecycle; determines when products should be deemed obsolete.
• Develops, implements, and measures results of product promotions.
• Collaborates with other functions and global locations to ensure global profitability of the product line.
• Recommends marketing process changes that will improve Value Package Introduction and Value Package Change processes.
• Develops work plans for Product Managers and Associate Product Managers to deliver product line results; provides guidance and direction on problems and issues; delegates work assignments considering employee skills and development needs.

Qualifications
Skills:

• Managing Profitability - Understanding of the relative contributions of the multiple product lines in the business as well as the ability to develop and execute a product management plan that maximizes profitability of the business. If in a sales role, the person is capable of compiling and maintaining an account tracking document. This includes the capability to interrogate profitability results, product costs, et cetera and advise recommended actions.
• Marketing Program Development - Able to apply existing product/placement strategies, structures, and policies to a product line(s).
• Market Analysis - Able to deploy local processes to attain the most critical market information required to develop a specific product/product line plan.
• Product Knowledge - Knowledge of the products. Able to create strategies to sell the features and benefits of new products. Identifies strategies to gather data to increase sales opportunities.
• Market Positioning - Understands market positioning tools and can apply them.

Education, Licenses, Certifications:

• College, university, or equivalent degree in Marketing, Sales, technical, or a related subject required.

Experience:

• Significant relevant work experience required, including supervisory experience.