Rail Market Development Manager Job in White Bear Lake 55110, Minnesota US

Purpose                                                                               

This position exists to drive growth and generate revenue in the rail market; identifies and pursues viable business opportunities; sets sales and marketing strategy; increases brand recognition and preference for Cummins products and services.

 

Key Responsibilities

Define three year strategic plan to penetrate rail markets within our territory (North Central US), clarifying target markets, product and service offerings, and annual operating plans.

·         Collect market, customer, political and technology trends to define key rail market opportunities

·         Understand the role of government funding and EPA implications on the growth of the market

·         Develops business cases to drive brand recognition and preference for Cummins products and services

·         Clarify target markets of opportunity and the related value packages required for success. Proactively works with existing accounts and account management team to develop forecast and project pipeline

·         Lead rail account teams to drive customer loyalty and develop and implement world-class service and support strategies

Sales Marketing

·         Deliver sales and sales support goals

·         Develops relationships with OEM’s, monitors marketplace for OEM and aftermarket opportunities

·         Builds wide and effective networks with senior level decision makers in the rail market, including existing accounts

·         Manage rail project lifecycles to monitor deliverables, financial results and customer satisfaction

·         Maintains documentation of all pertinent account information and activities in CCRM

·         Establish and maintain product pricing strategy and internal product cost measures

Manage the rail cross-functional business team to deliver the annual plan

·         Conducts performance reviews and resolves personnel issues, sets goals and identifies training and development needs. Administers company policies appropriately to encourage employee satisfaction and retention. Consults with and obtains approval from VP Rail Engine Rebuild on matters of significance i.e. staffing, hire and termination. Actively engage in HSE programs to ensure the health and safety of all employees

·         Lead the team in the development of the annual business plan, including revenue, expense, and direct and indirect resource requirements to accomplish the plan

·         Work with Operations personnel to refine rail strategic and annual operating plans, and define the rail service team structures to support Cummins NPower in this business

·         Coordinates account support activities, which include Engineering, Application Engineering, Order Admin, Service, Parts and Credit to provide Service Excellence at all points of the customer experience

Continuously develop the Organization to be the industry’s best

·         Participate in Cummins factory visits, trade shows and training sessions

·         Establish the resource library of necessary information to operate the rail business, including information about markets, products, applications, installations, and life cycle support

·         Participate on Cummins business teams as assigned to develop the mid-term strategy and plans necessary to qualify Cummins NPower as the organization’s rail market leader

 

Critical Experience, Knowledge, Skills and Abilities by Dimension:

Functional/Technical Qualifications

·         Bachelor’s degree in related field.  Demonstrates strong technical aptitude

·         Proven ability in B2B sales which includes five to ten years of Sales and/or Sales Management experience in this industry or related industry

·         Experience and demonstrated success in market development where established plans, processes and procedures do not exist

·         Successful track record of execution, with strong problem solving skills

12*5

 

·         Excellent customer support skills encompassing the “Customer Support Excellence” philosophy and standards

·         Ability to communicate technical information effectively

·         Excellent communication skills (active listening, writing, speaking in person and via phone)

 

Leadership

·         Successful track record in managing direct and indirect reports and teams; skilled at coaching, mentoring and performance management. Effectively communicates vision, mission and direction to work group

·         Effective hands-on leader who can plan strategically, work individually, and add to team’s work output

·         Excellent teamwork skills with proven ability to influence cross-functional teams without formal authority

·         Strong commitment to safety

·         Ability to persuade and influence others

·         Ability to control costs; thinks in terms of profit, loss and added value. Demonstrates financial awareness

·         Results oriented; demonstrates drive to achieve business objectives. Holds self and group accountable for results

·         Demonstrates creative problem solving; produces a range of solutions to issues

 

Quality/Improvement

·         Prior experience with 6Sigma is a plus

 

Other Qualifications

·         Excellent analytical skills, including forecasting and modeling

·         Excellent written and verbal communication and presentation skills

·         Ability to work through conflict and use effective problem solving skills

·         Proficient with MS Office tools such as Word, Excel, PowerPoint, Project, Access, etc.

·         Strong planning, organizational and time management skills

·         25-50% travel is required