Current Job Positions at Cummins Inc. (Port Harcourt and Lagos) - updated

Cummins Inc. - A global power leader, is a corporation of complementary business units that design, manufacture, distribute and service diesel and natural gas engines and related technologies, including fuel systems, controls, air handling, filtration, emission solutions and electrical power generation
systems. Headquartered in Columbus, Indiana, (USA) Cummins currently employs approximately 48,000 people worldwide and serves customers in approximately 190 countries and territories through a network of approximately 600 company-owned and independent distributor locations and approximately 6,800 dealer locations. Cummins earned $1.48 billion on sales of $17.3 billion in 2013.

Cummins is recruiting to fill the position below:


Job Title: BDM, Port Harcourt
Location: Port Harcourt, Rivers
Job Descriptions

• Manages customer relationships to achieve sales goals and executing sales plans within an assigned sales territory or account.
• Sells company products and services by developing new prospects and accounts.
• Achieves sales targets and ensures customer satisfaction.
• Develops relationships to generate customer goodwill and loyalty.
• Conducts negotiations according to company guidelines.
• Identifies, researches, and contacts prospective customers and builds positive relationships that will generate future sales and repeat business.
• Responds to customer concerns about the company and its products.
• Provides leadership and mentoring to less experienced sales representatives.
• Drives utilization of Cummins tools and processes (i.e. Customer Relationship Management, Customer focus Six Sigma).

• Focus On Customer Needs - Able to leverage network of customer contacts to attain customer specific information that will provide useful in making informed business decisions and increase understanding of customer needs.
• Account Planning - Is able to develop strategies to grow business, formulate marketing plans, identify support needs and measure progress. Understands what strategies need to be put in place to strengthen customer relationships. Uses the Customer Market Profitability tools (such as OEM Supply Agreement CORP 04-05-00-00) that support account planning as well as customer loyalty NPS tools and process.
• Sales Calls - Able to formulate sales call plans, conduct calls according to plans, gather information and negotiate terms of sale. Able to coach others.
• Manage Customer Relationships - Manages customer interactions and relationships to maximize sales opportunities. Utilizes appointment and customer contact management software. Able to coach others to develop effective contact management habits. Consistently demonstrates ability to establish rapport, meet commitments, and develop effective working relationships with customers.
• Sales Negotiations - Able to identify negotiating tactics used by customers and how to manage them. Familiar with Customer Market Profitability tools (such as OEM Supply Agreement CORP 04-05-00-00) that can be utilized during negotiations. Can recognize the balance of power within a negotiation and has the skills to alter that balance. Drives toward collaborative relationships (i.e. win/win relationships).

• College, university, or equivalent Degree in Marketing, Sales or a related subject or equivalent industry experience required.

• Manages and develops customer relationships to achieve sales goals within an assigned sales territory or account in a business to customer environment.
• Sells company products and services by developing new prospects and accounts.
• Achieves sales targets and ensures customer satisfaction.
• Develops relationships to generate customer goodwill and loyalty.
• Supports negotiations according to company guidelines.
• Identifies, researches, and contacts prospective customers and builds positive relationships that will generate future sales and repeat business.
• Responds to customer concerns about the company and its products.
• Drives utilization of Cummins tools and processes (i.e. Customer Relationship Management, Customer focus Six Sigma).

• College, university, or equivalent Degree in Marketing, Sales or a related subject or equivalent industry experience required.

• Basic relevant work experience preferred.

• Focus On Customer Needs - Familiar with key Cummins customers. Knowledge would include business strategies, organizational structures, geographic footprints, financial results, internal processes, and primary needs for effective segmentation.
• Account Planning - Able to identify support needs or service improvement needs of a customer. Can write goal statements that are specific, measurable, actionable, realistic and time based. Able to execute a strategy. Able to identify initiatives that will lead to achieving defined goals. Able to apply measures and track progress toward the goal. Familiar with Customer Market Profitability tools (such as OEM Supply Agreement CORP 04-05-00-00) that can be utilized during account planning.
• Sales Calls - Able to formulate sales call plans, conduct calls according to plans, gather information to strengthen the sales position and progress through the sales process.
• Manage Customer Relationships - Has established rapport, delivered on commitments, and developed a positive relationship with customers. Uses appointment tracking system, documents call plans, meeting notes and action items.
• Sales Negotiations - Basic understanding of negotiating tactics and the concept of power in a negotiation.

• Manages and develops customer relationships to achieve sales goals within an assigned sales territory or account in a business to customer environment.
• Sells company products and services by developing new prospects and accounts.
• Achieves sales targets and ensures customer satisfaction.
• Develops relationships to generate customer goodwill and loyalty.
• Supports negotiations according to company guidelines.
• Identifies, researches, and contacts prospective customers and builds positive relationships that will generate future sales and repeat business.
• Responds to customer concerns about the company and its products.
• Drives utilization of Cummins tools and processes (i.e. Customer Relationship Management, Customer focus Six Sigma).

• Channel Repair Process - QuickServe - Able to lead others in executing the QuickServe process. Demonstrate improvements using the QuickServe Customer Meter/Net Promoter Score data. Able to identify correlation between key service performance indicators and QuickServe Customer Meter to determine how well the process is being executed.
• Communication - Written and Verbal - Significant experience in written and verbal communication and should be capable of communicating effectively to all levels within and outside the company.
• Warranty / Administration Procedure - Comprehends, understands and carries out the guidelines as outlined in the Warranty Administration Manual. Has in depth understanding of Standard Repair Times, Cummins repair practices, QuickService Online and Cummins engines. Has knowledge of the claim payment process.
• Focus on Customer Needs - Familiar with key Cummins customers. Knowledge would include business strategies, organizational structures, geographic footprints, financial results, internal processes, and primary needs for effective segmentation.
• Manage Execution - Solid understanding of how to manage execution. Manages the performance of self and others through the use of structured tools. Delegates effectively and regularly with solid support and follow through. Uses defined processes to manage execution.
• Attention to Details - Consistently demonstrates ability to work in a thorough and detailed manner. Provides accurate, consistent information on all documents. Achieves thoroughness and accuracy when accomplishing a task through concern for all the areas involved. Can model/coach this skill to others.
• Service Cross-Functional Knowledge - Basic understanding and awareness of service processes and tools. Aware of retail service processes and service support processes. Has basic knowledge of the Cummins Distributor/Field network.

• College or technical trade school or equivalent degree, or equivalent experience, required.

• Significant experience required.