About this role
We are looking for a talented Business Development Manager to join our Sales Power Gen team for Cummins in Peschiera Borromeo, Lombardia, Italy.
In this role, you will make an impact in the following ways:
- Develop and execute account plans to grow Cummins G-Drive engine and retail genset sales across existing customers, dealer networks, sales agents, and targeted new accounts.
- Identify, research, and engage prospective customers, including genset OEMs, packagers, and dealers, building relationships that generate new business and repeat sales.
- Manage customer relationships end to end, understanding customer needs, business models, and buying processes to provide tailored Cummins solutions and strengthen customer loyalty.
- Own sales targets and forecasts, tracking performance and pipeline accuracy through the Customer Relationship Management (CRM) system and ensuring delivery against agreed objectives.
- Conduct customer visits, sales presentations, and negotiations in line with Cummins guidelines, effectively communicating the value and competitive advantages of Cummins products and solutions.
- Collaborate closely with Application Engineering, Marketing, Finance, Aftermarket, and other internal functions to develop solutions, resolve customer concerns, and align service, delivery, and inventory capabilities with customer expectations.
- Manage commercial activities including payment terms, accounts receivable follow-up, and resolution of overdue payments, working with customers and internal stakeholders to maintain acceptable levels of past-due accounts.
- Monitor customer and market developments, communicate emerging opportunities and needs to sales leadership, and contribute to sales initiatives and projects across Italy and the wider European market.
Education/ Experience:
- Experience in a multinational/matrix organization.
- Experience in budgeting and forecasting.
- Experience in the Italian genset / power generation market is preferable.
- Preferred: College, university, or equivalent degree in Marketing, Sales or a related subject, or acceptable sales related work experience, or an acceptable combination of education and experience.