Upstream Technical and Business Support Specialist

*
Job Summary:
• Influences demand and preference for the Cummins products, services and solutions by influencing technical and commercial stakeholders / gatekeepers through providing excellent product and system sales support.
• In addition to promote the new power initiatives in terms of Solar, Hybrid and renewable power and Hydrogen Technology in the region and business support and development in this new area of Business for Cummins Arabia
Key Responsibilities:
• Develops business relationships with influencers of sales (Key End Users, Consultants engineers and designers and contractors.
• Recognizes potential sales opportunities and passes them to sales representatives, inside sales representatives, distribution account managers, sales management, etc. as appropriate.
• Works to influence purchasing behaviors within Key Influencer Customers
• Builds relationships with Key Influencer Customers management, service and technical personnel.
• Responsible for being the informed resource for assistance to sales, service and technical support personnel at Key Influencer Customers
• Attends site meetings if required
• Attends factory project kickoff meetings as required.
• Fosters the development of new methods, processes, and procedures.
• Develops Key Influencer Customers strategies and maintains them in an account plan-like framework and works with stakeholders in the business to achieve expected results.
• Stays current of new techniques relevant to the work being performed; achieves and maintains technical/ process competency.
• Leads, motivates, mentors, and develops technical/process expertise within the salesforce.
• Develops knowledge within the industry, market or territory to allow leadership opportunities at speaking engagements in relevant trade media/meetings to become available.
• Understands the customer / projects needs to provide a solution that delivers the best value to the customer while taking into account the total cost of ownership for Influence and promote Cummins complete solution for Power Generation industry in addition to Hybrid, Solar and renewable energy in addition to Hydrogen Technology in terms of Fuel cells and electrolysis
• Find Opportunities in hybrid and Microgrid applications and business support and development with technical and Commercial solutions to influence the customer with Cummins New Power solutions for KSA Market
• Accountable for being the informed resource for technical assistance to sales and technical support personnel at Key Influencer Customers
• Responsible for market analysis reports as well as the impact of potential alternative technologies.
Competencies:
• Customer focus - Building strong customer relationships and delivering customer-centric solutions.
• Ensures accountability - Holding self and others accountable to meet commitments.
• Plans and aligns - Planning and prioritizing work to meet commitments aligned with organizational goals.
• Persuades - Using compelling arguments to gain the support and commitment of others.
• Instills trust - Gaining the confidence and trust of others through honesty, integrity, and authenticity.
• Account Planning - Identifies objectives to drive execution of business and/or account strategy by reviewing the status relative to where it needs to be and enabling tracking of progress against targets.
• Articulating Value Proposition - Interprets internal and external customer needs based on relevant application; explains and demonstrates products, solutions, and services to distinguish strengths and weaknesses to meet customer’s specific needs to differentiate against competition.
• Developing Account Strategy - Determines current status of account in terms of relationship, financial, product competitiveness, barriers, quality, and service and defining desired future state by balancing customer requirements and business capabilities in order to define achievable targets aligned with the business strategy.
• Intuitive Listening And Adapting Solutions - Translates needs, expectations, or asks from customers, stakeholders, etc. into actionable solutions through active listening and intuition; chooses or produces solutions (e.g. process change, tool, product, service, etc.) to meet or exceed the customers’ or stakeholders’ needs or expectations or to provide value.
• Sales Forecasting - Collects and assesses customer data from internal and external sources; compares against historical data to determine useful inputs and create a forecast of future consumption patterns.
• Sales Pipeline Management - Plans proactively for successful execution of account/territory-level sales strategies and plans based on current pipeline; evaluates pipeline health (size, contents, progress); adjusts sales strategy, plans, or high impact activities accordingly; as applicable coaches sellers in order to achieve sales objectives.

https://www.naukrigulf.com/upstream-technical-and-business-support-specialist-jobs-in-riyadh-saudi-arabia-in-cummins-middle-east-fze-2-to-4-years-n-cd-10001797-jid-240221500892