Business Development Specialist - Senior at Cummins Inc.

DESCRIPTION

• We are looking for a talented Business Development Specialist to join our team specializing in Data Center Sales for our Power Generation Department in Johannesburg, South Africa.

In this role, you will make an impact in the following ways :

• Collaborates with Marketing, AME Data Center Stakeholders, Global Account Data Center BDMs, Upstream Influencers, including the PGEN Business Leader and Sales force team to identify attractive market opportunities within both South Africa and our XBDR areas of responsibility.
• Gathers and analyses publicly available information and data from Marketing/Market research to support identification and prioritization of market and product node opportunities. May attend industry and customer activities to build understanding of the market.
• Prospects and identifies specific local and XBDR business opportunities and/or target accounts within the Data Center Segment. May collaborate with Cummins Upstream influencers to better identify specific prospective accounts and their potential needs.
• Completes assigned activities that support the analysis, measurement and tracking of business development opportunities.
• Conducts customer research on target accounts or customer support needs both commercially and technically. Learns their business terminology and identifies current challenges and emerging needs. Develops/Supports account plans for specific target accounts.
• Develops, manages and maintains business relationships with assigned potential accounts that allow identification of customers' perceived needs and priorities. Helps customers identify the differential advantage of Cummins solutions. For specific target accounts, determines their business model and buying process. Interfaces with the customer at appropriate levels and frequency.
• Develops/Supports new business proposals. May negotiate and close new sales with assigned potential accounts.
• Communicates emerging customer needs and market trends to the Business.
• Develops new product/business forecasts through utilization of Cummins tools and processes (e.g., the Cummins Sales Process, Customer Relationship Management systems).
• Supports/implements initiatives to grow the business within the assigned market or geography.
• Supports the overall sales strategy through good communication and coordination across the sales organization.
• Mentors, motivates, and develops less experienced sales and account team staff.

RESPONSIBILITIES

To be successful in this role you will need the following:

• Develop and build strong customer relationships, be an effective communicator, analyse data and market trends, including the articulation of the Cummins value add proposition.
• Deliver accurate and competitive responses to DCC engineering RFQ pricing requests, ensuring alignment with customer requirements and internal strategic costing objectives.
• Develop strong, data driven sales playbooks that enhance WIN probabilities by guiding teams on best practices, competitive positioning, and deal execution.
• Collaborate effectively with global stakeholders to strengthen relationships with DCC customers and ensure consistency in strategy, communication, and customer support.
• Apply strategic account planning and sales pipeline management to assess account health, forecast demand, and adjust sales activities to drive growth and meet objectives.

QUALIFICATIONS

Education/ Experience

• College, university, or equivalent degree in marketing and sales, technical diploma will be advantageous, or an acceptable combination of education and experience.
• Track record of sales and business development experience.
• Track record of Account planning and ownership.
• Track record of relevant work experience required.