Sales Enablement Leader

ESCRIPTION

On-Highway AMO CCC Segment Leader

The On-Highway AMO CCC Segment Leader will be accountable for driving initiatives to enable sales growth through the CCC channel and ensuring profitable growth of CCCs.

Key Responsibilities:Driving Product and Repair Initiatives

• Execute Components ReCon Product launches.
• Ensure True ReCon adherence timelines by plant.
• Oversee core collection and credit processes.
• Ramp up CCC Repair Capability for BSVI Products:
• Service Engineering Readiness Process, Tools, Service Parts list.
• CCC Readiness Tools, Failed Parts, Training.
• Repair ramp-up strategy.
• Lead DPF cleaning execution and ramp-up.
• Enable product introduction for new business/OEM opportunities (CPCB IV, CEV BSIV/V, DICV, VECV, etc.).
• Optimize products through kitting/bundling strategies to grow sales.

ALL MAKE Product Launches for CCC

• Act as AMO SPOC for the BU for ALL MAKE launches.
• Ensure timely product launches with a defined GTM strategy, including pricing, cataloging, and Marcom support.
• Track and grow the ALL MAKE portfolio with market-driven interventions.
• Continuously expand the ALL MAKE product lineup based on market insights, adding new and repairable components.

Pricing and Schemes

• Conduct regular price indexing with OEMs and competitors.
• Optimize pricing strategies to enhance market share (e.g., BSIV Products).
• Develop and manage monthly schemes for the CCC channel.
• Collaborate with the MLP Leader to review coupon points for mechanics using CCC products.

CCC Relationship and Channel Management

• Organize and manage the Annual CCC Dealer and CCC Council meetings.
• Ensure LAT availability at L1/L2 CCCs to support BD efforts.
• Drive LAT capability building and retention initiatives.
• Implement mechanisms to collect, track, and close CCC and sales team feedback.
• Develop and execute the Annual Commercial Policy for CCC.
• Conduct performance management for CCCs, identifying low-performing CCCs and blind spots.
• Support C-Serve adherence and drive enhancements.
• Collaborate with the Channel Team on the Master Distributor Pilot initiative.

Coordination with Service Team, CFT, and Leadership Reviews

• Lead LAT training, mentoring, capability building, and ramp-up efforts.
• Monitor LAT utilization and effectiveness.
• Leverage OEM service networks to increase sales of Repair and ReCon products in collaboration with the Service team.
• Work closely with the Fleet Team to ensure 30% CBU contribution through a KAM approach.
• Address emissions bypass and counterfeit product issues.
• Prepare for monthly reviews and AOP discussions.
• Partner with the OMCS team to improve availability, forecasting, and SS adherence for top parts.

RESPONSIBILITIES

Experience:

• Extensive sales experience, including sales management and capability-building roles.
• Experience in training, development, or HR, including managerial roles.
• Broad business knowledge and strategic acumen.
• Performance improvement strategy experience preferred.
• Global organizational experience preferred.

Competencies:

• Balances stakeholders

  - Effectively manages diverse interests and needs.

• Builds effective teams

  - Develops high-performing teams with diverse skills.

• Business insight

  - Understands market dynamics to drive strategic goals.

• Collaborates

  - Works seamlessly with multiple stakeholders.

• Communicates effectively

  - Tailors messaging to different audiences.

• Develops talent

  - Invests in people to support their growth.

• Global perspective

  - Takes a broad view of business challenges.

• Change Management

  - Drives structured change processes.

• Project Management

  - Manages scope, schedule, and resources effectively.

• Adapts to target audience

  - Communicates complex information in an accessible manner.

• Integrates Customer Perspective

  - Aligns sales strategies with customer needs.

• Values differences

  - Leverages diverse perspectives for better outcomes.

QUALIFICATIONS

Education, Licenses, and Certifications:

• Bachelor's degree or equivalent experience required.
• Strong proficiency in Microsoft productivity tools.

JobSales

OrganizationCummins Inc.

Role CategoryHybrid

Job TypeExempt - Experienced

ReqID2412761

Relocation PackageNo