Position Overview
Cummins Westport's integrates robust Cummins diesel components into heavy-duty engines specifically designed for alternative fuels. Cummins Westport offers opportunities to apply your experience and expand your career with a global industry leader in engine manufacturing, design, and customer support. Expand your horizons. Come and experience the excitement and reward of being part of a team that's Innovative... Dynamic... Growing... Global... Focused on Performance.
Role Responsibilities
• Priority focus will be CWI engine sales in North America
o Identification of product opportunities that meet current engine specifications
o Meet annual unit plan - close business through sales channels or directly
o Develop/manage key sales cycles personally
o Maintain pricing targets to support CWI margin plans
• Takes a project management approach to customer issues
o Works with internal teams to identify root cause
o Engage appropriate team resources to address elements of problem
o Affectively manages the deliverables including team members ownership and timelines
o Effectively communicates internally and externally to customers
o Ensures a level of communication beyond customer expectations
o Drive internal teams to resolution
• Supports Global sales opportunities through:
o OEM export leverage
o International delegation hosting and support
• Identifies and tracks sales opportunities by distributor
o Develop engine unit targets for each channel based on regional market assessment
o Identify key segments and customer opportunities in each region
o Work with regional Cummins team to gain support for CWI engines
• Works with government organizations to develop funding/legislation opportunities
o Link directly with congressional/governmental agencies to ensure strong Natural Gas voice in key government offices – both local and national
• Communicates marketing requirements and works with CWI marketing team to develop programs for North America
o Conferences, literature, OEM and Distributor tool kits, Internet sites
• Identifies and works with Distributor Original Equipment Manufacturer’s (DOEM’s) to create availability for Natural Gas and preference for CWI
o Identify large customers to pull orders through OEM/DOEM’s
• Ensures support in place to meet after sale customer requirements
o Ensure maintenance and service training in place for mechanical personnel as orders dictate
o Continue to work with Cummins to resolve legacy product issues
• Develops/expands sales channel
o Support development of sales tool kits
o Ensure all sales channels are trained and effective;
Cummins Distributors, Fueling partners, OEM’s/DOEM’s and branches, industry partners, Cummins factory sales teams
• Investor Relations
o Provide press release timing to Westport IR
o Facilitate communication between Westport IR and customer IR departments for press release approvals
• Manages business expenses to plan levels
o Ensure regional business is efficiently managed to maximize expenditures
• Identifies key speaking opportunities and present CWI story
o Target high impact events
• Identifies and works with industry partners to promote Natural Gas usage
o Join appropriate organizations to leverage CWI business
• Develops strong collaborative relationships with key functional areas of CWI
• Educates Cummins departments on benefits of CWI joint venture
• Supports ongoing CWI reporting requirements - on time and accurate
• Manages consistent communication across all channels, partners and parents
Requirements
• 6 + years experience in Engine sales and business development.
• Appropriate business degree required, MBA preferred
• People management skills/responsibility (Develop and strengthen team to deliver objectives). Able to work at different levels of management.
• Broad understanding of business needs (Business Management/General Management skills) and able to provide strategic direction.
• Must be agile, driven to win, decisive and have commercial acumen
• Very strong communication skills
• Team/People management & development
• Sales & Project Management
• General technical knowledge
• Significant travel requirements
How to Apply
To apply for this opportunity, please email your resume to
careers@westport.com specifying the job title in the subject line.
Thank you in advance for your interest. We regret that we can only respond to candidates chosen for further consideration.
