Description:

•Responsible for improving performance of channel partners by executing standard processes and tools and measuring performance based on common performance metrics.

•Executes common tools to build capability and measure channel partners’ performance

•Participates in cross business unit and cross-functional teams to improve common processes and measurement tools to ensure Company business objectives are appropriately conveyed to distributors

•Coordinates regional communications, conferences and councils

•Participates in contract management with channel partners

•Communicates and executes dealer certification requirements

•Collaborates with channel partners to implement key business initiatives

•Coordinates regulatory compliance and channel branding initiatives for the region

•Provides input to the annual operating plan for the work area

Qualification & Experience:

•Channel Awareness - Ability to identify needs of global channel partners to support customers more effectively. Understands the paths to market for Cummins products and communicates to and influences appropriately those within the channel that impact the customer relationship in order to support needs of customers.

•Manage Execution - Solid understanding of how to manage execution. Manages the performance of self and others through the use of structured tools. Delegates effectively and regularly with solid support and follow through. Assigns responsibilities; delegates to and empowers others; removes obstacles; allows for and contributes needed resources; coordinates work efforts when necessary; monitors progress.

•Market Analysis - Familiar with the primary competition in the market. Aware of regulatory, political, and other environmental pressures currently at work in the market(s) of interest. Understand how to perform or obtain the most critical market information required to develop a specific product/product line plan. Knows the market dynamics such as growth trends, competitive, regulatory, political factors at a micro level required to develop a product/product line strategy. Distill market information down to meaningful summaries using standard tools. Create the understanding of the process that links market research and market analysis.

•Focus on Customer Needs - Familiar with key Cummins customers. Knowledge would include business strategies, organizational structures, geographic footprints, financial results, internal processes, and primary needs for effective segmentation. Anticipates customer needs. Takes action to meet customer needs. Continually searches for ways to increase customer satisfaction. Knowledgeable of vital customer information required to make informed business decisions.

•Analytical - Able to organize and synthesize data to identify business opportunities.

•Able to analyze data and perform basic calculations (gross margin, net present value, discounting, price elasticity, breakeven).

Education, Licenses, Certifications

College, university, or equivalent degree Experience Channel experience is preferred. Lead the projects and initiatives in the on-highway/off-highway/components market or other important businesses. Provide guidance to channel partner and working team on policy, process, etc.