Job Information
Cummins Inc. Sales Enablement Leader in Pune, India
DESCRIPTION
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.
Job Sales
Organization Cummins Inc.
Role Category Hybrid
Job Type Exempt - Experienced
ReqID 2412761
Relocation Package No