Cummins Inc. Coolant and Chemicals Business Development Manager in Johannesburg, South Africa

Coolant and Chemicals Business Development Manager


Responsible for opportunity management which includes identifying new growth opportunities and managing new business growth for a key market segment or in a specified region or channel.

Works with sales, marketing, and product leaders to identify strategies targeting growth by participating in efforts such as strategy workshops.

Manages the analysis, measurement, and tracking of market sales potential across assigned brands, channels, regions, products, etc.

Champions new growth and product ideas; manages special projects that have cross regional implications.

Builds processes and procedures to understand competition and input to market lead pricing propositions for designated areas.

Collaborates with internal business managers on business development initiatives and plans.

Presents business development reports to leadership.

Coaches and motivates business development staff; provides guidance and direction on problems and issues; delegates works assignments considering employee skills and development needs as required.

Identifies department issues, problems, and opportunities to support continuous improvement initiatives.

Manages the efficient transition of converted opportunity to account support team.



Market Analysis - Able to deploy local processes to attain the most critical market information required to develop a specific product/product line plan.

Financial Understanding - Ability to collect, analyze, and interpret data from financial systems, as well as the ability to execute a business case. Knowledge of the leverage pricing has on financial results. Familiar with tax and duty structures.

Core Competency & Capability Analysis - Has experience assessing markets against Cummins capabilities and can evaluate gap analysis and quickly turn into recommended actions.

Market Opportunity Prioritization - Understands strategy process, can assess projects against strategic relevance to business and works with stakeholders effectively to align work.

Facilitating Internal Relationships & Consensus - Understands tools & techniques for group facilitation and has exercised for small groups.

Education, Licenses, Certifications

College, university, or equivalent degree in sales, marketing, technical or a related subject required.


Significant level of relevant work experience required. Customer facing experience preferred.

Develops and manages the coolant & chemicals business for the Filtration market segment

Project-manage the mini-plant implementation process.

Manage the coolant plant production to ensure sufficient volume to meet customer demand.

Serves as the champion or key account manager of the strategic accounts.

Develops, manages, and maintains business relationships with assigned accounts supporting the organization's sales strategy.

Develops growth or new business opportunities jointly with accounts and supports cost initiatives.

Extends and expands sale of products and services to existing clients.

Leads, manages and coordinates communication and interfaces with the customer at all levels.

Negotiates and implements contracts with accounts as authorized.

Manages production and distribution issues associated with accounts.

Coaches and mentors less experienced account managers and account specialists.

Acts as a champion for the voice of the customer within the business.

Develops account strategy and works with key stakeholders in the business to achieve optimum results.

Responsible for measuring customer satisfaction and creating action plans to improve satisfaction based on data.

Manages accounts receivable deliverables including payment terms negotiation discussions.

Drives Customer Focused Six Sigma initiatives to strengthen relationship with customers.

Drives cross business unit account development in support of account strategy.

Responsible for establishing and maintaining positive customer relations.


Primary Location South Africa-Gauteng-Johannesburg-South Africa, Johannesburg, Waterfall Park

Job Type Experienced - Professional / Office

Recruitment Job Type Professional - Experienced

Job Posting Apr 3, 2018, 9:30:51 AM

Unposting Date Ongoing

Req ID: 1800020U