Cummins Inc. Key Account, Technical Support Manager in Singapore, Singapore

Key Account, Technical Support Manager


No, this isn’t one of those ordinary jobs.

Cummins is a team of dependable, innovative thinkers, who are empowered to generate and deliver solutions for customers, community and environment. Our employees develop their careers through the challenges only a diverse, global innovator can promise. This is a collaborative culture where thinking beyond your desk is more than part of the job. It is the job.

This is what we call Working Right.

Cummins, a global power leader, is a corporation of complementary businesses that design, manufacture, distribute & service engines, fuel systems, controls, air handling, filtration, emission solutions, power generation systems and all related technologies.

We are committed to building partnerships with our people, our customers, our environment and our communities. We are working right .

Our Vision is "making people's lives better by unleashing the power of Cummins" and it is carried out by our employees around the world who give of their time, talents and resources to improve the communities in which we live and work. More than 150 Community Involvement Teams worldwide work with the Company's Corporate Responsibility Corporate Responsibility organization and senior management to strengthen our communities with a focus on education, the environment and social justice.

Cummins, a Fortune 150 company, has been recognized by national and international organizations for our employees and Cummins’ unique working culture such as World’s Most Ethical Companies by the Ethisphere and awarded a perfect scored in the 2013 Corporate Equality Index by the Human Rights Campaign as part of its Best Places to Work initiative.

This is an exciting opportunity for a Key Account – Technical Support Manager. Cummins Power Gen Business Singapore is where Key Account – Technical Support Manager is responsible for development of Up Stream Influencing strategy and key accounts management for the Mission Critical segment in the Asia Pacific region. Influences demand and preference for the Power Systems products, services and solutions by influencing technical and commercial stakeholders through providing excellent product and system sales support.

The incumbent will be accountable for developing and implementing long term relationships and sales strategies specifically focusing on key accounts, consultant engineering, and end users on Mission Critical markets. Identify key projects and work closely with the regional sales leaders and sales team to win projects.

This position reports directly to the Technical Sales Support Team and connect closely with the global segment team and product management team.

Of course, with room for career progression, and global exposure, this position could be the next step in your successful career.

Thinking beyond your desk includes:

1) Account management for key accounts in the region

  • Collaborate with Sales Leaders and Sales team to identify the key accounts and complete account mapping.

  • Identify key account’s growth plans in the region, including opportunities / project pipeline.

  • Develop and maintain relationships with key accounts.

  • Identify current coverage gaps and support needed to close the gaps.

2) Manage hi-potential list for Mission Critical segment

  • Identify major projects in the region and lead strategies on how to win.

  • Support Sales Leaders and Sales team to win projects.

3) Ustream Influencing

  • Determination of feature advantages and differentiation of Cummins gensets vis-à-vis competitors for data centers, hospitals, and water treatment facilities.

  • Determination of solution advantages and differentiation (per industry segment) we can provide that can be positioned as unique.

  • Collaborate with Sales team to execute Upstream Influencing plans including seminars, lunch-and-learn events, conferences, breakfast talks etc.

  • Repository of Influencing materials for Mission Critical including Presentation templates for designing power systems, specific to applications, Project reference lists, Videos demonstrating our capabilities e.g. factory testing, site installation etc., Augmented Reality map.

  • Continuous education platform targeting on consultants.

  • Collaboration with local Upstream Influencers and training Sales team to ensure they understand the Mission Critical application

4) Connection with Global Segment team and Strategic Account team

  • Understand the Global perspective of Mission Critical markets.

  • Obtain best practices from Global team to share and implement regionally.

5) Product responsibility

  • Collaborate with Product Management team to influence commercial diesel product roadmap of above 550kVA.

  • Identify product improvement required by the region and drive product team and factory to accelerate the improvement

  • Identify opportunities for any ex-plant up fitting work and engage the Engineering team on such opportunities

  • Attempt for Singapore Green Building Council certification


Experience Required:

  • In-depth knowledge of the generator sets, electronic control systems and components (Gensets/ATS/Paralleling Systems/Switchgear) required for a diverse array of power generation systems.

  • In-depth knowledge of Region/Country specific Critical Protection markets. Knowledge of government energy policies and usage trends which impact demand for power systems in Critical Protection market segments.

  • A minimum of 5 to 7 years of related work experience including experience in marketing, sales and vertical market segments.

  • Experience of marketing strategy and distribution development in a multi-national organization.

Minimum Qualifications:

  • Bachelor’s degree in engineering, electrical/electronics operations or related field required.

  • Should possess a strong understanding of power systems architecture and design.

  • MBA desired.

  • Strong power generation technical background through academic qualification or experience. Strong PowerGen market experience (5 year plus) is a plus.

  • Fluent in English, Asian languages and a high level of PC literacy will be required with extensive use PC based tools and MS office.

  • Six Sigma Green Belt – Certification.

Cummins and Equal Opportunities:

At Cummins, we are an equal opportunity employer dedicated to diversity in the workplace.

Ready to think beyond your desk? Apply for this opportunity and start your career with Cummins today.

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Primary Location Singapore-South West-Jurong-Singapore, Singapore, Power Generation at TT Park

Job Type Experienced - Professional / Office

Recruitment Job Type Professional - Experienced

Job Posting Nov 22, 2017, 9:39:51 PM

Unposting Date Ongoing

Req ID: 1700073J