Job Description

Sales Operations and Analytics Manager

Description

Sales Operation and Analytics Manager

Our culture believes in POWERING YOUR POTENTIAL . We provide global opportunities to develop your career, make your community a better place and work with today\xe2\x80\x99s most innovative thinkers to solve the world\xe2\x80\x99s toughest problems.We believe in flexibility for you to explore your passions while making an impact through meaningful work within our inclusive workforce. That\xe2\x80\x99s what #LifeAtCummins is all about.

We are looking for a talented Analytics Manager to join our team specializing in Product Marketing and Analytics for our Power Systems Division in Minneapolis, Minnesota.

In this role, you will make an impact in the following ways:

+

• Leads and manages implementation of Sales Operations Business Intelligence strategies to optimize sales performance.
• Cultivates a deep knowledge of the business.
• Works with stakeholders across Sales Operations and the business and the BI team to implement business intelligence strategies that support end user decision-making and insights.
• Develops a roadmap for business intelligence deliverables.
• Ensures the Business Intelligence team provides accurate and timely support to the sales organization, for example through collection, integration and analysis of sales data, including sales history; sales force sizing - mix of sales execution roles; territory size; and market coverage.
• Continually develops his/her technical expertise and awareness of new innovations in business intelligence.
• Evaluates potential innovations and proposes adoption of those with the greatest value to the Cummins sales organization.
• Uses in-depth technical expertise and knowledge of the end-user to create globally standardized dashboards for repeated use and custom business intelligence dashboards (as needed).
• Dashboards include visualization and presentation layers that facilitate end-user understanding and utilization of sales data.
• Uses insights on data mining techniques to lead and manage development of analytics reports of varying complexity, such as reports that support sales force organizational planning, sales force sizing recommendations, territory size, market coverage, or cost analysis.
• Develops project plans and implementation plans: roadmaps for the development, testing, deployment, adoption and maintenance of new business intelligence tools or processes.
• Teaches/coaches staff on how to communicate and present data in a way that is understandable in the business, e.g., what a data map should look like, what a dashboard should look like.
• Ensures data is interpreted accurately and accurate conclusions are drawn what the data means and who in the business needs to get the resulting information.
• Oversees management and maintenance of the governance framework for business intelligence.
• Selects, qualifies, and manages internal and/or external service provider deliverables and relationships according to Cummins processes.
• Serves as a primary point of contact for all Sales Operations Regional Leader feedback, need for better ways to display information, and technical questions.
• Uses feedback to new Business Intelligence processes, dashboards and reports to provide input into Business Intelligence priorities and potential innovations.
• Manages and monitors work of the Business Intelligence team.
• Leads, motivates, mentors, and develops staff. Develops high-functioning teams.
• Develops and manages AOP budgets, financial controls, and risk ensuring operations are executed efficiently and within established budgets.

To be successful in this role you will need the following:

• Experience with the sales process required sales, sales management and or value creation.
• Must have 5 years\xe2\x80\x99 experience in analytics, engineering or management consulting or equivalent analytical experience required.
• Experience in managing business intelligence and analytics projects from inception to delivery, including developing structured solutions required.
• Demonstrated ability to partner with stakeholders to define analysis requirements and priorities and implement strategy while balancing short- vs long-term deliverables preferred.
• Exceptional business acumen with an understanding of business drivers and value creation in a sales organization preferred.

Additional Information:

• ROLE LOCATION: Shoreview, MN or North America locations hybrid
• Develop and portfolio manage Americas sales and product BI / Analytics portfolio including PowerGen sales pipeline BI, product health BI, Supply Chain / orderboard analytics and pricing / feature related data models and analytics.
• Drive continued BI / Analytics tool enhancement and key user adoption.
• Use BI visualization and analytics and drive business review cadence with key stakeholders to ensure understanding and actions regarding sales KPIs, pipeline health, and product health
• Lead demand forecast process (SBP) for PowerGen wholegoods product lines to ensure market sentiment understanding and unconstrained demand signaling for supply chain / operations planning fulfillment
• Lead pricing process including strategic pricing initiatives (Transformation initiatives), new product pricing analysis, operational pricing recommendation and implementation, transactional (quote level) of pricing analysis and price protection partnering with sales team.
• Sales Ops support dedicated to CSSNA PG Commercial regional zones.
• Be the PG platform (SF, CPQ) super users \xe2\x80\x93 Support PG team day to day issue escalations and resolution, synthesize and channel PG voices on critical enhancement priority with the platform team and drive execution.
• Lead special analytics initiatives that drives sales enablement and business growth.BI / analytics applications and platform proficiency: PowerBI, excel, Salesforce CRM / CPQ configurators.
• Data modeling skills using the right software.
• PowerGen market understanding and product portfolio knowledge (need to know segments in growth vs. in recession; need to understand our product portfolio strength and vulnerability). Commercial knowledge (sales cycles, commercial terms and practices).
• Supply chain knowledge on build rate determination, leadtime and orderboard projection.
• Critical business process understanding including operational pricing actions, SBP / supply chain escalation, AOP
• Behavioral skills needed: Analytical problem solving, managing uncertainties and ambiguity, stakeholder engagement and influence across different levels (From front line sales crowd to PGLT), Drive alignment.
• Additional Knowledge Preferred:Marketing, finance, business background. Data Science and business analytics background. PowerGen market and product knowledge. Key commercial and supply process knowledge and in-depth involvement. 3-5 years of professional experience minimum.
• Key leadership skills : Managing ambiguity and uncertainty, driving alignment and constructively resolving conflict, leadership and stakeholder management and influence.

Compensation and Benefits

Base salary rate commensurate with experience, range: $97,600-146,400.00. Please note that the salary range provided is a good faith estimate on the applicable range. The final salary offer will be determined after considering relevant factors, including a candidate\xe2\x80\x99s qualifications and experience, where appropriate. Additional benefits vary between locations and include options such as our 401(k) Retirement Savings Plan, Cash Balance Pension Plan, Medical/Dental/Life Insurance, Health Savings Account, Domestic Partners Coverage, and a full complement of personal and professional benefits.

Cummins and E-verify

At Cummins, we are an equal opportunity and affirmative action employer dedicated to diversity in the workplace. Our policy is to provide equal employment opportunities to all qualified persons without regard to race, gender, color, disability, national origin, age, religion, union affiliation, sexual orientation, veteran status, citizenship, gender identity and/or expression, or other status protected by law. Cummins validates right to work using E-Verify. Cummins will provide the Social Security Administration (SSA) and, if necessary, the Department of Homeland Security (DHS), with information from each new employee\xe2\x80\x99s Form I-9 to confirm work authorization.

Qualifications

Job SALES

Primary Location United States-Minnesota-Minneapolis-US, MN, Shoreview, CPG Headquarters Victoria St

Job Type Experienced - Exempt / Office

Recruitment Job Type Exempt - Experienced

Job Posting Jan 17, 2024, 12:00:00 AM

Unposting Date Jan 31, 2024, 11:59:00 PM

Organization Power Systems Business

Role Category Hybrid - Potential for Partial Remote

Relocation Package Ineligible

Req ID: 23000BJ2

Cummins