DESCRIPTION
Job Summary:
Manages key product line lifecycles. Understands and interprets market and industry trends. Leads the marketing initiatives for new product introduction and existing product change introduction.
Key Responsibilities:
- New Product Commercialization: Achieve ≥100% AOP for new products, establish Product-Market Fit (PMF) within defined timelines, and drive early traction through structured campaigns and pipeline creation.
- Sales Handover & Scale-Up: Ensure seamless transition of products to Sales with clear STP, zero ownership ambiguity, and defined scale readiness within agreed timelines.
- Portfolio Performance Management: Deliver planned revenue and margins for legacy products through active 4P calibration, pricing actions, and continuous portfolio optimization.
- Channel Capability & Governance: Build a high-performing partner ecosystem with structured performance tracking, active partner engagement, and clear actions for underperformance.
- People & Process Excellence: Develop a strong NPL team, institutionalize commercialization playbooks, and drive a culture of repeatable, scalable execution through continuous learning and reviews.
Experience Required:
- 10+ years of experience across B2B sales, Business Development, Product Commercialization, or Channel-led growth.
- People leadership experience (5+ years) , managing and coaching mid-sized sales / BD teams with accountability for performance, capability building, and culture.
- At least one considerable stint in direct customer-facing B2B/B2C sales roles.
- Hands-on experience launching and scaling new products , owning initial revenue, early adopters, and structured handover to core sales teams.
- End-to-end portfolio ownership experience , including pricing, margin management, SKU rationalization, and lifecycle optimization of legacy products.
- Demonstrated capability in designing and executing early-market sales campaigns , demand generation initiatives, and pipeline creation post-launch.
- Experience working with cross-functional teams (Product, Marketing, Supply Chain, Finance) to institutionalize commercialization playbooks.
Skills Requirement:
- Sales Strategy & Early Market Execution – Skilled at creating focused campaigns, building initial pipelines, and closing first reference customers.
- Portfolio & 4P Management (Product, Price, Place, Promotion) – Ability to continuously calibrate offerings based on market feedback and data.
- Stakeholder & Cross-Functional Influence – Strong ability to align Sales, Marketing, and Product teams around commercialization priorities.
- Process Orientation & Scalability Mindset – Ability to convert ad-hoc launches into repeatable, institutionalized commercialization processes.
RESPONSIBILITIES
Competencies:
Storytelling - Develops and delivers a compelling narrative which resonates with a target audience and influences a decision or course of action.
Business insight - Applying knowledge of business and the marketplace to advance the organization's goals.
Customer focus - Building strong customer relationships and delivering customer-centric solutions.
Global perspective - Taking a broad view when approaching issues, using a global lens.
Strategic mindset - Seeing ahead to future possibilities and translating them into breakthrough strategies.
Articulating Value Proposition - Interprets internal and external customer needs based on relevant application; explains and demonstrates products, solutions, and services to distinguish strengths and weaknesses to meet customer's specific needs to differentiate against competition.
Marketing Plan Management - Develops marketing mix recommendations based on the 4 P's (Product, Price, Promotion, and Placement) to meet customer needs and achieve business objectives; guides and influences cross-functional implementation and creates framework to evaluate market responses and business performance.
Maximizing Profitability - Develops strategies that demonstrate the use of all marketing and sales levers (e.g. pricing strategies, promotions, volume based incentives, and value, feature, or benefit selling) to optimize profit.
Positioning For Target Segments - Aggregates appropriate inputs (e.g. customer perceptions, competitor positioning, alternative product capabilities) and determining where we need or want to compete for business within the target market segment.
Product Life Cycle Management - Identifies and executes changes to the product portfolio in response to evolving market dynamics and customer needs
Translating Relevant Market Data - Collects and categorizes customer voices and market information by leveraging appropriate research tools and techniques; analyzes research findings to identify opportunities to deliver customer solutions.
Values differences - Recognizing the value that different perspectives and cultures bring to an organization.
Education, Licenses, Certifications:
College, university, or equivalent degree in Marketing, Sales, technical, or a related subject required.
This position may require licensing for compliance with export controls or sanctions regulations.
Experience:
Significant relevant work experience required, including supervisory experience.
QUALIFICATIONS
Core Responsibilities
- New Product Commercialization: Achieve ≥100% AOP for new products, establish Product-Market Fit (PMF) within defined timelines, and drive early traction through structured campaigns and pipeline creation.
- Sales Handover & Scale-Up: Ensure seamless transition of products to Sales with clear STP, zero ownership ambiguity, and defined scale readiness within agreed timelines.
- Portfolio Performance Management: Deliver planned revenue and margins for legacy products through active 4P calibration, pricing actions, and continuous portfolio optimization.
- Channel Capability & Governance: Build a high-performing partner ecosystem with structured performance tracking, active partner engagement, and clear actions for underperformance.
- People & Process Excellence: Develop a strong NPL team, institutionalize commercialization playbooks, and drive a culture of repeatable, scalable execution through continuous learning and reviews.
Experience Required:
- 10+ years of experience across Business Development, Sales Operations, Product Commercialization, and Channel-led growth in B2B / B2C environments.
- People leadership experience (5+ years) , managing and coaching mid-sized sales / BD teams with accountability for performance, capability building, and culture.
- At least one considerable stint in direct customer-facing B2B/B2C sales roles.
- Hands-on experience launching and scaling new products , owning initial revenue, early adopters, and structured handover to core sales teams.
- End-to-end portfolio ownership experience , including pricing, margin management, SKU rationalization, and lifecycle optimization of legacy products.
- Demonstrated capability in designing and executing early-market sales campaigns , demand generation initiatives, and pipeline creation post-launch.
- Experience working with cross-functional teams (Product, Marketing, Supply Chain, Finance) to institutionalize commercialization playbooks.
Skills Requirement:
- Sales Strategy & Early Market Execution – Skilled at creating focused campaigns, building initial pipelines, and closing first reference customers.
- Portfolio & 4P Management (Product, Price, Place, Promotion) – Ability to continuously calibrate offerings based on market feedback and data.
- Stakeholder & Cross-Functional Influence – Strong ability to align Sales, Marketing, and Product teams around commercialization priorities.
- Process Orientation & Scalability Mindset – Ability to convert ad-hoc launches into repeatable, institutionalized commercialization processes.
Job Marketing
Organization Cummins Inc.
Role Category On-site with Flexibility
Job Type Exempt - Experienced
ReqID 2427867
Relocation Package Yes
100% On-Site Yes
Due to the operational nature and specific job duties of this role, work is required to be completed 100% in person/On-site.
