We are looking for a talented Business Development Manager to join our Sales Power Gen team for Cummins in Peschiera Borromeo, Lombardia, Italy.
In this role, you will make an impact in the following ways:
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Develop and execute account plans to grow Cummins G-Drive engine and retail genset sales across existing customers, dealer networks, sales agents, and targeted new accounts.
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Identify, research, and engage prospective customers, including genset OEMs, packagers, and dealers, building relationships that generate new business and repeat sales.
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Manage customer relationships end to end, understanding customer needs, business models, and buying processes to provide tailored Cummins solutions and strengthen customer loyalty.
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Own sales targets and forecasts, tracking performance and pipeline accuracy through the Customer Relationship Management (CRM) system and ensuring delivery against agreed objectives.
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Conduct customer visits, sales presentations, and negotiations in line with Cummins guidelines, effectively communicating the value and competitive advantages of Cummins products and solutions.
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Collaborate closely with Application Engineering, Marketing, Finance, Aftermarket, and other internal functions to develop solutions, resolve customer concerns, and align service, delivery, and inventory capabilities with customer expectations.
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Manage commercial activities including payment terms, accounts receivable follow-up, and resolution of overdue payments, working with customers and internal stakeholders to maintain acceptable levels of past-due accounts.
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Monitor customer and market developments, communicate emerging opportunities and needs to sales leadership, and contribute to sales initiatives and projects across Italy and the wider European market.
To be successful in this role you will need the following:
- Proven B2B technical sales experience in power generation, engines, industrial equipment, or a related technical industry, with an existing network within the Italian genset and power generation market.
- Strong customer focus and relationship management skills, with the ability to understand customer needs, articulate the value proposition of technical solutions, and develop long-term customer partnerships.
- Strong account planning and territory management capabilities, with the ability to independently develop account strategies, manage sales pipelines, maintain accurate forecasts, and deliver against sales targets.
- Excellent negotiation and commercial skills, with the ability to develop pricing strategies, align internal stakeholders, and negotiate mutually beneficial agreements in line with business objectives.
- Strong business and channel awareness, with an understanding of industry dynamics, customer buying processes, and different routes to market, as well as the ability to manage multiple product lines with different sales channels and identify opportunities for synergies.
- Excellent communication and adaptability, with fluent Italian and good English, the ability to communicate complex technical information to different audiences.
- Willingness to travel approximately 70% of the time in Italy and occasionally abroad. We offer a company car.
Education/ Experience:
- Experience in a multinational/matrix organization.
- Experience in budgeting and forecasting.
- Experience in the Italian genset / power generation market is preferable.
- Preferred: College, university, or equivalent degree in Marketing, Sales or a related subject, or acceptable sales related work experience, or an acceptable combination of education and experience.
Skills Required
- Proven B2B technical sales experience in power generation, engines, industrial equipment, or a related technical industry
- Existing network within the Italian genset and power generation market
- Strong customer relationship management and technical solution-selling skills
- Account planning and territory management experience, including pipeline management, forecasting, and sales targets
- Excellent negotiation and commercial skills, including pricing strategy and stakeholder alignment
- Understanding of industry dynamics, customer buying processes, sales channels, and multiple product lines
- Fluent Italian and good English
- Willingness to travel approximately 70% of the time in Italy and occasionally abroad
- Experience in a multinational or matrix organization
- Experience in budgeting and forecasting
- Experience in the Italian genset or power generation market
- College, university, or equivalent degree in Marketing, Sales, or a related subject, or equivalent sales experience
Cummins Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Cummins and has not been reviewed or approved by Cummins.
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Retirement Support — A 401(k) with company contribution/match and both defined contribution and defined benefit pension plans are offered, alongside profit sharing and an employee stock purchase plan. This mix supports long-term savings and financial security.
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Healthcare Strength — Multiple medical plan options (HSA, HSA Plus, PPO) with dental, vision, life and long-term disability coverage are provided, along with telehealth, mental-health support, and wellness tools. In-network protections and HSA/HSA Plus structures are described to help manage costs.
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Parental & Family Support — Paid maternity and paternity leave, family medical leave, and adoption assistance are offered. Reduced or flexible hours and unpaid extended leave options further support caregiving needs.
Cummins Insights
What We Do
At Cummins, we empower everyone to grow their careers through meaningful work, building inclusive and equitable teams, coaching, development and opportunities to make a difference. Across our entire organization, you'll find engineers, developers, and technicians who are innovating, designing, testing, and building. You'll also find accountants, marketers, as well as manufacturing, quality and supply chain specialists who are working with technology that's just as innovative and advanced.
