Cummins Inc. General Manager - DBU Filtration in Indianapolis, Indiana

General Manager - DBU Filtration


General Manager - DBU Filtration

Cummins is a place big enough to coach and develop a global workforce and create the world’s leading clean, engine technology. We’re also small enough for you to find your fit and personal passion with a team of dependable, innovative thinkers who are developing their careers within a diverse, inclusive, empowering environment.

Learn more about this role and how you can begin Working Right .

Working in an innovative space, you’ll develop high tech solutions that will fuel your advanced career skill set and empower you to own your career. Our integrated businesses demand the talents and creativity of individuals with a wide range of skills and experience.

This is an exciting opportunity in Indianapolis, Indiana for a General Manager.

Cummins USA is where you can work on industry leading engineering projects.

Your impact will happen in these and other ways:

  • Direct and manage the different business processes to profitably grow the market segment. Management may be global and span across multiple geographic regions and may include working closely with Cummins’ joint ventures.

  • Implements the operating policies and processes through direct or indirect leadership of the different regional functions that support the market segment.

  • Owns global managerial P&L at sales and gross margin level for the segment; Influences other parts of the P&L (SAR, customer support, R&D 8X/4X) for the segment

  • Develops and is accountable for the key global strategic initiatives (SGI’s) to realize the objectives of the global segment strategy

  • Drives global functions (manufacturing, quality, supply chain, product development, customer engineering, customer support) to help deliver the global segment strategy

  • Plays a leadership role to coordinate the resolution of challenges/conflicts across functions, business units and area business organizations that may impact organizational success.

  • Leads business development, establishing new OEM sales and OEM partnerships and entry into new applications and/or sub segments

  • Leads the global segment pricing strategy through collaboration with pricing function, other BUs and ABOs to ensure global competitiveness of segment products

  • Supports the maintenance of strong global OEM customer relationships

  • Develops a global team and plans resources to provide best in class customer support

  • Supports the delivery of the value package with appropriate resources in place.

  • Responsibility on value package delivery can vary from being key marketing stakeholder responsible for marketing elements of value package to being sponsor responsible for driving accountability around timely delivery of all value package deliverables

  • Maintains a deep understanding of OEMs, different applications and their end-users within the segment and the regions they operate in, becomes the segment ‘student of the market’.

  • Through the managers of the different functions, works across multiple functional areas including engineering, plant operations, marketing, customer service, finance, quality, supply chain and human resources.

  • Provide leadership and direction (either through direct or indirect reporting structures) to the ABO Marketing and Sales regional leaders and their organizations.

  • Leads the account management of the key accounts within the market segment

  • Responsible for the effectiveness, improvement and execution of global Marketing and Sales processes across multiple aspects of the Marketing and Sales Function.

  • Supports the development of marketing budgets and also influences the budgets of various functions (including Engineering, Customer Support, Supply Chain) which support the market segment to ensure operations are executed efficiently to meet business goals.

  • Accountable to ensure the implementation of long term and annual operating plans to support achievement of sales growth, market penetration and financial targets.

  • Responsible for setting and enforcing customer satisfaction management initiatives

  • Develops a high performing team; Leads, motivates, mentors, and develops staff; provides guidance and direction on problems and issues; delegates work assignments considering employee skills and development needs.

  • Champions Six Sigma and continuous improvement initiatives within the organization


  • Grow sales within the category and play a key interfacing role between Cummins Filtration and Distribution Business Unit (DBU) regional and branch operations

  • Drive sales and promotion of filters within DBU and to improve market share against competitor filter brands

  • Identify and collaborate with regional resources responsible for executing against filter marketing plans in all DBU locations

  • Refine the reporting mechanism that reports sales and gross margin of filter products within DBU

  • Communicates and takes action relative to plan

  • Leads major account development by working with local resources

  • Works collaboratively with Cummins Fleetguard, DBU, and Corporate Marketing to develop programs and promotions that work to achieve defined objectives



Coach and Develop - Proven effectiveness in role modeling coach and develop behaviors. Recognizes opportunities with direct reports to provide coaching; picks the right moment to coach; is constantly on the lookout for development opportunities for direct reports; holds direct reports accountable for applying the skills learned through development experiences; over time, builds reputation for developing and promoting direct reports.

Business Planning - Able to perform business planning & strategic analysis at an advanced level. Proficient in the application of business planning & strategy knowledge/skill in a wide range of work situations. Has previous experience in business planning & strategic analysis. Able to lead the application at an entity or organization level. Must have broad business knowledge (customers, products, macro economic trends). Proficient at understanding the underlying principles, tools, techniques, and procedures. Proficient at bringing strategic thinking to business situations.

Communication - Written & Verbal - Has applied processes and tools over multiple situations with high complexity. Can model the skill and transfer it to others. Can apply it effectively in all situations, while giving consideration to the overall objectives and operation of the business. Is recognized by peers, subordinates, and management as exemplary.

Focus on Customer Needs - Anticipates customer needs. Takes action to meet customer needs. Continually searches for ways to increase customer satisfaction. Knowledgeable of vital customer information required to make informed business decisions.

Think Strategically - Proven effectiveness in role modeling think strategically behaviors- Stays abreast of key competitor actions and their implications, threats and opportunities to the business; understands the impact of global trends on the organization's plans and growth. Ensures alignment by actively and visibly keeping long-term strategies in focus as others execute short-term plans; helps others adjust strategies if assumptions are wrong; encourages others to take reasonable risks in developing and implementing strategies.

Relationship Management - Develops rapport, builds trust, and creates value in relationships. Identifies networking opportunities and effectively communicates across functions, BU's, and with both internal and external business partners.

Manage Execution - Coordinates performance across regions, teams, and departments on complex projects and work flows. Defines planning and review practices that result in few missed milestones and minimal surprises. Effectively delegates to ensure completion of complex projects and work. Monitors progress of others and redirects efforts when goals change or are not met. Measures effectiveness of execution through defined metrics and disciplined monitoring.

Facilitating Internal Relationships & Consensus - Ability to pull a broad mix of people and related skill bases together for a common purpose and goal. Group dynamic techniques to have an individual or group work through a challenging issue, probe for issues/concerns and drive to consensus.

Education, Licenses, Certifications

  • College, university, or equivalent degree in Marketing, Sales, Business Administration, or related subject required.

  • MBA or related graduate degree highly preferred.

Compensation and Benefits

Base annual salary commensurate with experience plus annual variable compensation. 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’s Form I-9 to confirm work authorization.

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

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Primary Location United States-Indiana-Indianapolis-US, IN, Indianapolis, Cummins DBU Headquarters

Job Type Experienced - Professional / Office

Recruitment Job Type Professional - Experienced

Job Posting Apr 21, 2017, 9:35:00 AM

Unposting Date Ongoing

Req ID: 170001W5