Territory Sales - Inside Sales Representative - Senior

Provide sales support for Cummins products and/or services throughout the sales cycle. May support more complex customer accounts that require adaptation of response or extensive research. May independently develop and capture opportunities for additional sales.

Key Responsibilities:

• Direct Sales (where appropriate) Handles inbound, unsolicited prospect calls and converts these opportunities into sales.
• Develops opportunities to sell company products and services by developing leads via telephone or other technologies and/or cold-calling prospects generated by external sources.
• Drives additional sales through follow-up calls or emails to existing customers for repeat business, cross-selling and up-selling. Conducts negotiations according to company guidelines.
• Achieves revenue and margin targets. Ensures customer satisfaction through use of the Cummins Sales Process and execution of the sales cycle from lead to sale.
• Sales Support Creates and delivers qualified leads to sales representatives where appropriate. Assists salesforce with quotation/RFP management and other sales cycle operations as needed.
• Builds and/or maintains positive customer relationships that generate loyalty and/or future sales. Supports negotiations according to company guidelines. Assists with accounts receivables.
• Answers more complex, escalated internal and sales customer inquiries so that inquiries are dealt with accurately and promptly, per company guidelines. Analyzes customer inquiries to identify recurring user problems and recommend solutions.
• May provide additional support to more complex accounts or for customer questions requiring extensive research. Enters new customer data and updates changes to existing accounts in the corporate database. Supports setting up new customer accounts per Cummins' guidelines.
• Supports a new account to set up Cummins as their supplier. Maintains accurate sales entry, reporting and forecasting through utilization of Cummins tools and processes (e.g., Cummins Sales Process, Customer Relationship Management systems).
• Seeks opportunities to utilize processes, procedures and initiatives designed to grow the business and increase customer value and loyalty.
• Ensures correct utilization of relevant company processes, systems, and procedures by Inside Sales. Evaluates results and recommends improvements.
• Assures good communication and coordination across the Sales function and other departments in support of customer satisfaction, sales goals, and Cummins culture goals.
• Coordinates input from sales staff to develop proactive communications to customers.
• Plans, prioritizes, and schedules Inside Sales activities and resources to ensure continuity of service.
• Mentors and develops Inside Sales staff to ensure that sales support targets are met.
• Maintains Sales forecasts and tracks progress and accuracy against forecast.
• As applicable, works with internal stakeholders and customers to balance inventory, service, and delivery capabilities with customer expectations.

Competencies:

• Communicates effectively - Developing and delivering multi-mode communications that convey a clear understanding of the unique needs of different audiences.
• Customer focus - Building strong customer relationships and delivering customer-centric solutions.
• Persuades - Using compelling arguments to gain the support and commitment of others.
• Plans and aligns - Planning and prioritizing work to meet commitments aligned with organizational goals.
• 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.
• Channel Awareness - Explains and contextualizes industry structure, dynamics, and path to market in order to advance organizational goals.
• Pricing Strategy - Develops prices by aligning and building consensus with key stakeholders across functions to achieve business targets.
• Account Planning - Identifies objectives to drive execution of business and/or account strategy by reviewing the status relative to where it needs to be and enabling tracking of progress against targets.
• Adapts to target audience - Explains complex topics (significant technical data, subject matter expertise, etc.) in such a way that the target audience (e.g. sales professionals, customers, training vendors, etc.) can understand, retain, and use the information
• Developing Account Strategy - Determines current status of account in terms of relationship, financial, product competitiveness, barriers, quality, and service and defining desired future state by balancing customer requirements and business capabilities in order to define achievable targets aligned with the business strategy.
• Integrates Customer Perspective - Incorporates an understanding of the customers' perspective on our products and sales efforts to develop sales content that improves our ability to meet their needs and increase revenue.
• Sales Forecasting - Collects and assesses customer data from internal and external sources; compares against historical data to determine useful inputs and create a forecast of future consumption patterns.
• Sales Pipeline Management - Plans proactively for successful execution of account/territory-level sales strategies and plans based on current pipeline; evaluates pipeline health (size, contents, progress); adjusts sales strategy, plans, or high impact activities accordingly; as applicable coaches sellers in order to achieve sales objectives.
• Sense Making - Through a series of diagnostic and probing questions and research, develops and/or supports an intimate understanding of the customer needs, behaviors, and/or their buying journey. Synthesizes complex information from internal and external resources to deliver tailored solutions for the internal or external customer.
• Values differences - Recognizing the value that different perspectives and cultures bring to an organization.

Education, Licenses, Certifications:

• University or college degree in the field of Sales or Marketing, or an acceptable combination of education and experience required.
• This position may require licensing for compliance with export controls or sanctions regulations.

Experience:

• Prior experience required. Experience as a quote analyst or another sales support function desirable. Limited travel may be required.
• Experience with customer relationship management software desirable. Experience with other software-based sales and business tools desirable.

To support and/or back up Order Administrator jobs for the same responsible Accounts

To do cross-accounts jobs for Aftermarket related.