Cummins Inc. Sales - Planned Maintenance in Buffalo, New York

Sales - Planned Maintenance


Cummins is currently seeking a Sales Representative to join our Planned Maintenance team in Buffalo, NY. As a Planned Maintenance Sales Rep, your primary responsibility will be to grow our contracted Planned Maintenance customer base with a specific emphasis on pursuing Cummins Inc.’s equipment owners, along with all other OEM power generation equipment owners, as well as the following key responsibilities:

  • Providingservice solutions for any and all power generation customer needs.

  • Providesupport to our current Power Generation end user clients in the Buffalo NYregion.

  • Working closely with our branch service departments to insure effective customer communication in meeting customer service needs.

  • Sells company products and services by developing new prospects and accounts.

  • Achieves sales targets and ensures customer satisfaction.

  • Develops relationships to generate customer goodwill and loyalty.

  • Conducts negotiations according to company guidelines.

  • Identifies, researches, and contacts prospective customers and builds positive relationships that will generate future sales and repeat business.

  • Responds to customer concerns about the company and its products.

  • Provides leadership and mentoring to less experienced sales representatives.

  • Drives utilization of Cummins tools and processes (i.e. Customer Relationship Management, Customer focus Six Sigma).

  • CumminsInc. focuses strongly upon safety in all aspects of our operations. Thesuccessful candidate must likewise consider safety as paramount anddemonstrate a substantial awareness of work place safety and environmentalknowledge.

  • Creates, maintains andpromotes a safe clean workplace.


F Skills:

Focus On Customer Need s - Able to leverage network of customer contacts to attain customer specific information that will provide useful in making informed business decisions and increase understanding of customer needs.

  • Account Planning - Is able to develop strategies to grow business, formulate marketing plans, identify support needs and measure progress.

  • Understands what strategies need to be put in place to strengthen customer relationships. Uses the Customer Market Profitability tools that support account planning as well as customer loyalty NPS tools and process.

  • Sales Call s - Able to formulate sales call plans, conduct calls according to plans, gather information and negotiate terms of sale. Able to coach others.

  • Manage Customer Relationships - Manages customer interactions and relationships to maximize sales opportunities. Utilizes appointment and customer contact management software. Able to coach others to develop effective contact management habits. Consistently demonstrates ability to establish rapport, meet commitments, and develop effective working relationships with customers.

  • Sales Negotiations - Able to identify negotiating tactics used by customers and how to manage them. Familiar with Customer Market Profitability tools that can be utilized during negotiations. Can recognize the balance of power within a negotiation and has the skills to alter that balance. Drives toward collaborative relationships (i.e. win/win relationships).

Education, Licenses, Certifications:

College, university, or equivalent degree in business, marketing, sales or a related subject or equivalent industry experience required.

  • Excellent written, verbal and interpersonal communication skills.

  • Computer and analytical proficiency required.

  • Valid driver's license.

  • Must be able to travel up to60%. (Most travel is local - return to home at end of shift.)


  • Industry related experience, i.e. facilitymaintenance, building management, government/municipality sales, etc.

  • Strong Technical knowledge of power generationequipment.

  • 5 years proven sales and/or customer servicessupport excellence.

  • Prior experience in power generation or anotherrelated industry.

  • Strong computer software skills includingMicrosoft Office Suite.

  • Excellent communication and presentation skills.


Primary Location United States-New York-Buffalo-US, NY, Buffalo, Cummins Northeast

Job Type Experienced - Professional / Office

Recruitment Job Type Professional - Experienced

Job Posting Aug 2, 2017, 8:48:41 AM

Unposting Date Ongoing

Req ID: 170003I7