Cummins US & Canada

Inside Sales Representative - Commercial Power Generation

Description

Provide sales support for Cummins products and/or services throughout the sales cycle. May independently develop and capture opportunities for additional sales.

Direct Sales (where appropriate)

Handles inbound, unsolicited prospect calls and converts these opportunities into sales.

Develops opportunities to sell company products and services, which may include 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.

May assist the sales team with negotiations according to company guidelines. May assist with escalation of receivables from accounts/customers.

Responds to customer concerns about the company and its products and services according to company guidelines. Investigates and troubleshoots customer transaction issues.

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.

Assures good communication and coordination across the Sales function and other departments in support of customer satisfaction, sales goals, and Cummins culture goals.

Base salary rate commensurate with experience, range: $59,200.00-$80,400.00. Please note that the salary range provided is a good faith estimate on the applicable range. The final salary offer will be determined after considering relevant factors, including a candidate’s qualifications and experience, where appropriate. 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.

The position requires working from the Dallas office two days per week and attending sales calls with local customers.

Qualifications

Skills

• 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.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.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.Action oriented - Taking on new opportunities and tough challenges with a sense of urgency, high energy, and enthusiasm.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.Pricing Strategy - Develops prices by aligning and building consensus with key stakeholders across functions to achieve business targets.Channel Awareness - Explains and contextualizes industry structure, dynamics, and path to market in order to advance organizational goals.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.

Education, Licenses, Certifications

Advanced certificates 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

Limited 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.

Education

Bachelor's Degree (preferred) or 5 years of experience in technical sales

• Mechanical, Electrical or Industrial Engineering

• Industrial Distribution

Interpersonal Competencies

Communicates effectively- Developing and delivering multi-mode communications that convey a clear understanding of the unique needs of different audiences.

Relationship and trust building skills- inspire reliability and dependability, be attentive to details, able to approach and connect with others while keeping an open mind when communication difficulties arise.

Adaptability 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.

Team Competitive– seeks to win, team activity / competition, not necessarily athletic.

Sales Process Competencies

Plans and aligns- Planning and prioritizing work to meet commitments aligned with organizational goals. Assess what tools the candidate uses; Plans proactively for successful execution of account/territory-level sales strategies and plans based on current pipeline.

Handling complexity and ambiguity– someone who handles situations outside their comfort zone well.

Action oriented - Taking on new opportunities/challenges with sense of urgency, energy, and enthusiasm.

Self-starter- takes initiative, can work without supervision and begin projects independently.

Pursuit of excellence– seeks knowledge, drives personal improvement and process improvement towards exceeding expectations.

CustomerFocus -focus on exceeding expectations and making a positive impact to stakeholders in every interaction.

Willingness to relocate for future opportunities.

Job SALES

Primary Location United States-Texas-Dallas-US, TX, Dallas, Cummins Southern Plains 4855 MCP

Job Type Experienced - Exempt / Office

Recruitment Job Type Exempt - Experienced

Job Posting Mar 4, 2024, 8:48:45 AM

Unposting Date Apr 30, 2024, 11:59:00 PM

Organization Distribution Business

Role Category Hybrid - Potential for Partial Remote

Relocation Package Ineligible

Req ID: 240000OK