Cummins Inc. Retail/Power Generation PM Sales Representative, Cummins Rocky Mountain in Tucson, Arizona

Retail/Power Generation PM Sales Representative, Cummins Rocky Mountain

Description

Manages customer relationships to achieve sales goals and executing sales plans within an assigned sales territory or account.

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).

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 uses E-Verify to confirm the employment eligibility of all newly hired employees. To learn more about E-Verify, including your rights and responsibilities, please visit www.dhs.gov/E-Verify .

Qualifications

Skills

Focus On Customer Needs - 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 (such as OEM Supply Agreement CORP 04-05-00-00) that support account planning as well as customer loyalty NPS tools and process.

Sales Calls - 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 (such as OEM Supply Agreement CORP 04-05-00-00) 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 marketing, sales or a related subject or equivalent industry experience required.

Experience

Intermediate level of relevant work experience required.

  • Primary responsibility for generating branch revenue by driving parts and service business into our shops and by deploying field technicians onto customer sites.

  • Maintains a customer list (as defined and approved by management) and acts as the primary contact point between the customer and Cummins for aftermarket service support.

  • Ensures that customers’ needs are being met from an operations (service) standpoint and assist in overall product support, elevating policy request and creating preference for CMI product.

  • Sells CMI product and ancillary services (warranty, extended warranty, and campaigns execution) to satisfy customer needs by identifying potential customers and sales prospecting.

  • Participates in branch sales meetings, leadership meetings, and AOP planning by providing sales targets (parts & service) for each customer

  • Conducts customer training and provides support at local events and trade shows

  • Develops relationships with key stakeholders to generate customer goodwill and loyalty.

  • Conducts negotiations according to company and branch 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 product and provides support such as insite, quickserve, and low maintenance troubleshooting

  • Provides leadership and mentoring to less experienced sales representatives.

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

  • Actively promotes a safety culture by conducting JSA’s and encourages customers to adopt safe practices.

PG PM in addition to the above;

  • PG PM Sales contract negotiation and execution.

  • Promote PM value added services to customers.

  • Promotes NFPA codes and standards to potential existing and potential customers.

  • Will leverage knowledge of the PG market and customers’ needs to identify voids and capitalize on them.

  • Helps identify products and solutions above and beyond what is in the Cummins portfolio (if there is a market for them)

Job SALES

Primary Location United States-Arizona-Tucson-US, AZ, Tucson, Cummins Rocky Mountain

Job Type Experienced - Professional / Office

Recruitment Job Type Professional - Experienced

Job Posting Dec 23, 2016, 12:10:30 PM

Unposting Date Ongoing