Cummins US & Canada

Job Information

Cummins Inc. Inside Sales Representative in Fenton, Missouri

Inside Sales Representative


In this role, you will make an impact in the following ways:

  • 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.



To be successful in this role you will need the following:

  • Plans and aligns - Planning and prioritizing work to meet commitments aligned with organizational goals.

  • Ensures accountability - Holding self and others accountable to meet commitments.

  • 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.

  • Intuitive Listening And Adapting Solutions - Translates needs, expectations, or asks from customers, stakeholders, etc. into actionable solutions through active listening and intuition; chooses or produces solutions (e.g. process change, tool, product, service, etc.) to meet or exceed the customers’ or stakeholders’ needs or expectations or to provide value.

  • Persuades - Using compelling arguments to gain the support and commitment of others.

  • Instills trust - Gaining the confidence and trust of others through honesty, integrity, and authenticity.

  • 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.

  • Customer focus - Building strong customer relationships and delivering customer-centric solutions.

  • 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.

  • Negotiations Excellence - Utilizes tools and methods in negotiations to achieve Cummins stakeholder objectives and achieve a mutually agreed upon all contract terms between all parties.

  • 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.

  • Action oriented - Taking on new opportunities and tough challenges with a sense of urgency, high energy, and enthusiasm.

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

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.


  • 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.

  • Supports a group of Outside Sales Representatives across various geographic areas.

  • Follow-up on existing quotes and opportunities to gain insight into markets and competitive situations.

  • Works closely with Project Management Team to insure timely and accurate order fulfillment process.

Compensation and Benefits

Base salary rate commensurate with experience. 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.


Primary Location United States-Missouri-St. Louis-US, MO, Fenton, Cummins Mid-South

Job Type Experienced - Exempt / Office

Recruitment Job Type Exempt - Experienced

Job Posting Dec 23, 2021, 9:13:23 AM

Unposting Date Ongoing

Req ID: 210008JU