Cummins Inc. Senior Sales Representative - Commercial Power Generation - Cummins in Glen Burnie, Maryland

Senior Sales Representative - Commercial Power Generation - Cummins


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).



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.


Intermediate level of relevant work experience required.

Cummins Inc. is currently seeking a Sales Representative to join our Commercial Power Generation team. As a Commercial Power Generation Sales Rep, your primary responsibility will be marketing, promoting and selling Cummins’ power generation products and services, as well as the following key responsibilities:

  • Generate and develop customer accounts to increase sales.

  • Assess customer needs by conducting a thorough interview and gaining a true understanding of their business need.

  • Develops sales opportunities by researching and identifying potential accounts, soliciting new accounts, building rapport, influencing design specifications, providing service information and explanations.

  • Prepares quotations.

  • Review new project requests, related technical documentation and system architecture (where possible).

  • Determine/specify products and scope of work necessary to fulfill customer requirements.

  • Establish a complete project price and respond to requests for quotations.

  • Coordinate with the Project Manager to ensure all necessary project documentation is submitted prior to and after project initiation.

  • Follow-up on project specific unit and component ordering, lead times and delivery schedules.

  • Ensure that project data is recorded were necessary (ex. Open Order Report, PowerCom, Quote Log etc.).

  • Maintain an accurate monthly sales forecast.

  • Monitor project status and participate in scheduling, when necessary.

  • Monitor project financial performance.

  • Communicate and resolve, or assist in resolving project problems and issues with customer.

  • Establish and maintain a working knowledge of CPG products.

  • Complete all assigned training (i.e., STAR, Safety, etc.)

  • Complete – deliver all marketing initiatives (i.e., lunch & learns, strategic accounts and account development plans).

  • Document sales activity in CRM.

  • Maintain professionalism, diplomacy, understanding, and courtesy in all customer interactions.

    • Cummins Inc. focuses strongly upon safety in all aspects of our operations. The successful candidate must likewise consider safety as paramount and demonstrate a substantial awareness of work place safety and environmental knowledge. Creates, maintains and promotes a safe clean workplace.
  • Sales territory includes Baltimore and Washington, DC (plus surrounding counties).

  • Pursuant to government contractual requirements, US Citizenship Status is a prerequisite for this position.


Primary Location United States-Maryland-Baltimore-US, MD, Glen Burnie, CumminsPowerSystems Baltimore

Job Type Experienced - Exempt / Office

Recruitment Job Type Exempt - Experienced

Job Posting Jan 7, 2019, 3:02:31 PM

Unposting Date Ongoing

Req ID: 1900001L