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Job Details
DESCRIPTION
Key Responsibilities:
- Direct Sales:
- Handle inbound, unsolicited prospect calls and convert these opportunities into sales.
- Develop opportunities to sell company products and services by generating leads via telephone or other technologies and/or cold-calling prospects.
- Drive additional sales through follow-up calls or emails to existing customers for repeat business, cross-selling, and up-selling.
- Conduct negotiations according to company guidelines.
- Achieve revenue and margin targets.
- Ensure customer satisfaction through the use of the Cummins Sales Process and execution of the sales cycle from lead to sale.
- Sales Support:
- Create and deliver qualified leads to sales representatives where appropriate.
- Assist the salesforce with quotation/RFP management and other sales cycle operations as needed.
- Build and/or maintain positive customer relationships that generate loyalty and/or future sales.
- Support negotiations according to company guidelines and assist with accounts receivables.
- Answer more complex, escalated internal and sales customer inquiries accurately and promptly.
- Analyze customer inquiries to identify recurring user problems and recommend solutions.
- Enter new customer data and update changes to existing accounts in the corporate database.
- Support setting up new customer accounts per Cummins’ guidelines.
- Maintain accurate sales entry, reporting, and forecasting through the utilization of Cummins tools and processes (e.g., Cummins Sales Process, Customer Relationship Management systems).
- Seek opportunities to utilize processes, procedures, and initiatives designed to grow the business and increase customer value and loyalty.
- Ensure correct utilization of relevant company processes, systems, and procedures by Inside Sales.
- Evaluate results and recommend improvements.
- Assure good communication and coordination across the Sales function and other departments in support of customer satisfaction, sales goals, and Cummins culture goals.
- Coordinate input from sales staff to develop proactive communications to customers.
- Ensure dealers’ claims are processed timely and all actions by dealerships are in place.
- Plan, prioritize, and schedule Inside Sales activities and resources to ensure continuity of service.
- Mentor and develop Inside Sales staff to ensure that sales support targets are met.
- Account Management:
- Support the account team in developing and maintaining positive customer relationships.
- Assist in the organization of customer visits and negotiations.
- Support the account team in identifying customer needs.
- Help curate/organize data and information that will help a specific customer evaluate Cummins benefits.
- Provide information to the account team to support the negotiation and implementation of contracts with accounts.
- Help coordinate communication and interfaces with the customer at appropriate levels.
- Coordinate internal communication across sales roles and segments and/or with internal stakeholders.
- Support the account team to meet revenue and share goals within assigned accounts.
- Act as a champion for the voice of the customer within the business.
- Support projects intended to improve customer relationships and customer value and to grow the business with assigned accounts.
- Execute the Cummins Sales Process.
- Support/Maintain accurate reporting and forecasting, using Cummins tools and processes and Customer Relationship Management systems.
- Support revenue growth by identifying and contacting new business opportunities and participating in cost reduction initiatives.
- Manage account receivable deliverables including discussing and negotiating payment terms.
- Maintain Sales forecasts and track progress and accuracy against the forecast.
- Work with internal stakeholders and customers to balance inventory, service, and delivery capabilities with customer expectations.
RESPONSIBILITIES
Qualifications:
- College, university, or equivalent degree in marketing, sales, or a related subject, or an acceptable combination of education and experience required.
- This position may require licensing for compliance with export controls or sanctions regulations.
Competencies:
- Values differences: Recognizing the value that different perspectives and cultures bring to an organization.
- 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.
- Ensures accountability: Holding self and others accountable to meet commitments.
- Instills trust: Gaining the confidence and trust of others through honesty, integrity, and authenticity.
- Articulating Value Proposition: Explains and demonstrates products, solutions, and services to meet customer’s specific needs.
- Channel Awareness: Explains industry structure, dynamics, and path to market.
- Pricing Strategy: Develops prices by aligning with key stakeholders to achieve business targets.
- Account Planning: Identifies objectives to drive execution of business and/or account strategy.
- Adapts to target audience: Explains complex topics in an understandable way.
- Integrates Customer Perspective: Incorporates an understanding of the customers’ perspective to develop sales content.
- Sales Forecasting: Collects and assesses customer data to create a forecast of future consumption patterns.
- Sales Pipeline Management: Plans proactively for successful execution of account/territory-level sales strategies.
- Sense Making: Develops an understanding of customer needs and behaviors to deliver tailored solutions.
QUALIFICATIONS
Skills and Experience:
- Knowledge/Skills:
- Direct Sales experience.
- Proficiency in handling inbound calls and converting them into sales.
- Ability to develop leads via telephone or other technologies and cold-calling prospects.
- Strong follow-up skills for repeat business, cross-selling, and up-selling.
- Negotiation skills according to company guidelines.
- Ability to achieve revenue and margin targets.
- Customer satisfaction focus through the Cummins Sales Process.
- Experience:
- Basic relevant work experience required.
- Customer-facing experience preferred.
- 10-12 Years (can be relaxed to above 5 years) relevant experience required.
Job Sales
Organization Cummins Inc.
Role Category Hybrid
Job Type Exempt - Experienced
ReqID 2403667
Relocation Package No
Company Details
Cummins Inc.
Columbus, IN, United States
Cummins Inc. is a global power leader with complementary business segments that design, manufacture, distribute and service a broad portfolio of... Read more