DESCRIPTION

GPP Database Link (https://cummins365.sharepoint.com/sites/CS38534/)

Job Summary:

We are seeking a dynamic and motivated individual with a Bachelor’s Degree in Engineering or Industrial Distribution to join our team. The ideal candidate will possess effective communication skills, enabling them to convey complex topics clearly and adapt their messaging to suit diverse audiences. With a strong emphasis on relationship and trust-building, this person will inspire reliability and dependability, demonstrating attention to detail while connecting with others, even in challenging communication situations. A competitive spirit drives their desire to succeed and focus on personal development, while their ability to plan and align work ensures that commitments are met in line with organizational goals. As an action-oriented self-starter, they will take initiative and tackle new challenges with enthusiasm and energy, working independently without the need for supervision. Committed to the pursuit of excellence, they will seek continuous improvement and learn from past experiences to enhance their knowledge. A customer-focused mindset will guide them in building strong relationships and delivering customer-centric solutions, making a positive impact on stakeholders in every interaction. Additionally, the candidate should be open to relocation, embracing new opportunities as they arise.

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

Direct Sales

• Inbound Sales Handling: Manage inbound, unsolicited prospect calls and convert these opportunities into sales.
• Lead Development: Identify and develop opportunities to sell company products and services through various channels, including telephone outreach and cold-calling.
• Follow-Up Sales: Drive additional sales through follow-up calls or emails to existing customers, focusing on repeat business, cross-selling, and up-selling.
• Negotiation: Conduct negotiations in accordance with company guidelines to achieve revenue and margin targets.
• Customer Satisfaction: Ensure customer satisfaction by utilizing the Cummins Sales Process and effectively executing the sales cycle from lead to sale.

Sales Support

• Lead Qualification: Create and deliver qualified leads to sales representatives as appropriate.
• Sales Cycle Assistance: Support the salesforce with quotation/RFP management and other sales cycle operations as needed.
• Customer Relationship Management: Build and maintain positive customer relationships that foster loyalty and future sales opportunities.
• Issue Resolution: Respond to customer concerns regarding the company and its products/services, investigating and troubleshooting transaction issues as necessary.
• Data Management: Enter new customer data and update existing accounts in the corporate database, ensuring accuracy and compliance with Cummins’ guidelines.
• Account Setup Support: Assist in setting up new customer accounts and ensure Cummins is established as their supplier.

Reporting and Coordination

• Sales Reporting: Maintain accurate sales entry, reporting, and forecasting using Cummins tools and processes, including Customer Relationship Management systems.
• Process Improvement: Seek opportunities to utilize processes and initiatives designed to grow the business and enhance customer value and loyalty.
• Cross-Department Communication: Ensure effective communication and coordination across the Sales function and other departments to support customer satisfaction and sales goals.
• Sales Forecasting: Maintain sales forecasts and track progress against targets, adjusting strategies as necessary.
• Inventory and Service Balance: Collaborate with internal stakeholders and customers to balance inventory, service, and delivery capabilities with customer expectations.

RESPONSIBILITIES

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

Action Oriented

• Demonstrates a proactive approach by taking on new opportunities and challenges with urgency, high energy, and enthusiasm.

Effective Communication

• Develops and delivers multi-channel communications that clearly address the unique needs of diverse audiences, ensuring understanding and engagement.

Customer Focus

• Builds and nurtures strong customer relationships, consistently delivering customer-centric solutions that enhance satisfaction and loyalty.

Persuasive Skills

• Utilizes compelling arguments to gain support and commitment from stakeholders, effectively influencing decisions and actions.

Planning and Alignment

• Plans and prioritizes work effectively to meet commitments aligned with organizational goals, ensuring strategic alignment in all activities.

Articulating Value Proposition

• Interprets customer needs and explains products, solutions, and services in a way that highlights strengths and differentiates from competitors.

Channel Awareness

• Understands and contextualizes industry structures and dynamics, leveraging this knowledge to advance organizational objectives.

Pricing Strategy Development

• Collaborates with key stakeholders to develop pricing strategies that align with business targets and market conditions.

Account Planning

• Identifies objectives and tracks progress against targets to drive execution of business and account strategies effectively.

Audience Adaptation

• Simplifies complex topics for various audiences, ensuring that technical data and subject matter expertise are accessible and actionable.

Customer Perspective Integration

• Incorporates insights from the customer perspective into sales content and strategies, enhancing the ability to meet their needs and drive revenue growth.

Sales Forecasting

• Collects and analyzes customer data from multiple sources, comparing it against historical trends to create accurate forecasts of future consumption patterns.

Sales Pipeline Management

• Proactively plans for successful execution of sales strategies, evaluates pipeline health, and adjusts tactics as necessary to achieve sales objectives.

Sense Making

• Engages in diagnostic questioning and research to develop a deep understanding of customer needs and behaviors, synthesizing complex information to deliver tailored solutions.

Valuing Differences

• Recognizes and appreciates the value of diverse perspectives and cultures, fostering an inclusive environment that enhances organizational effectiveness. 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.

QUALIFICATIONS

Hiring Manager is looking for candidates with the following degrees, skills and experience:

Bachelor's Degree in Engineering or Industrial Distribution

Effective Communication - ability to deliver clear communications; ability to adapt to target audience and explain complex topics

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

Competitive - exhibit desire to compete and succeed, focus on personal development.

Plans and aligns - ability to plan and prioritize work to meet commitments aligned with organizational goals.

Action-oriented - ability to take on new opportunities/challenges with urgency, energy, and enthusiasm.

Self-starter - able to take initiative and begin projects independently. Exhibit ability to work without needing supervision.

Pursuit of excellence – Seek personal improvement towards exceeding expectations. Learn from past experiences and stay informed to increase knowledge

Customer focus - Build strong customer relationships and deliver customer-centric solutions. Make a positive impact to stakeholders in every interaction

Willingness to relocate

Job Sales

Organization Cummins Inc.

Role Category Hybrid

Job Type Exempt - Experienced

Min Salary $65600

Max Salary $98400

ReqID 2406650

Relocation Package No

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 the right to work using E-Verify and 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. Visit http://EEOC.gov to know your rights on workplace discrimination.