Territory Sales - Inside Sales Representative - Senior

DESCRIPTION

We are looking for a talented Territory Sales-Inside Sales Representative-Senior to join our team for our Marine Sales department in Dedham, MA.

Job Summary:

Provide sales support for Cummins products and/or services throughout the sales cycle. May support more complex customer accounts that require adaptation of response or extensive research. May independently develop and capture opportunities for additional sales.

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

• Convert demand into revenue by handling inbound prospect calls, qualifying opportunities, and turning unsolicited inquiries into closed sales that directly grow the business.
• Drive new business development through proactive outreach—cold‑calling, lead generation, and targeted follow‑ups—to expand Cummins’ customer base and increase product and service adoption.
• Strengthen customer loyalty by building and maintaining positive relationships, ensuring satisfaction through the Cummins Sales Process, and supporting customers from initial inquiry through post‑sale engagement.
• Accelerate the sales cycle by creating and delivering qualified leads to field sales, managing quotes and RFPs, and supporting negotiations within company guidelines to secure profitable agreements.
• Enhance operational accuracy by maintaining clean customer data, setting up new accounts, and ensuring precise sales entry, reporting, and forecasting through Cummins tools and CRM systems.
• Resolve complex customer issues by analyzing escalated inquiries, identifying recurring problems, and recommending solutions that improve the customer experience and reduce future friction.
• Improve cross‑functional alignment by coordinating with Sales, Operations, and other departments to balance inventory, service, and delivery capabilities with customer expectations.
• Elevate team performance

RESPONSIBILITIES

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

• The ability to communicate with clarity, precision, and adaptability , ensuring that every message—whether to customers, sales partners, or internal stakeholders—lands with the right tone, level of detail, and intent. You’ll need to shift seamlessly between technical explanations, persuasive pitches, and operational updates so each audience understands and acts on the information.
• A deeply customer‑centric mindset that drives you to anticipate needs, build trust, and deliver solutions that genuinely improve customer outcomes. Success depends on seeing the world through the customer’s lens and using that insight to shape conversations, recommendations, and long‑term account strategies.
• Strong persuasive capability , allowing you to influence decisions, gain commitment, and move opportunities forward—even in complex or competitive situations. You’ll need to craft compelling arguments, highlight differentiated value, and guide stakeholders toward mutually beneficial outcomes.
• Disciplined planning and alignment skills to prioritize effectively, manage multiple moving parts, and ensure your daily actions support broader organizational goals. This includes structuring your pipeline, forecasting accurately, and aligning your activities with account strategies and revenue targets.
• Mastery in articulating a clear and compelling value proposition , translating customer needs into tailored demonstrations of how products, services, and solutions solve real problems. You’ll need to differentiate against competitors by highlighting strengths, addressing weaknesses, and connecting features to meaningful customer outcomes.
• A strong understanding of channel dynamics and industry pathways , enabling you to contextualize how products reach the market, how partners operate, and how to position offerings effectively within a complex ecosystem.
• Strategic and analytical capability in pricing, forecasting, and account planning , ensuring your decisions are data‑driven, financially sound, and aligned with business objectives. This includes evaluating account health, identifying barriers, projecting consumption patterns, and adjusting plans based on pipeline insights.
• The ability to adapt complex information for any audience , simplifying technical data, product details, or strategic insights so they are easy to understand, retain, and use. This skill is essential for training, customer conversations, internal alignment, and cross‑functional collaboration.
• A talent for integrating the customer perspective into everything you create , from sales content to account strategies. You’ll need to synthesize insights from conversations, data, and market signals to shape solutions that resonate and drive revenue.
• Strong sense‑making skills , allowing you to ask the right diagnostic questions, interpret ambiguous information, and build a clear picture of customer needs, behaviors, and buying journeys. This is what enables you to deliver tailored, high‑impact solutions.
• A genuine appreciation for diverse perspectives and cultural backgrounds , helping you collaborate effectively across teams, navigate global customer environments, and build stronger, more inclusive relationships. Education, Licenses, Certifications: University 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: 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

• Project Management - Understands a project's key deliverables and timeline to effectively collaborate with a team to develop and track milestones.
• Market Segment Research - Analyze market segment trends and customer requirements to leverage emerging technologies and clean environmental solutions.
• Customer Support Planning - Understands customer uptime requirements to develop a Customer Support Plan for distribution to key stakeholders.
• Inventory Management : Engines, Generators, Marine Transmissions

Compensation:

Please note that the salary range provided is a good faith estimate on the applicable range. The final salary offer will be determined after considering relevant factors, including a candidate’s qualifications and experience, where appropriate.

Job Sales

Organization Cummins Inc.

Role Category Off-site Remote

Job Type Exempt - Experienced

Min Salary $109440

Max Salary $164160

ReqID 2424615

Relocation Package No

100% On-Site 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.