Territory Sales - Inside Sales Representative - Senior

DESCRIPTION

We are looking for a talented Territory Sales – Inside Sales Representative Senior to join our team in Sales in Lansing. MI.

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

• Grow revenue and margin by converting inbound inquiries, proactively developing leads, and driving repeat, cross-sell, and up-sell opportunities using disciplined sales practices.
• Deliver an excellent customer experience by executing the Cummins Sales Process, resolving inquiries promptly, and strengthening relationships that generate loyalty and future sales.
• Increase sales pipeline quality by creating, qualifying, and routing strong leads to sales representatives, improving sales cycle efficiency and close rates.
• Support high‑quality sales operations through accurate quoting/RFP support, account setup, CRM updates, and maintenance of precise forecasting and reporting.
• Enhance customer and internal responsiveness by handling complex escalations, researching issues thoroughly, and identifying recurring problems to recommend process or service improvements.
• Drive consistency and compliance by ensuring correct use of sales systems, tools, and processes across the Inside Sales function and recommending enhancements where needed.
• Strengthen team capability and alignment by mentoring Inside Sales staff, coordinating communications across functions, and ensuring activities are prioritized to maintain service continuity.
• Optimize customer fulfillment by partnering with internal teams to balance inventory, service, and delivery capabilities with customer expectations, ensuring reliable execution throughout the sales cycle.

RESPONSIBILITIES

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

• Communicates effectively – Tailor multi‑mode communications (email, calls, demos, executive updates) to audience needs; confirm understanding and next steps to maintain alignment.
• Customer focus – Build trust through regular value‑focused check‑ins, translate needs into clear requirements, and close gaps quickly to deliver customer‑centric outcomes.
• Persuades – Use data, case studies, and ROI models to craft compelling narratives; handle objections by linking benefits to the stakeholder’s priorities and risk tolerance.
• Plans and aligns – Prioritize high‑impact activities against targets; create weekly plans with milestones, dependencies, and clear ownership to keep work on track.
• Articulating Value Proposition – Map product capabilities to specific customer pain points; demo differentiated strengths and quantify impact versus alternatives.
• Channel Awareness – Understand partner roles, incentives, and the path‑to‑market; align messaging and motions to channel dynamics to accelerate deals.
• Pricing Strategy – Collaborate with finance, product, and sales leadership to set price, discount, and margin guardrails aligned to value and competitive context.
• Account Planning – Define account objectives, whitespace, stakeholders, and next best actions; track progress in CRM and adjust tactics based on signal and performance.
• Adapts to target audience – Translate complex technical details into simple, outcome‑oriented language and visuals matched to buyer, user, or exec audiences.
• Developing Account Strategy – Assess current state (relationship, spend, product fit, barriers) and set a future‑state plan with measurable goals and a phased path to win.
• Integrates Customer Perspective – Incorporate voice‑of‑customer insights into messaging, proposals, and collateral to increase relevance and win probability.
• Sales Forecasting – Combine historicals, pipeline stages, and market signals to produce evidence‑based forecasts; review variances and refine assumptions monthly.
• Sales Pipeline Management – Maintain a balanced pipeline (coverage, stage mix, velocity); run weekly reviews to coach, remove blockers, and refocus on high‑leverage actions.
• Sense Making – Use targeted discovery and research to synthesize needs, decision criteria, and buying journey; tailor solution recommendations accordingly.

QUALIFICATIONS

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.

Additional Responsibilities:

• Support two account managers for two high-priority strategic data center accounts, wearing multiple hats to execute tasks ranging from project handoff and financial tracker creation through customer visits, relationship building, supply chain analysis and audits, project management support, and more.
• Align regularly with SDC sales enablement/ops, translating customer forecasts and signals into accurate long-range forecasts in alignment with Cummins forecasting practices.

Additional Skills/Experience:

• Ability to manage a mixed bag of tasks and deadlines, prioritizing tasks logically in order to balance a dynamic task load
• Some level of familiarity with data center and/or power generation equipment – able to quickly learn and internalize what the customer orders, how it is configured, how to manage problems within the supply chain, and more.
• Ability to drive alignment and communicate relentlessly within the scope of a strategic account, keeping a network of stakeholders informed and up to date in order to drive smooth project planning and execution
• Advanced excel capability – XLOOKUP, UNIQUE, nested conditionals, etc.

Skill/Education/Experience Value-Adds:

• Experience with business intelligence tooling – powerBI, dataflows, Salesforce.

Job Sales

Organization Cummins Inc.

Role Category Off-site Remote

Job Type Exempt - Experienced

Min Salary $91200

Max Salary $136800

ReqID 2425623

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.