DESCRIPTION

We are looking for a talented Territory Sales – Inside Sales Representative to join our team in Power Generation Sales in Avondale, AZ .

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

IN THIS ROLE, YOU WILL MAKE AN IMPACT IN THE FOLLOWING WAYS:

• Sales Growth : By handling inbound prospect calls and converting them into sales, you will drive revenue growth and achieve margin targets through effective negotiations and follow-up.
• Lead Development : You will develop opportunities to sell Cummins products and services, generating leads via telephone, other technologies, and cold-calling, which will expand the customer base.
• Customer Satisfaction : Ensuring customer satisfaction through the Cummins Sales Process, you will build and maintain positive relationships that generate loyalty and future sales.
• Sales Support : Assisting the salesforce with quotation/RFP management and other sales cycle operations, you will support the team in achieving their sales goals.
• Issue Resolution : By investigating and troubleshooting customer transaction issues, you will ensure smooth operations and maintain high customer satisfaction.
• Data Management : Entering new customer data and updating existing accounts in the corporate database, you will maintain accurate sales entry, reporting, and forecasting.
• Process Improvement : Utilizing Cummins tools and processes, you will seek opportunities to grow the business and increase customer value and loyalty through improved systems and procedures.
• Cross-Functional Coordination : Ensuring good communication and coordination across the Sales function and other departments, you will support customer satisfaction, sales goals, and Cummins culture goals.

TO BE SUCCESSFUL IN THIS ROLE YOU WILL NEED THE FOLLOWING:

• Action Oriented : Embrace new opportunities and tough challenges with urgency, high energy, and enthusiasm. This will help you drive sales and tackle obstacles effectively.
• Effective Communication : Develop and deliver clear, multi-mode communications that cater to the unique needs of different audiences. This will ensure your messages resonate and are understood by all stakeholders.
• Customer Focus : Build strong relationships and deliver customer-centric solutions. Understanding and meeting customer needs will be key to driving sales and ensuring satisfaction.
• Persuasion : Use compelling arguments to gain the support and commitment of others. Your ability to persuade will be crucial in negotiations and closing sales.
• Planning and Alignment : Plan and prioritize work to meet commitments aligned with organizational goals. This will help you manage your sales pipeline and achieve targets.
• Articulating Value Proposition : Interpret customer needs and demonstrate how your products, solutions, and services meet those needs. Differentiating your offerings from the competition will be essential.
• Channel Awareness : Understand and explain industry structure, dynamics, and the path to market. This knowledge will help you advance organizational goals and navigate the sales landscape effectively.
• Pricing Strategy : Develop prices by aligning with key stakeholders to achieve business targets. Effective pricing strategies will help you maximize revenue and meet financial goals.
• Account Planning : Identify objectives and track progress against targets to drive execution of business and account strategies. This will ensure you stay on track and achieve your sales goals.
• Adapting to Target Audience : Explain complex topics in a way that your audience can understand and use. Tailoring your communication to different audiences will enhance your effectiveness.
• Integrating Customer Perspective : Incorporate customer insights into your sales content to better meet their needs and increase revenue. Understanding the customer perspective will help you create more effective sales strategies.
• Sales Forecasting : Collect and assess customer data to create accurate forecasts of future consumption patterns. This will help you plan and manage your sales efforts effectively.
• Sales Pipeline Management : Proactively plan and manage your sales pipeline, adjusting strategies as needed to achieve objectives. This will ensure you maintain a healthy pipeline and meet your targets.
• Sense Making : Develop a deep understanding of customer needs and behaviors through research and diagnostic questions. Synthesizing complex information will help you deliver tailored solutions.

ADDITIONAL RESPONSIBILITIES:

• Reviews project specifications, single-line, and other customer provided documents and develop proposals for equipment and services meeting project requirements.
• Maintains technical knowledge of Cummins Power Generation products and achieve applicable certifications through Cummins Power Generation’s Training and Recognition program.
• Obtain buyout quotation from outside suppliers.
• Contacts prospective and current customers via phone and email to build positive relationships and loyalty that will generate future sales and repeat business.
• Maintain electronic bid board keeping track of bidding activity and schedules.
• Responds to customer inquiry about Power Generation products and services. Enters new customer data and update existing accounts incorporate database.
• Maintains accurate sales entry, reporting and forecasting through the utilization of Cummins tools and processes.
• Assures good communication and coordination between account management, field service, upstream influencers, sales management, and sales analysts (as applicable) to attain the goals of the sales strategy and culture
  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 Hybrid
  Job Type Exempt - Experienced
  Min Salary $60600
  Max Salary $82400
  ReqID 2416985
  Relocation Package No