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.

• 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.

• 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.

• 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.

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

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

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

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

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

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

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

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

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

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

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

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

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

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

• 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.