DESCRIPTION

Job Summary:

The Hiring Manager is seeking candidates with a Bachelor's Degree in Engineering or Industrial Distribution. Ideal candidates will possess effective communication skills, demonstrating the ability to deliver clear messages and adapt to various audiences while explaining complex topics. Strong relationship and trust-building skills are essential, as candidates must inspire reliability and dependability, be attentive to details, and connect with others, even when communication challenges arise. A competitive spirit, with a focus on personal development and success, is highly valued. Candidates should be adept at planning and aligning their work to meet organizational goals, taking on new opportunities and challenges with urgency, energy, and enthusiasm. Being a self-starter who can independently initiate and manage projects without supervision is crucial. The pursuit of excellence is expected, with a commitment to personal improvement, learning from past experiences, and staying informed to enhance knowledge. A strong customer focus is necessary, with the ability to build robust customer relationships and deliver customer-centric solutions, making a positive impact in every interaction. Additionally, candidates must be willing to relocate.

• Handle inbound, unsolicited prospect calls and convert these opportunities into sales.
• Develop opportunities to sell company products and services, including developing leads via telephone or other technologies and/or cold-calling prospects generated by external sources.
• Drive additional sales through follow-up calls or emails to existing customers for repeat business, cross-selling, and up-selling.
• Conduct negotiations according to company guidelines.
• Achieve revenue and margin targets.
• Ensure customer satisfaction through the use of the Cummins Sales Process and execution of the sales cycle from lead to sale.

• Create and deliver qualified leads to sales representatives where appropriate.
• Assist the salesforce with quotation/RFP management and other sales cycle operations as needed.
• Build and/or maintain positive customer relationships that generate loyalty and/or future sales.
• Assist the sales team with negotiations according to company guidelines.
• Assist with the escalation of receivables from accounts/customers.
• Respond to customer concerns about the company and its products and services according to company guidelines.
• Investigate and troubleshoot customer transaction issues.
• Enter new customer data and update changes to existing accounts in the corporate database.
• Support setting up new customer accounts per Cummins' guidelines.
• Support a new account to set up Cummins as their supplier.
• Maintain accurate sales entry, reporting, and forecasting through the utilization of Cummins tools and processes (e.g., Cummins Sales Process, Customer Relationship Management systems).
• Seek opportunities to utilize processes, procedures, and initiatives designed to grow the business and increase customer value and loyalty.
• Assure good communication and coordination across the Sales function and other departments in support of customer satisfaction, sales goals, and Cummins culture goals.
• Maintain sales forecasts and track progress and accuracy against the forecast.
• Work with internal stakeholders and customers to balance inventory, service, and delivery capabilities with customer expectations.

• Communicates Effectively: Develops and delivers multi-mode communications that convey a clear understanding of the unique needs of different audiences.
• Customer Focus: Builds strong customer relationships and delivers customer-centric solutions.
• Persuades: Uses compelling arguments to gain the support and commitment of others.
• Plans and Aligns: Plans and prioritizes work to meet commitments aligned with organizational goals.
• Articulating Value Proposition: Interprets internal and external customer needs based on relevant applications; explains and demonstrates products, solutions, and services to distinguish strengths and weaknesses to meet customer's specific needs and differentiate against competition.
• Channel Awareness: Explains and contextualizes industry structure, dynamics, and path to market to advance organizational goals.
• Pricing Strategy: Develops prices by aligning and building consensus with key stakeholders across functions to achieve business targets.
• Account Planning: Identifies objectives to drive execution of business and/or account strategy by reviewing the status relative to where it needs to be and enabling tracking of progress against targets.
• Adapts to Target Audience: Explains complex topics (significant technical data, subject matter expertise, etc.) in a way that the target audience (e.g., sales professionals, customers, training vendors, etc.) can understand, retain, and use the information.
• Integrates Customer Perspective: Incorporates an understanding of the customers' perspective on our products and sales efforts to develop sales content that improves our ability to meet their needs and increase revenue.
• Sales Forecasting: Collects and assesses customer data from internal and external sources; compares against historical data to determine useful inputs and create a forecast of future consumption patterns.
• Sales Pipeline Management: Plans proactively for successful execution of account/territory-level sales strategies and plans based on current pipeline; evaluates pipeline health (size, contents, progress); adjusts sales strategy, plans, or high-impact activities accordingly; coaches sellers to achieve sales objectives as applicable.
• Sense Making: Through a series of diagnostic and probing questions and research, develops and/or supports an intimate understanding of customer needs, behaviors, and/or their buying journey. Synthesizes complex information from internal and external resources to deliver tailored solutions for the internal or external customer.
• Values Differences: Recognizes the value that different perspectives and cultures bring to an organization.
• Action Oriented: Takes on new opportunities and tough challenges with a sense of urgency, high energy, and enthusiasm. 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.