DESCRIPTION
Key Responsibilities:
Responds to incoming customer calls, emails, qualifies them, and routes the qualified contacts and leads to associated sales professional(s). Compiles budgetary quotes for simple to complicated jobs by gathering technical data, customer presentations, lead time and others for customer facing sales force. Gets involved in customer visits and events, makes decisions where there is no clear procedure outlined. Receives and processes orders, issues order acknowledgements, invoices and shipping notices for simple to complicated jobs. Communicates order status, inventory status and other associated information to customer facing sales force, and identifies any issues. Resolves customer issues where applicable, engages other for resolution where applicable (including shipment and after sale). Periodically reviews and reports inventory/stock levels, takes action and creates orders if needed. Actively supports all branch personnel in the sale of products to retail customers across varying levels of tasks.
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RESPONSIBILITIES
Competencies:
Action oriented - Taking on new opportunities and tough challenges with a sense of urgency, high energy, and enthusiasm.
Collaborates - Building partnerships and working collaboratively with others to meet shared objectives.
Communicates effectively - Developing and delivering multi-mode communications that convey a clear understanding of the unique needs of different audiences.
Customer focus - Building strong customer relationships and delivering customer-centric solutions.
Channel Awareness - Explains and contextualizes industry structure, dynamics, and path to market in order to advance organizational goals.
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 such 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; as applicable coaches sellers in order to achieve sales objectives.
Sense Making - Through a series of diagnostic and probing questions and research, develops and/or supports an intimate understanding of the 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 - Recognizing the value that different perspectives and cultures bring to an organization.
Education, Licenses, Certifications:
High school diploma or certificate of completion of secondary education or equivalent experience to the extent such experience meets applicable regulations.
This position may require licensing for compliance with export controls or sanctions regulations.
Experience:
Requires significant relevant work experience or specialized skills obtained through education, training or on-the-job experience.
QUALIFICATIONS
Skills Required:-
Direct Sales
Handles inbound, unsolicited prospect calls and converts these opportunities into sales.
Develops opportunities to sell company products and services by developing leads via telephone or
other technologies and/or cold-calling prospects generated by external sources.
Drives additional sales through follow-up calls or emails to existing customers for repeat business,
cross-selling and up-selling.
Conducts negotiations according to company guidelines.
Achieves revenue and margin targets. Ensures customer satisfaction through use of the Cummins
Sales Process and execution of the sales cycle from lead to sale.
Sales Support
Creates and delivers qualified leads to sales representatives where appropriate.
Assists salesforce with quotation/RFP management and other sales cycle operations as needed.
Builds and/or maintains positive customer relationships that generate loyalty and/or future sales.
Supports negotiations according to company guidelines. Assists with accounts receivables.
Answers more complex, escalated internal and sales customer inquiries so that inquiries are dealt
with accurately and promptly, per company guidelines. Analyzes customer inquiries to identify
recurring user problems and recommend solutions. May provide additional support to more complex
accounts or for customer questions requiring extensive research.
Enters new customer data and updates changes to existing accounts in the corporate database.
Supports setting up new customer accounts per Cummins' guidelines. Supports a new account to
set up Cummins as their supplier.
Maintains accurate sales entry, reporting and forecasting through utilization of Cummins tools and
processes (e.g., Cummins Sales Process, Customer Relationship Management systems).
Seeks opportunities to utilize processes, procedures and initiatives designed to grow the business
and increase customer value and loyalty. Ensures correct utilization of relevant company processes,
systems, and procedures by Inside Sales. Evaluates results and recommends improvements.
Assures good communication and coordination across the Sales function and other departments in
support of customer satisfaction, sales goals, and Cummins culture goals.
Coordinates input from sales staff to develop proactive communications to customers.
Ensure dealers claims are processed timely and all actions by dealerships are in place.
Plans, prioritizes, and schedules Inside Sales activities and resources to ensure continuity of service.
Mentors and develops Inside Sales staff to ensure that sales support targets are met.
Job Sales
Organization Cummins Inc.
Role Category Hybrid
Job Type Office
ReqID 2409815
Relocation Package No