DESCRIPTION

GPP Database Link (https://cummins365.sharepoint.com/sites/CS38534/)

Job Summary:

The Territory Sales Representative is responsible for building and nurturing strong relationships with customers and contractors to create significant value for Cummins and its products. This role involves actively following up on existing quotes to enhance the hit rate while gathering valuable market and competitive intelligence. Additionally, the representative will respond promptly to system-generated sales leads, ensuring timely communication with customers to address their requests effectively. By combining relationship-building skills with strategic follow-ups, the Territory Sales Representative will play a key role in driving sales growth and reinforcing Cummins' commitment to customer satisfaction.

• Direct Sales: Manage inbound prospect calls and convert them into sales opportunities. Develop leads through various technologies and cold-calling efforts.
• Sales Follow-Up: Conduct follow-up calls and emails to existing customers to drive repeat business and explore cross-selling and up-selling opportunities.
• Negotiation: Engage in negotiations in line with company guidelines to secure favorable outcomes.
• Customer Satisfaction: Utilize the Cummins Sales Process to ensure a seamless sales cycle from lead generation to closing.
• Sales Support: Create and deliver qualified leads to sales representatives as appropriate. Assist with quotation and RFP management, and support other sales cycle operations.
• Relationship Management: Build and maintain positive customer relationships that foster loyalty and future sales opportunities.
• Issue Resolution: Respond to customer concerns regarding products and services, investigating and troubleshooting transaction issues as needed.
• Data Management: Enter new customer data and update existing accounts in the corporate database, ensuring accuracy and compliance with Cummins guidelines.
• Sales Reporting: Maintain accurate sales entry, reporting, and forecasting using Cummins tools and processes, including Customer Relationship Management systems.
• Continuous Improvement: Seek opportunities to enhance processes and initiatives that drive business growth and increase customer value.
• Collaboration: Ensure effective communication and coordination across the Sales function and other departments to support customer satisfaction and sales goals.
• Forecast Management: Maintain sales forecasts and track progress against targets, collaborating with internal stakeholders to balance inventory, service, and delivery capabilities with customer expectations.

• Demonstrates a proactive approach by embracing new opportunities and tackling 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 strong relationships with customers, delivering tailored, customer-centric solutions that enhance satisfaction and loyalty.

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

• Plans and prioritizes work effectively to meet commitments that align with organizational goals, ensuring strategic execution.

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

• Understands and contextualizes industry dynamics and market pathways to advance organizational objectives.

• Develops pricing strategies by collaborating with key stakeholders across functions to achieve business targets and ensure competitiveness.

• Identifies objectives to drive the execution of business and account strategies, enabling effective tracking of progress against targets.

• Explains complex topics in an accessible manner, ensuring that various audiences can understand, retain, and apply the information.

• Incorporates insights from customers to enhance sales content and strategies, improving alignment with their needs and driving 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 the execution of account and territory-level sales strategies, evaluating pipeline health and adjusting strategies as necessary to meet 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.