Direct sales and sales support of Cummins products and/or services. The Sales Representative also has sales customer responsibility for more complex customer accounts which may require adaptation of response or extensive research according to customer needs.
- Roles aligned to this GPP may be eligible for a Sales Compensation program.
Sells company products and services by developing new prospects and accounts via telephone or other technologies.
Cold-call prospects that are generated by external sources of leads or by developing internal leads.
Makes outbound follow-up calls to existing customers via telephone and e-Mail for repeat-sell, cross-sell and up-sell.
Handles inbound, unsolicited prospect calls and convert them into sales.
Achieves revenue and margin targets and ensures customer satisfaction through execution of a sales cycle from lead to sale.
Creates and delivers qualified opportunities to sales representatives where appropriate.
Assists salesforce with quotation/RFP management and other sales cycle operations as needed.
Contacts prospective and current customers via phone or other technologies and builds positive relationships that will generate future sales and repeat business.
Develops relationships to generate customer goodwill and loyalty.
Conducts negotiations according to company guidelines.
Enters new customer data and update changes to existing accounts in the corporate database.
Maintains accurate sales entry, reporting and forecasting through utilization of Cummins tools and processes (i.e. common sales cycle, Customer Relationship Management Systems).
Seeks opportunities to utilize Customer Focus Six Sigma and Customer Support Excellence Tools to concurrently grow the business and increase loyalty.
Plans, prioritizes and schedules the team’s activities and resources to ensure continuity of service.
Reviews progress and evaluates results.
Ensures that staff supports sales customers through proper utilization of departmental tools, systems, documentation, processes and/or procedures.
Monitors the status of sales support activities to identify problem areas and adapt procedures to improve the overall performance of the team.
Investigates, analyzes and leads cross-functional problem-resolution and improvement initiatives with Cummins product and customer accounts.
Answers more complex, escalated internal and sales customer inquiries on product availability, prices, delivery times, and the status of orders so that inquiries are dealt with promptly and accurately.
Liaison with functional or operational area managers to ensure that sales support activities are integrated with other parts of the business and appropriate for current and future sales activities.
Owns account responsibility for the most complex, large or difficult customers.
Analyzes customer inquiries to identify recurring user problems, recommends solutions, and identifies where inside sales can be improved.
Develops problem solving guidelines, checklists, or other materials to assist inside sales staff to respond to inquiries that are recurring or routine.
Leads, directs, evaluates, and develops inside sales staff to ensure that the team’s resources are used effectively and that work scheduled and targets are met.
Coordinates input from sales staff to develop comprehensive, proactive communications to customers.
Assures good communication and coordination between account management, field sales, upstream influencers, sales management, inside sales and sales analysts (as applicable) to attain the goals of the sales strategy and culture, management of customers, sales talent management and sales operations.
Assists with the collection of receivables from accounts/customers.
Communication Skills - Verbal communication and presentation skills utilizing telephone and web technologies. Possesses listening and written communication skills. Can use these skills to accomplish required job tasks. Little support is required to apply these skills effectively.
Fosters Open Communication - Recognizes how demonstrating foster open communication behaviors impact business results and the Cummins environment. Creates a work environment in which timely and relevant information flows smoothly between self and others; encourages the open expression of ideas and opinions.
Manage Execution - Solid understanding of how to manage execution. Manages the performance of self and others through the use of structured tools. Able to delegate effectively and regularly with solid support and follow through. Uses defined processes to manage execution.
Focus on Customer Needs - Familiar with key Cummins customers. Knowledge would include business strategies, organizational structures, geographic footprints, financial results, internal processes, and primary needs for effective segmentation. Anticipates and takes action to meet customer needs. Continually searches for ways to increase customer satisfaction. Knowledgeable of vital customer information required to make informed business decisions. Able to leverage customer contact to both attain customer specific information and educate the customer to provide a match between Customer needs and Cummins offerings to maximize sales opportunities. Consistently demonstrates ability to establish rapport, meet commitments, and develop effective working relationships with customers.
Sales Calls - Able to formulate sales call plans, conduct calls according to plans, gather information to strengthen the sales position and progress through the sales process. Utilizes appointment and customer contact management software.
Sales Negotiation - Able to identify negotiating tactics used by customers and how to manage them. Familiar with Customer Market Profitability tools that can be utilized during negotiations. Can recognize the balance of power within a negotiation and has the skills to alter that balance. Drives toward collaborative relationships (i.e. win/win relationships).
Sales reporting and forecasting - Able to accurately report actual and project future sales and margin results by a relevant segmentation (i.e. product line, territory, customer or market segment)
Product Knowledge - Knowledge of products/services and product/service lines. Able to represent the features and benefits to sell the products and services. Able to recognize customer needs and suggest product applications to solve problems and create benefits for the customer.
Service Knowledge - Knowledge of the organizational structure of the Regional Distribution Organizations (RDOs). Familiarity with the services offered by the distribution channel. This includes whole good sales, part sales and distribution, maintenance and repair services, dealer support, and other areas of revenue generation. Effectively communicates and works with Distributor personnel to complete performance plan objectives which require interaction with the global distribution network. Aware of the DBU's role in the distribution and support of EBU, PGBU and FBU products.
Education, Licenses, Certifications
University or college degree in the field of Sales or Marketing, or an acceptable combination of education and experience.
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.