Job Information
Cummins Inc. Inside Sales Representative - Commercial Power Generation in Charlotte, North Carolina
Inside Sales Representative - Commercial Power Generation
Description
Our culture believes in POWERING YOUR POTENTIAL . We provide global opportunities to develop your career, make your community a better place and work with today’s most innovative thinkers to solve the world’s toughest problems.
We believe in flexibility for you to explore your passions while making an impact through meaningful work within our inclusive workforce. That’s what #LifeAtCummins is all about.
We are looking for a talented Inside Sales Representative – Commercial Power Generation to join our team specializing in Sales for the Distribution Business Segment in Charlotte, NC.
Provide sales support for Cummins products and/or services throughout the sales cycle. May independently develop and capture opportunities for additional sales.
Direct Sales (where appropriate).
Handles inbound, unsolicited prospect calls and converts these opportunities into sathe les.
Develops opportunities to sell company products and services, which may include 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 Investigate
Asstroubleshootce 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.
May assist the sales team with negotiations according to company guidelines. May assist with escalation of receivables, es from accounts/customers.
Responds to customer concerns about the company and its products and services according to company guidelines. Investigate and troubleshoot customer transaction issues.
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.
Assures good communication and coordination across the Sales function and other departments in support of customer satisfaction, sales goals, and Cummins culture goals.
Qualifications
Skills
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.
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 customer's 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 the current pipeline; evaluates pipeline health (size, contents, progress); adjusts sales strategy, plans, or high-impact activities accordingly; as applicable coaches sellers to achieve sales objectives.
Action-oriented - Taking on new opportunities and tough challenges with a sense of urgency, high energy, and enthusiasm.
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 customers' specific needs to differentiate against the competition.
Pricing Strategy - Develops prices by aligning and building consensus with key stakeholders across functions to achieve business targets.
Channel Awareness - Explains and contextualizes industry structure, dynamics, and path to market to advance organizational goals.
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.
Persuades - Using compelling arguments to gain the support and commitment of others.
Plans and aligns - Planning and prioritizing work to meet commitments aligned with organizational goals.
Education, Licenses, Certifications
Advanced certificates or college degrees in the field of Sales or Marketing, or an acceptable combination of education and experience are required.
This position may require licensing for compliance with export controls or sanctions regulations.
Experience
Preferred locations: NC, SC, TX, or IN.
Limited prior experience required.
Experience as a quote analyst or another sales support function is desirable.
Limited travel may be required.
Experience with customer relationship management software is desirable.
Experience with other software-based sales and business tools is desirable.
The hiring Manager is looking for candidates with the following skills and experience:
Bachelor's degree in Mechanical Engineering, Electrical Engineering, or Industrial Distribution is preferred.
Industrial product sales, application, or marketing experience is preferred (such as Power Generation Systems).
Strong communication and interpersonal skills.
Demonstrated energy and enthusiasm.
Computer and data management skills.
Compensation and Benefits
- Base salary rate commensurate with experience, range: $59,200 - $80,400 . Please note that the salary range provided is a good-faith estimate of the applicable range. The final salary offer will be determined after considering relevant factors, including a candidate’s qualifications and experience, where appropriate. Additional benefits vary between locations and include options such as our 401(k) Retirement Savings Plan, Cash Balance Pension Plan, Medical/Dental/Life Insurance, Health Savings Account, Domestic Partners Coverage, and a full complement of personal and professional benefits.
Cummins and E-Verify
- At Cummins, we are an equal opportunity and affirmative action employer dedicated to diversity in the workplace. Our policy is to provide equal employment opportunities to all qualified persons without regard to race, gender, color, disability, national origin, age, religion, union affiliation, sexual orientation, veteran status, citizenship, gender identity and/or expression, or other status protected by law. Cummins validates the right to work using E-Verify. Cummins will provide the Social Security Administration (SSA) and, if necessary, the Department of Homeland Security (DHS), with information from each new employee’s Form I-9 to confirm work authorization.
Job SALES
Primary Location United States-North Carolina-Charlotte-US, NC, Charlotte, Cummins Atlantic - Main Office
Job Type Experienced - Exempt / Office
Recruitment Job Type Exempt - Experienced
Job Posting May 19, 2024, 11:00:00 PM
Unposting Date Jun 3, 2024, 10:59:00 PM
Organization Distribution Business
Role Category Hybrid - Potential for Partial Remote
Relocation Package Ineligible
Req ID: 240003WO
Cummins Inc.
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