Cummins Inc. Inside Sales Representative, Commercial Power Generation in Hodgkins, Illinois
Inside Sales Representative, Commercial Power Generation
No, this isn’t one of those ordinary jobs.
Cummins is a team of dependable, innovative thinkers, who are empowered to generate and deliver solutions for customers, community, and environment. Our employees develop their careers through the challenges only a diverse, global innovator can promise. This is a collaborative culture where thinking beyond your desk is more than part of the job. It is the job.
This is what we call Working Right.
Cummins is looking for an extraordinary Inside Sales Representative, Commercial Power Generation to be located at our Hodgkins, Illinois location. As part of Cummins, we will add to your current skills by providing training, encouragement and growth within a teamwork environment. We invest in your professional growth by providing you with education and training opportunities to keep current on industry standards and products. You will gain valuable knowledge of the diesel engine industry and skills that will last a lifetime.
A commitment to excellence is deeply rooted in Cummins tradition of exceptional service. Our employees are dedicated to delivering the “Best Every Time, Every Day” with the goal of earning customers for life!
We take pride in providing an unmatched high caliber of service and support for Cummins engines, generators, filters, and related products that serve the varied needs of our customers. Crucial to accomplishing this is the energy and commitment of Cummins employees to the company.
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 will require adaptation of response or extensive research according to customer needs.
Direct Selling:Sells company products and services by developing new prospects.
Makes outbound follow-up to existing customers 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.
Sales Support: Creates and delivers qualified opportunities to sales representatives.
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.
Enters new customer data and update changes to existing accounts.
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.
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.
Customer focus - Building strong customer relationships and delivering customer-centric solutions.
Technical aptitude – Has the ability to learn the many technical aspects of the product and use that understanding to develop a commercial solution.
Ensures accountability - Holding self and others accountable to meet commitments.
Plans and aligns - Planning and prioritizing work to meet commitments aligned with organizational goals.
Persuades - Using compelling arguments to gain the support and commitment of others.
Instills trust - Gaining the confidence and trust of others through honesty, integrity, and authenticity.
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.
Articulating Value Proposition - Interprets internal and external customer needs based on relevant application; explains and demonstrates products, solutions, and services to distinguish strengths and weaknesses to meet customer's specific needs to differentiate against competition.
Developing Account Strategy - Determines current status of account in terms of relationship, financial, product competitiveness, barriers, quality, and service and defining desired future state by balancing customer requirements and business capabilities in order to define achievable targets aligned with the business strategy.
Intuitive Listening And Adapting Solutions - Translates needs, expectations, or asks from customers, stakeholders, etc. into actionable solutions through active listening and intuition; chooses or produces solutions (e.g. process change, tool, product, service, etc.) to meet or exceed the customers’ or stakeholders’ needs or expectations or to provide value.
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.
Education, Licenses, Certifications
University or college degree in the field of Sales, Marketing, or Industrial Engineering 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.
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 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. To learn more about E-Verify, including your rights and responsibilities, please visit www.dhs.gov/E-Verify .
Ready to think beyond your desk? Apply for this opportunity and start your career with Cummins today.
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Primary Location United States-Illinois-Chicago-US, IL, Hodgkins, Cummins NPower Chicago
Job Type Experienced - Exempt / Office
Recruitment Job Type Exempt - Experienced
Job Posting May 15, 2019, 10:19:36 AM
Unposting Date Ongoing
Req ID: 190001ZZ
- Cummins Inc. Jobs