Cummins Inc. Inside Sales Representative in San Leandro, California
Inside Sales Representative
Inside Sales Representative
Works integrally with Outside Sales Team to develop new prospects and accounts via internal and external leads.
Contacts prospective and current customers via phone and email to build positive relationships and loyalty that will generate future sales and repeat business.
Reviews project specifications, single-line, and other customer provided documents and develop proposals for equipment and services meeting project requirements.
Creates and distributes quotations meeting project requirements.
Assists in technical support for internal and external customers.
Achieves revenue and margin targets and ensures customer satisfaction through execution of sales cycle from lead to sale.
Maintains technical knowledge of Cummins Power Generation products and achieve applicable certifications through Cummins Power Generation's Training and Recognition program.
Responds to customer inquiry about Power Generation products and services. Enters new customer data and update existing accounts in corporate database.
Maintains accurate sales entry, reporting and forecasting through the utilization of Cummins tools and processes.
Seeks opportunities to utilize Customer Focus Six Sigma and Customer Support Excellence Tools to simultaneously grow the business and increase customer satisfaction.
Assures good communication and coordination between account management, field service, upstream influencers, sales management, and sales analysts (as applicable) to attain the goals of the sales strategy and culture
Supports Cummins Inc. Customer Service Philosophy and Standards.
Communication - Verbal communication and presentation skills utilizing telephone and web technologies. Possesses listening and written communication skills. Fosters Open Communication - Recognizes how demonstrating 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, 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 Power Generation products to maximize sales opportunities. Consistently demonstrates ability to establish rapport, meet commitments, and develop effective working relationships with customers.
Sales Calls - Basic understanding of sales process. Familiar with the need to set goals and plan sales calls and, with support, 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 - Basic understanding of negotiating tactics and can recognize the balance of power within a negotiation. 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 emergency standby generation systems. 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. Aware of the functional objectives and organizational structure of the DBU. Aware of the Distributor Scorecard elements for North American and International Distributors, as well as the dealer network and how it operates.
Education, Licenses, Certifications
- Bachelor’s degree or an acceptable combination of education and experience.
Sales and sales support of industrial equipment is desirable.
Experience as a quote analyst or another sales support function desirable.
Experience with customer relationship management software desirable.
Compensation and Benefits
Base rate commensurate with experience. 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 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 .
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Primary Location United States-California-San Leandro-US, CA, San Leandro, Cummins Pacific 14775
Job Type Experienced - Professional / Office
Recruitment Job Type Professional - Experienced
Job Posting Apr 5, 2018, 5:02:45 PM
Unposting Date Ongoing
Req ID: 180001JC