Territory Sales - Inside Sales Representative

DESCRIPTION

We are looking for a talented Territory Sales - Inside Sales Representative to join our team in Power Generation Sales in Avondale, AZ .

In this role, you will make an impact in the following ways:

• Sales Growth : By handling inbound prospect calls and converting them into sales, you will drive revenue growth and achieve margin targets through effective negotiations and follow-up.
• Lead Development : You will develop opportunities to sell Cummins products and services, generating leads via telephone, other technologies, and cold-calling, which will expand the customer base.
• Customer Satisfaction : Ensuring customer satisfaction through the Cummins Sales Process, you will build and maintain positive relationships that generate loyalty and future sales.
• Sales Support : Assisting the salesforce with quotation/RFP management and other sales cycle operations, you will support the team in achieving their sales goals.
• Issue Resolution : By investigating and troubleshooting customer transaction issues, you will ensure smooth operations and maintain high customer satisfaction.
• Data Management : Entering new customer data and updating existing accounts in the corporate database, you will maintain accurate sales entry, reporting, and forecasting.
• Process Improvement : Utilizing Cummins tools and processes, you will seek opportunities to grow the business and increase customer value and loyalty through improved systems and procedures.
• Cross-Functional Coordination : Ensuring good communication and coordination across the Sales function and other departments, you will support customer satisfaction, sales goals, and Cummins culture goals.

• Action Oriented : Embrace new opportunities and tough challenges with urgency, high energy, and enthusiasm. This will help you drive sales and tackle obstacles effectively.
• Effective Communication : Develop and deliver clear, multi-mode communications that cater to the unique needs of different audiences. This will ensure your messages resonate and are understood by all stakeholders.
• Customer Focus : Build strong relationships and deliver customer-centric solutions. Understanding and meeting customer needs will be key to driving sales and ensuring satisfaction.
• Persuasion : Use compelling arguments to gain the support and commitment of others. Your ability to persuade will be crucial in negotiations and closing sales.
• Planning and Alignment : Plan and prioritize work to meet commitments aligned with organizational goals. This will help you manage your sales pipeline and achieve targets.
• Articulating Value Proposition : Interpret customer needs and demonstrate how your products, solutions, and services meet those needs. Differentiating your offerings from the competition will be essential.
• Channel Awareness : Understand and explain industry structure, dynamics, and the path to market. This knowledge will help you advance organizational goals and navigate the sales landscape effectively.
• Pricing Strategy : Develop prices by aligning with key stakeholders to achieve business targets. Effective pricing strategies will help you maximize revenue and meet financial goals.
• Account Planning : Identify objectives and track progress against targets to drive execution of business and account strategies. This will ensure you stay on track and achieve your sales goals.
• Adapting to Target Audience : Explain complex topics in a way that your audience can understand and use. Tailoring your communication to different audiences will enhance your effectiveness.
• Integrating Customer Perspective : Incorporate customer insights into your sales content to better meet their needs and increase revenue. Understanding the customer perspective will help you create more effective sales strategies.
• Sales Forecasting : Collect and assess customer data to create accurate forecasts of future consumption patterns. This will help you plan and manage your sales efforts effectively.
• Sales Pipeline Management : Proactively plan and manage your sales pipeline, adjusting strategies as needed to achieve objectives. This will ensure you maintain a healthy pipeline and meet your targets.
• Sense Making : Develop a deep understanding of customer needs and behaviors through research and diagnostic questions. Synthesizing complex information will help you deliver tailored solutions.

• 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.

• 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

• Reviews project specifications, single-line, and other customer provided documents and develop proposals for equipment and services meeting project requirements.
• Maintains technical knowledge of Cummins Power Generation products and achieve applicable certifications through Cummins Power Generation's Training and Recognition program.
• Obtain buyout quotation from outside suppliers.
• Contacts prospective and current customers via phone and email to build positive relationships and loyalty that will generate future sales and repeat business.
• Maintain electronic bid board keeping track of bidding activity and schedules.
• Responds to customer inquiry about Power Generation products and services. Enters new customer data and update existing accounts incorporate database.
• Maintains accurate sales entry, reporting and forecasting through the utilization of Cummins tools and processes.
• 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