Customer Support / Inside Sales Representative - Cummins Inc

Cummins Inc seeks to employ a Customer Support / Inside Sales Representative

Description

Direct sales and sales support of Cummins products and/or services.

Roles aligned to this GPP may be eligible for a Sales Compensation program.

Direct Selling:

• 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 email for repeat-sell, cross-sell and up-sell.
• Handles inbound, unsolicited prospect calls and converts 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 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.
• Responds to customer concerns about the company and its products and services.

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• Enters new customer data and updates changes to existing accounts in the corporate database.
• Investigates and troubleshoots customer transaction issues.
• 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 simultaneously grow the business and increase loyalty.
• 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.

Qualifications

Skills

• Customer focus – Building strong customer relationships and delivering customer-centric solutions.
• Ensures accountability – Holding self and others accountable to meet commitments.
• Plans and aligns – Planning and prioritizing work to meet commitments aligned with organizational goals.
• Action oriented – Taking on new opportunities and tough challenges with a sense of urgency, high energy, and enthusiasm.
• 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.
• 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.
• Language - French Speaking Mandatory (English Speaking Preferable)

Education, Licenses, Certifications

Advanced certificates or college degree in the field of Sales or Marketing, or an acceptable combination of education and experience.

Experience

• 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.