Inside Sales Commercial Power Generation
Location: Chicago, Illinois
Posted: October 03, 2017
Reference ID: 170005Z8
Position is located in Hodgkins, IL.-7145 Santa Fe Drive, 60525
Job Summary: 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 may require adaptation of response or extensive research according to customer needs. Roles aligned to this GPP may be eligible for a Sales Compensation program.
Makes outbound follow-up calls to existing customers via telephone and e-Mail for repeat-sell, cross-sell and up-sell. Handles inbound, unsolicited prospect calls and convert them into sales. 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. Enters new customer data and update changes to existing accounts in the corporate SalesForce database. Maintains accurate sales entry, reporting and forecasting through utilization of Cummins tools and processes. 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. 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. 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.
Qualifications and Competencies:
Communication Skills - Verbal communication and presentation skills utilizing telephone and web technologies. Possesses listening and written communication skills. Can use these skills to accomplish required job tasks. Little support is required to apply these skills effectively.
Fosters Open Communication - Recognizes how demonstrating foster 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, organizational structures, 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. Sales Calls - 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 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 products/services and product/service lines. 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.
Education: University of college degree in the field of Sales, engineering, or an acceptable combination of education and experience.
Experience: 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. Education, Licenses, Certifications University or college degree in the field of Sales or Marketing, or an acceptable combination of education and experience
Candidate must demonstrate meaningful technical aptitude, and be interested in becoming technically fluent. Training materials and mentors are widely available. Experienced in Microsoft products. Experience in a CRM tool helpful, specifically SalesForce. Requires excellent organizational skills. Must be able to multi task as there are always multiple projects in play.
Additional Responsibilities: This role will be eligible for a Sales Commission Plan and will be based in Hodgkins, IL.
At Cummins, we are dedicated to diversity in the workplace and our policy is to provide equal employment opportunities to all qualified persons without regard to race, age, color, sex, religion, national origin, disability, veteran status, sexual orientation, gender identity and/or expression or other status protected by law.