Inside Sales Planned Maintenance
Location: Missouri, United States
Posted: November 16, 2017
Reference ID: 170006UG
Direct sales and sales support of Cummins products and/or services.
*Roles aligned to this GPP may be eligible for a Sales Compensation program.
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 e-Mail 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.
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.
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.
Communication Skills - Verbal communication and presentation skills utilizing telephone and web technologies. Possesses listening and written communication skills. May not have sufficient opportunities to demonstrate all skills. Moderate support is required to apply the skills effectively in typical work situations.
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. 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 offerings 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 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. 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
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.
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.