Company Brief
Cummins is an American Fortune 500 corporation that designs, manufactures, and distributes engines, filtration, and power generation products. Cummins also services engines and related equipment, including fuel systems, controls, air handling, filtration, emission control, electrical power generation systems, and trucks.
Headquartered in Columbus, Indiana, United States, Cummins sells in approximately 190 countries and territories through a network of more than 600 company-owned and independent distributors and approximately 6,000 dealers.
Listed below are all the requirements for the position at Cummins
Job Description
Cummins is hiring experienced and educated individuals for the positions of Direct Sales personnel and Sale Support
1a. Direct Sales
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 the execution of a sales cycle from lead to a sale.
1b.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 build 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.
Requirement For Current Job Positions
Skills Required
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 the 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 customers needs to be 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 the 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 the successful execution of account/territory-level sales strategies and plans based on the 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)
Qualification, Education And Certificate Needed For This Position
Advanced certificates or college degree in the field of Sales or Marketing, or an acceptable combination of education and 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.
Application Deadline
There is no deadline set for this job position at the time of publishing but be sure to get in touch with the business for further details.
How To Apply
To apply for this position at Cummins send you CV and application letter to:
Jon Mills, Director – External Communications
Phone: 317-658-4540
Email: jon.mills@cummins.com
Katie Zarich, Manager – External Communications
Phone: 317-650-6804
Email: katie.zarich@cummins.com