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Cummins Inc. Sales Representative - Commercial Power Generation in Renton, Washington

Sales Representative - Commercial Power Generation

Description

No, this isn’t one of those ordinary jobs.

Cummins is a team of dependable, innovative thinkers, who are empowered to generate and deliver solutions for customers, community, and environment. Our employees develop their careers through the challenges only a diverse, global innovator can promise. This is a collaborative culture where thinking beyond your desk is more than part of the job. It is the job.

This is what we call Working Right.

Cummins is looking for an extraordinary Inside Sales Representative to be located at our Seattle, Washington location. As part of Cummins, we will add to your current skills by providing training, encouragement and growth within a teamwork environment. We invest in your professional growth by providing you with education and training opportunities to keep current on industry standards and products. You will gain valuable knowledge of the diesel engine industry and skills that will last a lifetime.

A commitment to excellence is deeply rooted in Cummins tradition of exceptional service. Our employees are dedicated to delivering the “Best Every Time, Every Day” with the goal of earning customers for life!

We take pride in providing an unmatched high caliber of service and support for Cummins engines, generators, filters, and related products that serve the varied needs of our customers. Crucial to accomplishing this is the energy and commitment of Cummins employees to the company.

Responsibilities include:

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

  • 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'sTraining 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 in corporate database.

  • 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.

  • Sells company products and services by developing new prospects and accounts via telephone or other technologies.

  • 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.

  • 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.

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.

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.

Cummins and E-verify

At Cummins, we are an equal opportunity and affirmative action employer dedicated to diversity in the workplace. Our policy is to provide equal employment opportunities to all qualified persons without regard to race, gender, color, disability, national origin, age, religion, union affiliation, sexual orientation, veteran status, citizenship, gender identity and/or expression, or other status protected by law. Cummins validates right to work using E-Verify.

Cummins will provide the Social Security Administration (SSA) and, if necessary, the Department of Homeland Security (DHS), with information from each new employee’s Form I-9 to confirm work authorization. To learn more about E-Verify, including your rights and responsibilities, please visit www.dhs.gov/E-Verify .

Ready to think beyond your desk? Apply for this opportunity and start your career with Cummins today.

Not ready to apply but want to learn more? Join our Talent Community to get the inside track on great jobs and confidentially connect to our recruiting team: https://www.cumminstalentcommunity.com/profile/join/

Reviews project specifications, single-line, and other customerprovided documents and develop proposals for equipment and services meetingproject requirements.

Maintains technical knowledge of Cummins Power Generation productsand achieve applicable certifications through Cummins Power Generation'sTraining and Recognition program.

Obtain buyout quotation from outside suppliers.

Contacts prospective and current customers via phone and emailto build positive relationships and loyalty that will generate future sales andrepeat business.

Maintain electronic bid board keeping track of bidding activityand schedules.

Responds to customer inquiry about Power Generation productsand services. Enters new customer data and update existing accounts incorporatedatabase.

Maintains accurate sales entry, reporting and forecasting throughthe 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.

Job SALES

Primary Location United States-Washington-Seattle-US, WA, Renton, Cummins Northwest Oakesdale

Job Type Experienced - Exempt / Office

Recruitment Job Type Exempt - Experienced

Job Posting Aug 9, 2019, 2:52:08 PM

Unposting Date Ongoing

Req ID: 190003KF

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