We are looking for a talented Territory Sales – Inside Sales Representative -
Senior to join our team in Sales from your remote home office.
In this role, you will make an impact in the following ways:
Drive revenue growth by converting inbound customer inquiries into sales
opportunities and proactively identifying new business through lead
generation, follow-up outreach, cross-selling, and upselling.
Strengthen customer relationships by delivering a positive customer
experience throughout the sales cycle, building trust, increasing loyalty,
and positioning Cummins as a preferred supplier.
Support business expansion by qualifying leads and connecting customers with
the right sales resources, helping accelerate the sales pipeline and improve
conversion rates.
Improve sales effectiveness by providing accurate quotations, supporting
RFPs, maintaining CRM data, and ensuring sales opportunities progress
efficiently from lead to close.
Enhance customer satisfaction by resolving complex inquiries quickly and
accurately, identifying recurring customer challenges, and recommending
solutions that improve service delivery.
Increase operational excellence by maintaining accurate forecasting,
reporting, account setup, and sales documentation, enabling better business
decisions and sales planning.
Drive continuous improvement by analyzing sales processes, identifying
opportunities to increase customer value, and recommending enhancements that
improve efficiency, loyalty, and business results.
Enable team success and collaboration by coordinating across Sales,
Operations, and other internal stakeholders, balancing customer expectations
with inventory and delivery capabilities while mentoring and supporting
Inside Sales colleagues.
RESPONSIBILITIES
To be successful in this role you will need the following:
Communicate clearly and effectively with customers, sales teams, and internal
stakeholders, tailoring my message to different audiences and explaining
complex products, services, and solutions in a way that is easy to understand
and act upon.
Maintain a strong customer focus by building trusted relationships,
understanding customer needs, and delivering solutions that create value,
increase satisfaction, and drive long-term loyalty.
Influence and persuade others by presenting compelling value propositions,
handling objections confidently, and guiding customers toward solutions that
meet their business needs while supporting Cummins' goals.
Plan, prioritize, and execute effectively by managing multiple opportunities,
maintaining a healthy sales pipeline, tracking account progress, and ensuring
commitments are delivered on time and aligned with business objectives.
Develop strong account and sales strategies by assessing customer
relationships, identifying growth opportunities, understanding competitive
factors, and creating action plans that support revenue and margin targets.
Apply analytical and forecasting skills to interpret customer data, evaluate
pipeline health, identify trends, forecast future demand, and make informed
decisions that improve sales performance and business outcomes.
Use curiosity and critical thinking to understand customers by asking
thoughtful questions, researching customer challenges, and synthesizing
information into tailored recommendations that address their specific needs
and buying journey.
Embrace collaboration and diverse perspectives by working cross-functionally,
valuing different viewpoints and cultures, and partnering with colleagues
across Sales, Operations, Customer Support, and other teams to deliver the
best customer experience.
QUALIFICATIONS
Education, Licenses, Certifications:
University or college degree in the field of Sales or Marketing, or an
acceptable combination of education and experience required.
This position may require licensing for compliance with export controls or
sanctions regulations.
Experience:
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.
Additional Responsibilities:
Support an account manager for one high-priority strategic data center
account, wearing multiple hats to execute tasks ranging from project handoff
and financial tracker creation through customer visits, relationship
building, supply chain analysis and audits, project management support, and
more.
Align regularly with SDC sales enablement/ops, translating customer forecasts
and signals into accurate long-range forecasts in alignment with Cummins
forecasting practices.
Additional Skills/Experience:
Ability to manage a mixed bag of tasks and deadlines, prioritizing tasks
logically in order to balance a dynamic task load
Some level of familiarity with data center and/or power generation equipment
– able to quickly learn and internalize what the customer orders, how it is
configured, how to manage problems within the supply chain, and more.
Ability to drive alignment and communicate relentlessly within the scope of a
strategic account, keeping a network of stakeholders informed and up to date
in order to drive smooth project planning and execution
Advanced excel capability – XLOOKUP, UNIQUE, nested conditionals, etc.
Skill/Education/Experience Value – Adds:
Experience with business intelligence tooling – powerBI, dataflows,
Salesforce.
Cummins is an equal opportunity employer. Our policy is to provide equal
employment opportunities to all qualified persons without regard to race, sex,
color, disability, national origin, age, religion, union affiliation, sexual
orientation, veteran status, citizenship, gender identity, or other status
protected by law.