**DESCRIPTION** Supports the account team and account strategies to build customer relationships and grow our share of the customer's wallet with an assigned set of customers or a geographic region. **Key Responsibilities:** + Supports the account team in developing and maintaining positive customer relationships. + Assists in the organization of customer visits and negotiations. + Supports the account team in identifying customer needs. + Helps curate and organize data to assist customers in evaluating Cummins benefits. + Provides information to support the negotiation and implementation of contracts with accounts. + Coordinates communication and interfaces with the customer at appropriate levels. + Facilitates internal communication across sales roles and segments and/or with internal stakeholders. + Supports the account team to meet revenue and share goals within assigned accounts. + Acts as a champion for the voice of the customer within the business. + Supports projects aimed at improving customer relationships, increasing customer value, and growing business within assigned accounts. + Executes the Cummins Sales Process. + Maintains accurate reporting and forecasting through Cummins tools and CRM systems. + Supports revenue growth by identifying and contacting new business opportunities and participating in cost reduction initiatives. + Manages account receivable deliverables, including discussing and negotiating payment terms. + Maintains sales forecasts and tracks progress and accuracy against projections. + Collaborates with internal stakeholders and customers to balance inventory, service, and delivery capabilities with customer expectations. **RESPONSIBILITIES** **Knowledge/Skills:** + **Direct Sales:** Handles inbound, unsolicited prospect calls and converts them into sales. + Develops sales opportunities via telephone, other technologies, and cold-calling. + Drives additional sales through follow-up calls or emails for repeat business, cross-selling, and up-selling. + Conducts negotiations in line with company guidelines. + Achieves revenue and margin targets while ensuring customer satisfaction through the Cummins Sales Process. + **Sales Support:** + Creates and delivers qualified leads to sales representatives where appropriate. + Assists salesforce with quotation/RFP management and other sales cycle operations. + Builds and maintains positive customer relationships for loyalty and future sales. + Supports negotiations according to company guidelines and assists with accounts receivables. + Resolves complex customer inquiries promptly and accurately. + Analyzes customer inquiries to identify recurring issues and recommend solutions. + Updates customer data and manages account setup in corporate databases. + Ensures accurate sales entry, reporting, and forecasting through Cummins tools and processes. + Seeks opportunities to optimize processes, increase business growth, and enhance customer value. + Ensures compliance with company processes, systems, and procedures. + Coordinates sales function communications to support customer satisfaction and sales goals. + Ensures timely processing of dealer claims and dealership actions. + Plans, prioritizes, and schedules Inside Sales activities to maintain service continuity. + Mentors and develops Inside Sales staff to meet sales support targets. **Competencies:** 1. **Values Differences** 2. Recognizing and leveraging diverse perspectives, backgrounds, and cultures to enhance teamwork and performance. 3. **Communicates Effectively** 4. Delivering clear and concise messages tailored to different audiences to ensure understanding and engagement. 5. **Customer Focus** 6. Building and maintaining strong relationships with customers, anticipating their needs, and delivering customer-centric solutions. 7. **Ensures Accountability** 8. Taking responsibility for commitments and ensuring that self and others follow through on objectives and goals. 9. **Instills Trust** 10. Earning confidence through honesty, integrity, and consistency in actions and decisions. 11. **Articulating Value Proposition** 12. Clearly explaining the benefits of products and services, distinguishing them from competitors to meet customer needs. 13. **Channel Awareness** 14. Understanding industry structures and market dynamics to develop effective sales strategies. 15. **Pricing Strategy** 16. Aligning pricing with business targets while building consensus with key stakeholders. 17. **Account Planning** 18. Setting strategic objectives to drive account growth, tracking progress, and adjusting plans as needed. 19. **Adapts to Target Audience** 20. Presenting complex data and technical information in an easily digestible manner for different stakeholders. 21. **Integrates Customer Perspective** 22. Incorporating customer insights into sales strategies and solutions to increase satisfaction and business growth. 23. **Sales Forecasting** 24. Analyzing customer data and historical trends to predict future sales and improve demand planning. 25. **Sales Pipeline Management** 26. Planning and evaluating sales strategies to ensure a healthy pipeline and achieve revenue goals. 27. **Sense Making** 28. Using research and analysis to develop a deep understanding of customer behaviors, needs, and buying journeys. **QUALIFICATIONS** **Education, Licenses, Certifications:** + College, university, or equivalent degree in marketing, sales, or a related field, or an acceptable combination of education and experience. **Experience:** + Basic relevant work experience required. + Customer-facing experience preferred. **Job** Sales **Organization** Cummins Inc. **Role Category** Hybrid **Job Type** Exempt - Experienced **ReqID** 2409360 **Relocation Package** No