Job Description

DESCRIPTION/RESPONSIBILITIES:
• Direct, coordinate and oversee sales support for Cummins products and/or services. Develop the strategic approach for how Inside Sales can best support sales. Manage the consistent execution of that approach, track success, and identify and implement improvements.

Direct Sales (where appropriate) (NEW GPP)
• Develops and oversees execution of the strategic approach to generating and assigning leads, capturing opportunities, and following up with existing customers for repeat business, cross-selling and upselling.
• Ensures that Inside Sales staff conduct negotiations according to company guidelines.
• Oversees consistent achievement of revenue and margin targets and use of the Cummins Sales Process.

Sales Support (NEW GPP)
• Ensures that qualified leads are consistently assigned to the responsible sales professional in a timely manner.
• Oversees the development of bids and RFP responses to ensure their quality and adherence to Cummins guidelines.
• Builds and/or maintains positive customer relationships that generate loyalty and/or future sales.
• Supports negotiations according to company guidelines. Assists with accounts receivables.
• Supports the most complex internal or external inquiries. Ensures that internal and customer inquiries are handled accurately and promptly, per company guidelines. Analyzes customer inquiries to identify recurring user problems. Recommends/Develops solutions such as guidelines, checklists, etc., that assist Inside Sales staff to respond to recurring/routine inquiries.
• Ensures that customer data is accurately entered and maintained in the corporate database.
• Ensures that customer accounts are set up correctly (process and result). Oversees Inside Sales support to new accounts, to help them set up Cummins as their supplier.
• Oversees accurate sales entry, reporting and forecasting (using Cummins tools and processes) by the Inside Sales team.
• Ensures that Inside Sales staff support sales customers through proper utilization of departmental tools, systems, documentation, processes and/or procedures. Reviews progress, evaluates results, and adapts procedures to improve the overall performance of the team.
• Ensures strategic alignment of Inside Sales, Field Sales efforts, and other departments. Models and coaches productive collaboration and alignment with other sales teams.
• Coordinates input from sales staff and company departments to develop comprehensive, proactive communications to customers.
• Plans, prioritizes, and schedules the team’s activities and resources to ensure continuity of service. Leads, directs, evaluates, and develops Inside Sales staff to ensure that sales support targets are met.
• May mentor or manage sales function personnel. If he/she has direct reports, conducts the following activities or ensures they are conducted by another manager: sets goals for training and development, performance, and career planning. Provides ongoing, consistent coaching and development. Delegates work assignments considering employee skills and development needs. Identifies department issues, problems, and opportunities to support continuous improvement initiatives.

REQUIRED SKILLS:
Skills
• Plans and aligns – Planning and prioritizing work to meet commitments aligned with organizational goals.
• Ensures accountability – Holding self and others accountable to meet commitments.
• 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.
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.
• 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.
• 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.
• Customer focus – Building strong customer relationships and delivering customer-centric solutions.
• Negotiations Excellence – Utilizes tools and methods in negotiations to achieve Cummins stakeholder objectives and achieve a mutually agreed upon all contract terms between all parties.
• 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.
• Develops talent – Developing people to meet both their career goals and the organization’s goals.
• Developing Account Strategy – Determines current status of account in terms of relationship, financial, product competitiveness, barriers, quality, and service and defining desired future state by balancing customer requirements and business capabilities in order to define achievable targets aligned with the business strategy.
• Communicates effectively – Developing and delivering multi-mode communications that convey a clear understanding of the unique needs of different audiences.
• Builds effective teams – Building strong-identity teams that apply their diverse skills and perspectives to achieve common goals.

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. Some travel may be required. Experience with customer relationship management software desirable. Experience with other software-based sales and business tools desirable.
• Inside sales support. Assures Fridley RV/CM direct customer inquiries are handled promptly and accurately. Keeps Account Manager and customer informed and active on issues
• Provide Sales marketing support and execution of budget for customer events.
• Monitors customer credit with CBS
Identifies potential issues based on sales input / forecast trends / backlog – Provides recommendations based on forecast for updates / changes to prevent upcoming credit issues.
• Aids in development, execution and monitoring of long-term Supplier Agreements with direct OEMs
• Reviewing current direct orders – Work with customers/AM if orders are missing or incomplete
• Tracking progress of orders through delivery – Work with sales team on any delays.o Provides regular reports, analysis and monitoring of key attributes. o Disseminates product updates into customer communications
• Provide analysis on needed updates to customer allocations as production capacity changes
• Interface with production, assimilating information to affected order
• Leads weekly managed demand OEM allocation process Create ongoing sales summary of production concerns to AMs
• Provide forecasting details to CSSNA for CM and Incorporate CSSNA input into RV forecast

Skills
• Oracle production systems
• Power BI – Excel Master
• Consumer business awareness

How to Apply

Job Categories: Equal Opportunities. Job Types: Full-Time.

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