Cummins Inc. Inside Sales Support - Oil and Gas in Calgary, Alberta

Inside Sales Support - Oil and Gas

Description

Direct sales and sales support of Cummins products and/or services. The Sales Representative also has sales customer responsibility for more complex customer accounts which may require adaptation of response or extensive research according to customer needs.

  • Roles aligned to this GPP may be eligible for a Sales Compensation program.

Direct Selling:

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 e-Mail for repeat-sell, cross-sell and up-sell.

Handles inbound, unsolicited prospect calls and convert them into sales.

Achieves revenue and margin targets and ensures customer satisfaction through execution of a sales cycle from lead to sale.

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 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.

Enters new customer data and update changes to existing accounts in the corporate database.

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 concurrently grow the business and increase loyalty.

Plans, prioritizes and schedules the team’s activities and resources to ensure continuity of service.

Reviews progress and evaluates results.

Ensures that staff supports sales customers through proper utilization of departmental tools, systems, documentation, processes and/or procedures.

Monitors the status of sales support activities to identify problem areas and adapt procedures to improve the overall performance of the team.

Investigates, analyzes and leads cross-functional problem-resolution and improvement initiatives with Cummins product and customer accounts.

Answers more complex, escalated internal and sales customer inquiries on product availability, prices, delivery times, and the status of orders so that inquiries are dealt with promptly and accurately.

Liaison with functional or operational area managers to ensure that sales support activities are integrated with other parts of the business and appropriate for current and future sales activities.

Owns account responsibility for the most complex, large or difficult customers.

Analyzes customer inquiries to identify recurring user problems, recommends solutions, and identifies where inside sales can be improved.

Develops problem solving guidelines, checklists, or other materials to assist inside sales staff to respond to inquiries that are recurring or routine.

Leads, directs, evaluates, and develops inside sales staff to ensure that the team’s resources are used effectively and that work scheduled and targets are met.

Coordinates input from sales staff to develop comprehensive, proactive communications to customers.

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.

Qualifications

  • Work with team to meet AOP goals, provide high quality quotes in the timeframe required to meet deadlines, provide all the background information that the outside sales person needs to present the quote

  • Work in engine ordering system, obtain good understanding of what is needed and compliance with Environment Canada

  • Work with compliance, engineering and project management team to provide accurate and detailed quotes.

  • Attend all sales and team meetings

  • Duties will also include, working with team on providing accurate forecasting, joining the outside sales members time to time on customer calls, site visits, internal and external training.

  • Knowledge of power generation and Cummins engine platforms

  • Strong Windows software, Excel, communication, and math skills are essential

  • Extremely well organized, able to present complex issues/ideas to multi-levels of an organization, work on multiple tasks at once

  • New Hire will be required to complete training as related to the role

  • Duties will be mostly in-office with some meetings being held off site

  • Attendance at all scheduled PG meetings; presentations may be required – these meetings may be out of town.

  • Possibility that training, on-boarding or other related tasks may be at the CPG factory and/or training facility in Minneapolis

Job SALES

Primary Location Canada-Alberta-Calgary-Canada, AB, Calgary, Cummins Western Canada

Job Type Experienced - Exempt / Office

Recruitment Job Type Exempt - Experienced

Job Posting Dec 4, 2018, 10:01:35 AM

Unposting Date Ongoing

Req ID: 180007EA