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Cummins Inc. Ventes PG in Candiac, Quebec

Ventes PG

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

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.

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.

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.

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

University or college degree in the field of Sales or Marketing, or an acceptable combination of education and experience.

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.

  • Gestion de l'inventaire PG de Mississauga

  • Connaissances techniques des produits PG de Cummins. Génératrices et Inverseurs Automatiques.

  • Connaissances de bases sur l'électricité Industrielle et la mécanique des moteurs au Gaz Naturel et Diesel.

  • Support administratif pour l'équipe Ventes PG Est du Canada

  • Notions sur les normes CSA Canadiennes

  • Connaissances du logiciel Salesforce, BMS

  • Langues: Français et Anglais obligatoire, parler et écrit

Job SALES

Primary Location Canada-Quebec-Montréal-Canada, QC, Candiac, Cummins Eastern Canada

Job Type Experienced - Exempt / Office

Recruitment Job Type Exempt - Experienced

Job Posting Apr 29, 2021, 3:22:18 PM

Unposting Date Ongoing

Req ID: 210001YT

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