Territory Sales - Inside Sales Representative - Senior

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.

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.

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.