Territory Sales - Inside Sales Representative - Senior

DESCRIPTION

We are looking for a talented Territory Sales – Inside Sales Representative Senior to join our team in Sales in Lansing. MI.

• Grow revenue and margin by converting inbound inquiries, proactively developing leads, and driving repeat, cross-sell, and up-sell opportunities using disciplined sales practices.
• Deliver an excellent customer experience by executing the Cummins Sales Process, resolving inquiries promptly, and strengthening relationships that generate loyalty and future sales.
• Increase sales pipeline quality by creating, qualifying, and routing strong leads to sales representatives, improving sales cycle efficiency and close rates.
• Support high‑quality sales operations through accurate quoting/RFP support, account setup, CRM updates, and maintenance of precise forecasting and reporting.
• Enhance customer and internal responsiveness by handling complex escalations, researching issues thoroughly, and identifying recurring problems to recommend process or service improvements.
• Drive consistency and compliance by ensuring correct use of sales systems, tools, and processes across the Inside Sales function and recommending enhancements where needed.
• Strengthen team capability and alignment by mentoring Inside Sales staff, coordinating communications across functions, and ensuring activities are prioritized to maintain service continuity.
• Optimize customer fulfillment by partnering with internal teams to balance inventory, service, and delivery capabilities with customer expectations, ensuring reliable execution throughout the sales cycle.

• Communicates effectively – Tailor multi‑mode communications (email, calls, demos, executive updates) to audience needs; confirm understanding and next steps to maintain alignment.
• Customer focus – Build trust through regular value‑focused check‑ins, translate needs into clear requirements, and close gaps quickly to deliver customer‑centric outcomes.
• Persuades – Use data, case studies, and ROI models to craft compelling narratives; handle objections by linking benefits to the stakeholder’s priorities and risk tolerance.
• Plans and aligns – Prioritize high‑impact activities against targets; create weekly plans with milestones, dependencies, and clear ownership to keep work on track.
• Articulating Value Proposition – Map product capabilities to specific customer pain points; demo differentiated strengths and quantify impact versus alternatives.
• Channel Awareness – Understand partner roles, incentives, and the path‑to‑market; align messaging and motions to channel dynamics to accelerate deals.
• Pricing Strategy – Collaborate with finance, product, and sales leadership to set price, discount, and margin guardrails aligned to value and competitive context.
• Account Planning – Define account objectives, whitespace, stakeholders, and next best actions; track progress in CRM and adjust tactics based on signal and performance.
• Adapts to target audience – Translate complex technical details into simple, outcome‑oriented language and visuals matched to buyer, user, or exec audiences.
• Developing Account Strategy – Assess current state (relationship, spend, product fit, barriers) and set a future‑state plan with measurable goals and a phased path to win.
• Integrates Customer Perspective – Incorporate voice‑of‑customer insights into messaging, proposals, and collateral to increase relevance and win probability.
• Sales Forecasting – Combine historicals, pipeline stages, and market signals to produce evidence‑based forecasts; review variances and refine assumptions monthly.
• Sales Pipeline Management – Maintain a balanced pipeline (coverage, stage mix, velocity); run weekly reviews to coach, remove blockers, and refocus on high‑leverage actions.
• Sense Making – Use targeted discovery and research to synthesize needs, decision criteria, and buying journey; tailor solution recommendations accordingly.

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