Commercial Power Generation Inside Sales Representative - Memphis

Cummins • Memphis, TN

3d

About The Position

In this role, you will make an impact in the following ways: Convert inbound inquiries and cold‑call prospects into qualified opportunities that drive revenue and margin growth. Proactively generate new sales through follow‑ups, cross‑selling, and up‑selling to deepen customer value and repeat business. Execute the full Cummins Sales Process to ensure a smooth lead‑to‑sale experience and high customer satisfaction. Provide sales support through accurate quoting, RFP coordination, and effective collaboration with sales representatives. Strengthen customer loyalty by building trusted relationships, resolving concerns, and troubleshooting transaction issues promptly. Ensure data accuracy and operational excellence by maintaining CRM records, new account setups, and sales forecasting. Coordinate with internal partners to align inventory, delivery, and service capabilities with customer expectations. Identify and independently capture new sales opportunities while contributing to continuous improvement of sales processes and customer value initiatives.

Requirements

• Action Oriented: Jump on new leads and tough challenges with urgency and energy; consistently move opportunities forward without waiting for perfect information.
• Communicates Effectively: Tailor messages and channels (phone, email, CRM notes, proposals) to each audience—clear, concise, and outcome-focused.
• Customer Focus: Build trusted relationships and translate customer needs into solutions that improve satisfaction, retention, and lifetime value.
• Persuades: Use data, ROI, and relevant customer stories to secure buy‑in, navigate objections, and close with confidence.
• Plans and Aligns: Prioritize the highest‑impact activities (pipeline health, follow‑ups, quotes/RFPs) to meet revenue, margin, and forecast commitments.
• Articulating Value Proposition: Diagnose needs and position Cummins offerings with crisp differentiation—showing tangible value versus alternatives.
• Channel Awareness: Understand routes to market and partner dynamics to choose the most effective path and accelerate deal velocity.
• Pricing Strategy: Align pricing with value, margin targets, and approvals—balance competitiveness with profitability and policy compliance.
• Account Planning: Set clear account objectives, milestones, and risks; track progress in CRM and adjust tactics to hit targets.
• Adapts to Target Audience: Explain complex or technical details in plain language so customers and sales partners can act on them.
• Integrates Customer Perspective: Bring the customer voice into proposals, demos, and content to raise win rates and revenue per account.
• Sales Forecasting: Use internal data and external signals to produce accurate forecasts that inform inventory, delivery, and staffing.
• Sales Pipeline Management: Maintain a healthy, stage‑balanced pipeline; course-correct early and coach stakeholders as needed to ensure attainment.
• Sense Making: Ask probing questions and synthesize insights across sources to tailor solutions and guide customers through their buying journey.
• Advanced certificates 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.
• Limited prior experience required.
• Limited travel may be required.
• Bachelor's Degree in Engineering or Industrial Distribution is required
• Effective Communication - ability to deliver clear communications; ability to adapt to target audience and explain complex topics
• Relationship and trust building skills - Inspire reliability and dependability, attentive to details, able to approach and connect with others while keeping an open mind when communication difficulties arise.
• Competitive - exhibit desire to compete and succeed, focus on personal development.
• Plans and aligns - ability to plan and prioritize work to meet commitments aligned with organizational goals.
• Action-oriented - ability to take on new opportunities/challenges with urgency, energy, and enthusiasm.
• Self-starter - able to take initiative and begin projects independently.
• Exhibit ability to work without needing supervision.
• Pursuit of excellence – Seek personal improvement towards exceeding expectations. Learn from past experiences and stay informed to increase knowledge
• Customer focus - Build strong customer relationships and deliver customer-centric solutions.
• Make a positive impact to stakeholders in every interaction
• Willing to relocate

Nice To Haves

• Experience as a quote analyst or another sales support function desirable.
• Experience with customer relationship management software desirable.
• Experience with other software-based sales and business tools desirable.

Responsibilities

• Convert inbound inquiries and cold‑call prospects into qualified opportunities that drive revenue and margin growth.
• Proactively generate new sales through follow‑ups, cross-selling, and up-selling to deepen customer value and repeat business.
• Execute the full Cummins Sales Process to ensure a smooth lead‑to‑sale experience and high customer satisfaction.
• Provide sales support through accurate quoting, RFP coordination, and effective collaboration with sales representatives.
• Strengthen customer loyalty by building trusted relationships, resolving concerns, and troubleshooting transaction issues promptly.
• Ensure data accuracy and operational excellence by maintaining CRM records, new account setups, and sales forecasting.
• Coordinate with internal partners to align inventory, delivery, and service capabilities with customer expectations.
• Identify and independently capture new sales opportunities while contributing to continuous improvement of sales processes and customer value initiatives.

What This Job Offers

• Job Type: Full-time
• Career Level: Entry Level