Territory Sales - Inside Sales Representative -… at Cummins · Chennai

Territory Sales - Inside Sales Representative - Senior

Location: Chennai, Tamil Nadu, India

Job Summary

As a Senior Inside Sales Representative, you will provide end-to-end sales and customer support for Cummins products and services throughout the sales cycle. The role combines direct inside sales, opportunity development, account support, quotation and RFP management, customer relationship management, sales forecasting, and coordination with internal stakeholders.

You will manage more complex customer requirements that may require adaptation, detailed research, or cross-functional coordination. The role is also expected to independently identify and develop opportunities for additional sales through repeat business, cross-selling, up-selling, and proactive customer engagement.

The position plays an important role in delivering customer satisfaction, achieving revenue and margin objectives, maintaining sales pipeline and forecast accuracy, and supporting the continued growth of the business.

Key Responsibilities

1. Direct Sales & Business Development

• Handle inbound and unsolicited prospect enquiries and convert qualified opportunities into sales.
• Develop new sales opportunities through telephone, digital technologies, lead follow-up, and targeted outbound/cold-calling activities.
• Drive incremental revenue through repeat business, cross-selling, up-selling, and proactive follow-up with existing customers.
• Conduct customer negotiations in accordance with company guidelines, commercial policies, and approved pricing parameters.
• Achieve assigned revenue, margin, sales activity, and customer satisfaction targets.
• Execute the sales cycle from lead identification through opportunity development, quotation, negotiation, and closure using the Cummins Sales Process.

2. Sales Support & Opportunity Management

• Generate and deliver qualified leads to field sales representatives where appropriate.
• Support sales teams with quotation, RFP, proposal, and other sales-cycle activities.
• Provide timely and accurate responses to complex or escalated customer and internal enquiries, including matters requiring detailed research.
• Analyse customer enquiries to identify recurring issues, trends, and opportunities for improved products, processes, or customer support.
• Support more complex customer accounts and coordinate appropriate internal resources to resolve customer requirements.

3. Customer & Account Management

• Build and maintain strong customer relationships that encourage loyalty, retention, repeat business, and future sales.
• Understand customer needs, applications, buying behaviour, and business priorities and translate these insights into appropriate Cummins solutions.
• Support account development and account strategy by assessing customer relationships, financial considerations, product competitiveness, service requirements, quality issues, and potential barriers to growth.
• Support new customer account creation and ensure Cummins is established as an approved supplier in accordance with company guidelines.
• Maintain accurate customer master data and update account information in corporate systems.
• Support accounts receivable activities as required.

4. Sales Operations, CRM & Forecasting

• Maintain accurate sales opportunities, activities, reporting, and forecasts using Cummins systems, CRM platforms, and established sales processes.
• Monitor pipeline health, opportunity progress, forecast accuracy, and performance against sales targets.
• Collect and analyse relevant customer and market information to support sales forecasting and identify future consumption or demand patterns.
• Identify opportunities to improve sales processes, procedures, tools, and customer value.
• Ensure appropriate and consistent use of relevant sales systems, processes, and procedures across Inside Sales.
• Evaluate results and recommend improvements to increase efficiency, revenue, customer value, and loyalty.

5. Cross-Functional Coordination

• Maintain effective communication and coordination across Sales and other functions to support customer satisfaction, sales objectives, and Cummins culture goals.
• Coordinate input from sales teams and internal stakeholders to develop proactive customer communications.
• Work with relevant internal stakeholders and customers, where applicable, to balance inventory, service, delivery capabilities, and customer expectations.
• Support negotiations and commercial activities in line with company policies and guidelines.

6. Senior-Level Leadership & Development

• Plan, prioritize, and schedule Inside Sales activities and resources to maintain continuity and quality of customer service.
• Provide guidance, coaching, mentoring, and knowledge sharing to Inside Sales colleagues.
• Support the achievement of team sales-support targets and service-level expectations.
• Share best practices and contribute to continuous improvement across the Inside Sales function.

Core Competencies

• Customer Focus: Builds strong customer relationships and delivers solutions aligned to customer needs and expectations.
• Effective Communication: Communicates clearly and effectively across different channels and adapts communication to different audiences.
• Persuasion & Negotiation: Uses compelling, fact-based arguments to influence stakeholders, negotiate effectively, and secure commitment.
• Planning & Alignment: Plans and prioritizes activities to meet business commitments and sales objectives.
• Value Proposition Development: Understands customer applications and clearly communicates the strengths, benefits, and differentiation of Cummins products, solutions, and services.
• Channel Awareness: Understands industry structure, market dynamics, customer channels, and routes to market.
• Pricing Strategy: Works with relevant stakeholders to develop commercially appropriate pricing aligned with business and customer objectives.
• Account Planning: Identifies account objectives, priorities, actions, and measures to drive execution against agreed targets.
• Account Strategy Development: Assesses current account status, customer requirements, competitiveness, financial considerations, quality, service, and barriers to growth to define achievable account objectives.
• Customer Perspective: Incorporates customer insights into sales strategies, content, solutions, and engagement approaches that improve customer value and revenue.
• Sales Forecasting: Analyses internal and external customer data, historical trends, and market information to develop reliable sales forecasts.
• Sales Pipeline Management: Proactively manages pipeline size, quality, progress, and conversion and adjusts sales priorities based on business requirements.
• Sense Making & Problem Solving: Uses probing questions, research, and analysis to understand complex customer needs and translate information into practical solutions.
• Audience Adaptability: Explains complex technical, commercial, or business information in a way that is clear and relevant to the intended audience.
• Values Differences: Recognizes and leverages diverse perspectives, cultures, and experiences to strengthen collaboration and business outcomes.

Qualifications

• University or college degree in Sales, Marketing, Business, Engineering, or a related field, or an acceptable combination of education and relevant professional experience.
• Prior professional experience in sales, inside sales, sales support, customer account management, quotation management, or a related commercial function.
• Experience as a quote analyst or in another sales-support role is desirable.
• Experience working with customer relationship management (CRM) systems is desirable.
• Experience using software-based sales, business, reporting, forecasting, or customer-management tools is desirable.
• This position may require applicable licensing or compliance requirements related to export controls or sanctions regulations.
• Limited travel may be required depending on business and customer requirements.

Skills & Experience

Required / Preferred Experience

• Demonstrated experience in inside sales, territory sales, sales support, customer service, account management, or business development.
• Experience managing customer enquiries and progressing opportunities through a structured sales cycle.
• Experience with quotations, RFPs, proposals, pricing, negotiations, or order-related sales activities.
• Experience developing new business and identifying opportunities for repeat sales, cross-selling, and up-selling.
• Experience managing multiple customer requirements and prioritizing activities in a target-driven environment.
• Experience working collaboratively with field sales, operations, finance, supply chain, service, and other internal functions.
• Experience supporting sales forecasting, pipeline management, reporting, and performance tracking.
• Experience handling complex or escalated customer issues and conducting research to determine appropriate solutions.

Key Skills

• Consultative and solution-oriented selling
• Customer relationship and account management
• Lead generation and opportunity qualification
• Telephone, email, and digital sales engagement
• Cross-selling and up-selling
• Commercial negotiation and persuasion
• Quotation and RFP management
• Sales pipeline and opportunity management
• Sales forecasting and reporting
• CRM and sales technology proficiency
• Data analysis and problem solving
• Pricing and value proposition development
• Written and verbal communication
• Stakeholder and cross-functional collaboration
• Planning, prioritization, and time management
• Ability to explain complex technical or commercial information clearly
• Coaching and mentoring capability
• Continuous improvement mindset

Success in the Role

Success in this role will be demonstrated through profitable sales growth, strong customer relationships, accurate forecasting and pipeline management, effective conversion of leads and opportunities, high-quality sales support, timely resolution of complex customer requirements, and effective collaboration across Cummins functions.

The successful candidate will combine commercial acumen and customer focus with the ability to independently manage sales opportunities, analyse complex requirements, influence stakeholders, and contribute to the development of both customers and the Inside Sales team.

Responsible for addition of Key Customers into CAMC Contract and generate business opportunities through key customers in the assigned area. Execute the contract through cross functional teams. Maintain contract SLAs with customers

- Plan and achieve annual sales target as per monthly and quarterly plans.
- Identify potential new CAMC customer by interacting with all stakeholders (Dealer, service team, PSBU, etc.,) & through data mining and create strong CAMC Pipeline.
- Plan and implement business initiatives to achieve sales and new customer addition targets.
- Achieve New Customer addition targets as per AOP.
- Create strong Out Of Scope work pipeline & order board by focusing on various initiatives for the year
- Coordinate with all stake holders and cross functional team to delivery contract services as per SLA.
- Timely & persistent payment follow-up to ensure Receivables under control as per plan
- Maintain 100% renewals of contracts

Hands on experience in MS office (Word, Excel, Power Point), knowledge of DG set operations, Key Account Management skills, familiar with Sales Force operation platform. Data Analysis, Presentation and assertive communication skills ( Spoken and Written). Ability to work with various stake holders to achieve results.

Knowledge and Experience on after market service support.

B.E / Diploma ( Mechanical/Automobile, Electrical)

5 to 6 years for BE or 8 to10 Years for Diploma

Cummins is an equal opportunity employer. Our policy is to provide equal employment opportunities to all qualified persons without regard to race, sex, color, disability, national origin, age, religion, union affiliation, sexual orientation, veteran status, citizenship, gender identity, or other status protected by law.