Job Opportunities at Cummins Inc.

Req ID: 180001VS
Job Type: Experienced - Professional / Office

Description

• Manages customer relationships to achieve sales goals and executing sales plans within an assigned sales territory or account.
• Sells company products and services by developing new prospects and accounts.
• Achieves sales targets and ensures customer satisfaction.
• Develops relationships to generate customer goodwill and loyalty.
• Conducts negotiations according to company guidelines.
• Identifies, researches, and contacts prospective customers and builds positive relationships that will generate future sales and repeat business.
• Responds to customer concerns about the company and its products.
• Provides leadership and mentoring to less experienced sales representatives.
• Drives utilization of Cummins tools and processes (i.e. Customer Relationship Management, Customer focus Six Sigma).

Requirements/Qualifications
Education, Licenses, Certifications:

• College, university, or equivalent degree in Marketing, Sales or a related subject or equivalent industry experience required.

Experience:

• Intermediate level of relevant work experience required.
• Responsible for the sales of all AFM Lines of business: Overhaul, Service, Repairs, Parts, Filters, coolant, Lube etc
• 3-5 year relevant experience

Skills:

• Focus On Customer Needs - Able to leverage network of customer contacts to attain customer specific information that will provide useful in making informed business decisions and increase understanding of customer needs.
• Account Planning - Is able to develop strategies to grow business, formulate marketing plans, identify support needs and measure progress. Understands what strategies need to be put in place to strengthen customer relationships. Uses the Customer Market Profitability tools (such as OEM Supply Agreement CORP 04-05-00-00) that support account planning as well as customer loyalty NPS tools and process.
• Sales Calls - Able to formulate sales call plans, conduct calls according to plans, gather information and negotiate terms of sale. Able to coach others.
• Manage Customer Relationships - Manages customer interactions and relationships to maximize sales opportunities. Utilizes appointment and customer contact management software. Able to coach others to develop effective contact management habits. Consistently demonstrates ability to establish rapport, meet commitments, and develop effective working relationships with customers.
• Sales Negotiations - Able to identify negotiating tactics used by customers and how to manage them. Familiar with Customer Market Profitability tools (such as OEM Supply Agreement CORP 04-05-00-00) that can be utilized during negotiations. Can recognize the balance of power within a negotiation and has the skills to alter that balance. Drives toward collaborative relationships (i.e. win/win relationships).

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Ref No: 180001XP

Description

• Provides daily contract administration, employee relations, and training in the support of an organization’s labor relations programs. Leads contract negotiations preparation process. Develops a business partnership with the labor organization and company representatives.
• Administers and implements the organization's labor relations programs, policies and procedures; solves problems, manages conflicts and the grievance process, prepares for arbitration, and interprets labor contracts.
• Investigates unfair labor practices and other labor relations issues.
• Participates in the collective bargaining preparation process.
• Mediates workplace conflicts and prepares disciplinary actions, grievances and arbitration.
• Provides management and employees with direction on employment legislation matters.
• Understands business strategies and initiatives such as safety, security, and productivity to act as a resource for management and line human resources regarding labor relations.
• Coaches and mentors less experienced labor relations representatives.

Qualifications
Skills:

• Labor Relations - Practices employee relations at sites where employees are represented by third parties; applies knowledge of labor law; negotiates, interprets and implements the language of collectively bargained agreements.
• Conducting An Investigation - Utilizes interpersonal skills, sound judgment and investigation tools/process to resolve reported violations of Cummins standards in a way that promotes our values and ethical principles; conducts effective interviews, and analyzes information; clearly articulates findings and recommendations verbally and in writing.
• Manages ambiguity - Operating effectively, even when things are not certain or the way forward is not clear.
• Communicates effectively - Developing and delivering multi-mode communications that convey a clear understanding of the unique needs of different audiences.
• Manages complexity - Making sense of complex, high quantity, and sometimes contradictory information to effectively solve problems.
• Manages conflict - Handling conflict situations effectively, with a minimum of noise.
• Decision quality - Making good and timely decisions that keep the organization moving forward.
• Persuades - Using compelling arguments to gain the support and commitment of others.
• Demonstrates self-awareness - Using a combination of feedback and reflection to gain productive insight into personal strengths and weaknesses.
• Self-development - Actively seeking new ways to grow and be challenged using both formal and informal development channels.
• Instills trust - Gaining the confidence and trust of others through honesty, integrity, and authenticity.

Education, Licenses, Certifications:

• College, university, or equivalent degree in Human Resources, Business, or related field or equivalent experience required.

Experience:

• Intermediate level of relevant work experience required