• Sales Opportunities at Cummins Inc.

  • Posted on: 20 September, 2016 Deadline: Not Specified
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  • Cummins Inc., a global power leader, is a corporation of complementary business units that design, manufacture, distribute and service diesel and natural gas engines and related technologies, including fuel systems, controls, air handling, filtration, emission solutions and electrical power generation systems.

    Headquartered in Columbus, Indiana, (USA) Cummins currently employs approximately 54,600 people worldwide and serves customers in approximately 190 countries and territories through a network of approximately 600 company-owned and independent distributor locations and approximately 7,200 dealer locations. Cummins earned $1.65 billion on sales of $19.2 billion in 2014.

    Sales Manager

     

    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).

    Qualifications
    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).

    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.
    Primary Location Nigeria-Lagos-Lagos-Island-Nigeria, Lagos, PGBU
    Primary Location Nigeria-Kaduna-Kaduna-Nigeria, Kaduna, DBU Union Bank
    Primary Location Nigeria-Federal Capital Territory-Abuja-Nigeria, Abuja, DBU Industrial Area 1

    Primary Location Nigeria-Kano-Kano-Nigeria, Kano, DBU Tafewa Balewa
    Job Type Experienced - Professional / Office

    Recruitment Job Type Professional - Experienced

    Sales Engineering Graduate

     

    Description

    • 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).

    Qualifications
    University Graduate 1 -2 Years post graduation
    Completed NYSC

    Communication Skills - Verbal communication and presentation skills utilizing telephone and web technologies. Possesses listening and written communication skills. May not have sufficient opportunities to demonstrate all skills. Moderate support is required to apply the skills
    effectively in typical work situations.

    Focus on Customer Needs - Familiar with key Cummins customers. Knowledge would include business strategies, organizational structures, geographic footprints, financial results, internal processes, and primary needs for effective segmentation. Anticipates and takes action to meet customer needs. Continually searches for ways to increase customer satisfaction. Knowledgeable of vital customer information required to make informed business decisions. Able to leverage customer contact to both attain customer specific information and educate the customer to provide a match between Customer needs and Cummins offerings to maximize sales opportunities. Consistently demonstrates ability to establish rapport, meet commitments, and develop effective working relationships with customers.

    Sales Negotiation - Basic understanding of negotiating tactics and can recognize the balance of power within a negotiation.

    Manage Customer Disagreements - Manages customer conflicts and disagreements through collaborative resolution.

    Account Planning - Basic understanding of the purpose for an account plan. Some knowledge of how to establish goals and define action items to achieve the goals. Has seen account plans that were developed by others.

    Product Knowledge - Knowledge of products/services and product/service lines. With guidance able to represent the features and benefits to sell the products and services. Able to collect customer needs and suggest product applications to solve problems and create benefits for the customer.

    Service Knowledge - Knowledge of the organizational structure of the Regional Distribution Organizations (RDOs). Familiarity with the services offered by the distribution channel. This includes whole good sales, part sales and distribution, maintenance and repair services, dealer support, and other areas of revenue generation. Aware of the functional objectives and organizational structure of the DBU. Aware of the Distributor Scorecard elements for North American and International Distributors, as well as the dealer network and how it operates.

    Primary Location Nigeria-Lagos-Lagos-Island-Nigeria, Lagos, PGBU

    Job Type Internship

    Recruitment Job Type Student - Internship

    Method of Application

    Interested and qualified? Go to Cummins Inc. career website on cummins-africa.jobs to apply

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