Territory Sales - Inside Sales Representative - Senior

Territory Sales - Inside Sales Representative - Senior

Chennai, Tamil Nadu, India

JOB DESCRIPTION

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

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.

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.

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.

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.

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.

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.

EXTERNAL QUALIFICATIONS AND COMPETENCIES

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