Territory Sales - Inside Sales Representative - Senior

We are looking for a talented Territory Sales-Inside Sales Representative-Senior to join our team for our Marine Sales department in Dedham, MA.

Job Summary:

Provide sales support for Cummins products and/or services throughout the sales cycle. May support more complex customer accounts that require adaptation of response or extensive research. May independently develop and capture opportunities for additional sales.

In this role, you will make an impact in the following ways: 

• Convert demand into revenue by handling inbound prospect calls, qualifying opportunities, and turning unsolicited inquiries into closed sales that directly grow the business.
• Drive new business development through proactive outreach—cold‑calling, lead generation, and targeted follow‑ups—to expand Cummins’ customer base and increase product and service adoption.
• Strengthen customer loyalty by building and maintaining positive relationships, ensuring satisfaction through the Cummins Sales Process, and supporting customers from initial inquiry through post‑sale engagement.
• Accelerate the sales cycle by creating and delivering qualified leads to field sales, managing quotes and RFPs, and supporting negotiations within company guidelines to secure profitable agreements.
• Enhance operational accuracy by maintaining clean customer data, setting up new accounts, and ensuring precise sales entry, reporting, and forecasting through Cummins tools and CRM systems.
• Resolve complex customer issues by analyzing escalated inquiries, identifying recurring problems, and recommending solutions that improve the customer experience and reduce future friction.
• Improve cross‑functional alignment by coordinating with Sales, Operations, and other departments to balance inventory, service, and delivery capabilities with customer expectations.
• Elevate team performance

To be successful in this role you will need the following: 

• The ability to communicate with clarity, precision, and adaptability, ensuring that every message—whether to customers, sales partners, or internal stakeholders—lands with the right tone, level of detail, and intent. You’ll need to shift seamlessly between technical explanations, persuasive pitches, and operational updates so each audience understands and acts on the information.
• A deeply customer‑centric mindset that drives you to anticipate needs, build trust, and deliver solutions that genuinely improve customer outcomes. Success depends on seeing the world through the customer’s lens and using that insight to shape conversations, recommendations, and long‑term account strategies.
• Strong persuasive capability, allowing you to influence decisions, gain commitment, and move opportunities forward—even in complex or competitive situations. You’ll need to craft compelling arguments, highlight differentiated value, and guide stakeholders toward mutually beneficial outcomes.
• Disciplined planning and alignment skills to prioritize effectively, manage multiple moving parts, and ensure your daily actions support broader organizational goals. This includes structuring your pipeline, forecasting accurately, and aligning your activities with account strategies and revenue targets.
• Mastery in articulating a clear and compelling value proposition, translating customer needs into tailored demonstrations of how products, services, and solutions solve real problems. You’ll need to differentiate against competitors by highlighting strengths, addressing weaknesses, and connecting features to meaningful customer outcomes.
• A strong understanding of channel dynamics and industry pathways, enabling you to contextualize how products reach the market, how partners operate, and how to position offerings effectively within a complex ecosystem.
• Strategic and analytical capability in pricing, forecasting, and account planning, ensuring your decisions are data‑driven, financially sound, and aligned with business objectives. This includes evaluating account health, identifying barriers, projecting consumption patterns, and adjusting plans based on pipeline insights.
• The ability to adapt complex information for any audience, simplifying technical data, product details, or strategic insights so they are easy to understand, retain, and use.