Administrative Associate - Level III - Sales

Coordinates documents and gathers and inputs data related to assigned administrative support duties for a team, department, function, or other organizational leader/group. Completes work with a limited degree of supervision.

Key Responsibilities:

Direct Sales:

• Handle inbound, unsolicited prospect calls and convert these opportunities into sales.
• Develop opportunities to sell company products and services by developing leads via telephone or other technologies and/or cold-calling prospects generated by external sources.
• Drive additional sales through follow-up calls or emails to existing customers for repeat business, cross-selling, and up-selling.
• Conduct negotiations according to company guidelines.
• Achieve revenue and margin targets.
• Ensure customer satisfaction through the use of the Cummins Sales Process and execution of the sales cycle from lead to sale.

Sales Support:

• Create and deliver qualified leads to sales representatives where appropriate.
• Assist the salesforce with quotation/RFP management and other sales cycle operations as needed.
• Build and/or maintain positive customer relationships that generate loyalty and/or future sales.
• Support negotiations according to company guidelines.
• Assist with accounts receivables.
• Answer more complex, escalated internal and sales customer inquiries promptly and accurately.
• Analyze customer inquiries to identify recurring user problems and recommend solutions.
• Provide additional support to more complex accounts or for customer questions requiring extensive research.
• Enter new customer data and update changes to existing accounts in the corporate database.
• Support setting up new customer accounts per Cummins guidelines.
• Maintain accurate sales entry, reporting, and forecasting through the utilization of Cummins tools and processes.
• Seek opportunities to utilize processes, procedures, and initiatives designed to grow the business and increase customer value and loyalty.
• Ensure correct utilization of relevant company processes, systems, and procedures by Inside Sales.
• Evaluate results and recommend improvements.
• Assure good communication and coordination across the Sales function and other departments in support of customer satisfaction, sales goals, and Cummins culture goals.
• Coordinate input from sales staff to develop proactive communications to customers.
• Ensure dealers claims are processed timely and all actions by dealerships are in place.
• Plan, prioritize, and schedule Inside Sales activities and resources to ensure continuity of service.
• Mentor and develop Inside Sales staff to ensure that sales support targets are met.

Administrative Support:

• Conduct research, prepare statistical reports, and address routine to complex information requests.
• Gather, compile, and verify information and enter it accurately into documents such as reports, presentations, or forms; and office systems such as databases or spreadsheets.
• Complete data collection, data entry, and report generation on various departmental related activities.
• Perform associate functions such as preparing correspondence, receiving visitors, arranging conference calls, and scheduling meetings.
• Respond to, or redirect, routine to complex inquiries from external or internal sources about the organization/department, its activities, or processes.
• Prepare documentation for payment of vendors, suppliers, and other third parties as applicable.
• Submit documentation and enter requests for payments into the accounting system.
• Respond to inquiries from accounts payable and payees.
• Document and maintain departmental policies and procedures.
• Participate as a team member on departmental related business improvement assignments and projects as needed.
• Perform other routine to complex administrative activities as needed per the established procedures of the organization and/or department.
• Act as an informal resource for colleagues with less experience.

Experience:

• Requires significant relevant work experience or specialized skills obtained through education, training, or on-the-job experience.

Qualifications:

• High school diploma or certificate of completion of secondary education or equivalent experience to the extent such experience meets applicable regulations.
• This position may require licensing for compliance with export controls or sanctions regulations.

Competencies:

• Values Differences: Recognizing the value that different perspectives and cultures bring to an organization.
• Action Oriented: Taking on new opportunities and tough challenges with a sense of urgency, high energy, and enthusiasm.
• Communicates Effectively: Developing and delivering multi-mode communications that convey a clear understanding of the unique needs of different audiences.
• Customer Focus: Building strong customer relationships and delivering customer-centric solutions.
• Ensures Accountability: Holding self and others accountable to meet commitments.
• Plans and Aligns: Planning and prioritizing work to meet commitments aligned with organizational goals.
• Data Analytics: Discovering, interpreting, and communicating qualitative and quantitative data to enable data-driven business decisions.
• Data Communication and Visualization: Constructing a narrative of the business problem, root cause, solution options, and opportunities through data visualization.
• Project Schedule Management: Managing the planned schedule using recommended tools and processes to drive completion within the agreed timeline.
• Adapts to Target Audience: Explaining complex topics in a way that the target audience can understand, retain, and use the information.
• Integrates Customer Perspective: Incorporating an understanding of the customers perspective to develop sales content that improves our ability to meet their needs and increase revenue.