Cummins

Territory Sales - Inside Sales Representative - Senior

Location Chennai, Tamil Nadu, India
Experience 5-6 yrs
Job type Full-time
Posted 8 Oct 2026

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Job details

Qualification: Bachelor's (Engineering) / Diploma
Job ID: 2435610

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 1. 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.

Responsibilities

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, and measures to drive execution against agreed targets.
Account Strategy Development: Assesses current account status, customer requirements, competitiveness, financial considerations, quality, service, and barriers to growth to define achievable account objectives.
Customer Perspective: Incorporates customer insights into sales strategies, content, solutions, and engagement approaches that improve customer value and revenue.
Sales Forecasting: Analyses internal and external customer data, historical trends, and market information to develop reliable sales forecasts.
Sales Pipeline Management: Proactively manages pipeline size, quality, progress, and conversion and adjusts sales priorities based on business requirements.
Sense Making & Problem Solving: Uses probing questions, research, and analysis to understand complex customer needs and translate information into practical solutions.
Audience Adaptability: Explains complex technical, commercial, or business information in a way that is clear and relevant to the intended audience.
Values Differences: Recognizes and leverages diverse perspectives, cultures, and experiences to strengthen collaboration and business outcomes.

Qualifications

University or college degree in Sales, Marketing, Business, Engineering, or a related field, or an acceptable combination of education and relevant professional experience.
Prior professional experience in sales, inside sales, sales support, customer account management, quotation management, or a related commercial function.
Experience as a quote analyst or in another sales-support role is desirable.
Experience working with customer relationship management (CRM) systems is desirable.
Experience using software-based sales, business, reporting, forecasting, or customer-management tools is desirable.
This position may require applicable licensing or compliance requirements related to export controls or sanctions regulations.
Limited travel may be required depending on business and customer requirements.

Skills & Experience Required / Preferred Experience

Demonstrated experience in inside sales, territory sales, sales support, customer service, account management, or business development.
Experience managing customer enquiries and progressing opportunities through a structured sales cycle.
Experience with quotations, RFPs, proposals, pricing, negotiations, or order-related sales activities.
Experience developing new business and identifying opportunities for repeat sales, cross-selling, and up-selling.
Experience managing multiple customer requirements and prioritizing activities in a target-driven environment.
Experience working collaboratively with field sales, operations, finance, supply chain, service, and other internal functions.
Experience supporting sales forecasting, pipeline management, reporting, and performance tracking.
Experience handling complex or escalated customer issues and conducting research to determine appropriate solutions.

Key Skills

Consultative and solution-oriented selling
Customer relationship and account management
Lead generation and opportunity qualification
Telephone, email, and digital sales engagement
Cross-selling and up-selling
Commercial negotiation and persuasion
Quotation and RFP management
Sales pipeline and opportunity management
Sales forecasting and reporting
CRM and sales technology proficiency
Data analysis and problem solving
Pricing and value proposition development
Written and verbal communication
Stakeholder and cross-functional collaboration
Planning, prioritization, and time management
Ability to explain complex technical or commercial information clearly
Coaching and mentoring capability
Continuous improvement mindset

Success in the Role Success in this role will be demonstrated through profitable sales growth, strong customer relationships, accurate forecasting and pipeline management, effective conversion of leads and opportunities, high-quality sales support, timely resolution of complex customer requirements, and effective collaboration across Cummins functions. The successful candidate will combine commercial acumen and customer focus with the ability to independently manage sales opportunities, analyse complex requirements, influence stakeholders, and contribute to the development of both customers and the Inside Sales team.

Job details

Job description

Responsibilities

Core Competencies

Requirements