Territory Sales - Inside Sales Representative - Senior

We are looking for a talented Territory Sales – Inside Sales Representative - Senior to join our team specializing in Sales for our Operations Unit in Mississauga, Ont.

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 inbound and outbound prospect contacts into sales by identifying opportunities and following the full sales cycle from lead to close. 
• Conduct follow‑up calls/emails to drive repeat business, cross‑selling, and up‑selling to existing customers. 
• Support sales efforts by creating qualified leads, assisting with quotes/RFPs, and helping with other sales cycle activities. 
• Manage customer inquiries—including escalated or complex issues—to ensure accurate, prompt resolution and strong customer satisfaction. 
• Maintain accurate customer data, update accounts, and support the setup of new customers and supplier arrangements. 
• Ensure precise sales entry, forecasting, and reporting using CRM tools and Cummins Sales Process standards. 
• Collaborate across sales and internal teams to coordinate communication, balance inventory/service capabilities, and support overall sales goals. 
• Help plan and prioritize Inside Sales activities, mentor team members, and recommend process improvements to enhance efficiency and customer loyalty.

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

• Articulating Value Proposition: Identify customer needs and match them to the right solutions. Clearly explain product strengths versus competitors. Tailor messaging to highlight the most relevant value.
• Pricing Strategy: Work with stakeholders to set aligned, competitive pricing. Balance customer value with business goals. Build consensus for pricing decisions.
• Account Planning: Assess current account status and set clear objectives. Track progress and adjust plans as needed. Keep activities aligned with strategic goals.
• Adapts to Target Audience: Simplify complex topics for any audience. Adjust delivery style based on who you're speaking to. Ensure information is easy to understand and apply.
• Developing Account Strategy: Analyze account health, relationships, and barriers. Define realistic future goals aligned with business strategy. Identify key actions to move the account forward.
• Integrates Customer Perspective: Gather and apply customer insights. Improve sales content relevance and effectiveness. Strengthen engagement to support growth.
• Sales Forecasting: Collect and compare customer and historical data. Identify trends to build accurate forecasts. Use insights to guide planning.
• Sales Pipeline Management: Monitor pipeline size, quality, and movement. Adjust strategies based on pipeline health. Guide sellers (when applicable) to hit targets.
  Education, Licenses, Certifications: 
  University or college degree in the field of Sales or Marketing, or an acceptable combination of education and experience required. 
  This position may require licensing for compliance with export controls or sanctions regulations. 
  Experience: 
  Prior experience required. Experience as a quote analyst or another sales support function desirable. Limited travel may be required. Experience with customer relationship management software desirable. Experience with other software-based sales and business tools desirable.

This role is highly technical and will require the successful candidate to navigate many aspects of the product and its solution packages, as well as develop technical quotations based on complex customer and regulatory requirements. Candidates with an engineering, engineering technician, engineering technologist, or similar technical experience and background are required; sales and marketing experience or education is also preferred. 

The candidate's primary focus and responsibilities will include:

• Salesforce administration and management:
   
  • Sales opportunities set up in Salesforce software and assignment of opportunities to the appropriate outside sales representative.
  • Maintain and update the salesforce leads throughout their sales lifetime, handover successful leads to project management upon issuance of the purchase order.
  • Create quotations for power generation packages in CPQ.
  • Update and maintain Ontario territory reports and dashboards in Salesforce.
     
• proposal support and quotation generation - complete sales requisitions and prepare them for supervisory review.
• accept inbound requests for quotations from multiple channels and sources.
• turnover quotations for review by Ontario sales team members within limited turnover timeline(s).

Obtainment, maintenance, and regular updating of:

• technical knowledge related to power generation equipment and power solutions.
• knowledge related to applicable codes and standards pertaining to diesel and natural gas power generation equipment in Ontario and various portions of Canada (Federal Government procurement specifications and related requirements). 

This role may be a precursor to the Outside Sales Representative role within the department. 

Bilingualism in Canadian French is an asset.

Ontario Pay Transparency Act

• The annual salary for this position is $81,600 – $122,400
• This role includes benefits (Health, Dental, Vision, pension plan) starting on your first day.  It does include a variable compensation of 
• This posting is for a new vacancy 
• Cummins does not require Canadian experience, supporting equitable opportunities for all applicants, including newcomers. 
• We use artificial intelligence or automated systems in parts of our screening process, in accordance with Ontario regulations

COMPENSATION AND BENEFITS

Base salary rate commensurate with experience. Additional benefits vary between locations and include options such as our Company Pension Plan, Medical/Dental/Life Insurance, and a full complement of personal and professional benefits.

At Cummins, we are committed to the principles of diversity and employment equity under the Employment Equity Act, and we strive to ensure that our workforce reflects the diverse nature of Canadian society.

Our policy is to provide equal employment opportunities to all qualified persons without regard to race, gender, color, disability, national origin, age, religion, union affiliation, sexual orientation, veteran status, citizenship, gender identity and/or expression, or other status protected by law.

The successful candidate will be subject to our Pre-Employment Background Screening process which consists of a Criminal Background Check.