Territory Sales - Field Sales Account Executive - Senior

Job Description

We are looking for a talented Territory Sales-Field Sales Account Executive-Senior for our Memphis Branch, TN.

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

• Drive business growth by identifying, researching, and pursuing new sales opportunities, while developing and executing strategic account plans for key prospects.
• Build strong, long-term customer relationships by understanding customer needs, business models, and buying processes, enabling the delivery of tailored solutions.
• Leverage customer insights and industry knowledge to recommend Cummins products, services, and solutions that create value and address current and emerging business challenges.
• Influence customer decision-making by clearly communicating the value proposition and competitive advantages of Cummins solutions through a consultative sales approach.
• Achieve and exceed sales objectives by managing the full sales cycle, conducting customer meetings, negotiating agreements in line with company guidelines, and ensuring high levels of customer satisfaction.
• Support the financial health of the business by maintaining acceptable levels of past-due accounts, assisting with collections, and collaborating with customers and internal stakeholders to resolve payment issues.
• Utilize the Cummins Sales Process, CRM tools, sales forecasts, and reporting systems to effectively manage opportunities, monitor performance, and drive accurate business planning.
• Foster collaboration and team success by mentoring less experienced account executives and partnering with internal stakeholders to balance inventory, service, delivery capabilities, and customer expectations.

Responsibilities

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

• Demonstrate strong business insight by understanding market dynamics, industry trends, and customer business objectives to identify opportunities that advance organizational goals.
• Build and maintain exceptional customer relationships by taking a customer-focused approach, understanding needs, and delivering solutions that create long-term value.
• Communicate effectively with a wide range of audiences, adapting complex technical and business information into clear, actionable messages that customers and stakeholders can easily understand.
• Develop and execute effective account strategies and account plans by assessing customer needs, identifying growth opportunities, setting achievable targets, and tracking progress against objectives.
• Apply strong sales pipeline management and forecasting skills to proactively manage opportunities, maintain an accurate forecast, and drive consistent sales performance.
• Leverage sales acumen and value-selling techniques to articulate Cummins' value proposition, differentiate solutions from competitors, and help customers make informed business decisions.
• Utilize advanced negotiation and pricing strategies to achieve mutually beneficial outcomes while aligning with company objectives, profitability targets, and customer expectations.
• Embrace diverse perspectives and use strong sense-making and customer insight skills to understand customer challenges, integrate their perspective into solutions, and deliver results that drive business growth and customer satisfaction.

Education, Licenses, Certifications:
Required: College, university, or equivalent degree in Marketing, Sales or a related subject, or acceptable sales related work experience, or an acceptable combination of education and experience.
This position may require licensing for compliance with export controls or sanctions regulations.


Experience:
Intermediate level of relevant work experience required.

Qualifications

• Candidate will be responsible for growing Power Generation business within a given territory. Experience in the construction industry is a plus, individual should be a self-starter with the ability to strategically develop relationships with key customers in the territory. Technical degree and/or work experience in a technical field is desired for this role. Must have the ability to prioritize constantly changing tasks throughout the day and work week and have the ability to work cross-functionally with teams throughout the organization.
• Experience in the Power Generation or Emergency Power markets is ideal but not necessarily required.

Compensation and Benefits

Please note that the salary range provided is a good faith estimate on the applicable range. The final salary offer will be determined after considering relevant factors, including a candidate's qualifications and experience, where appropriate.

About Us

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