Territory Sales - Field Sales Account Executive - Senior

Territory Sales Field Sales Account Executive

We are looking for a talented Territory Sales Field Sales Account Executive to join our team in Sales within the Western Zone of the U.S.

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

• Grow the business through proactive prospecting , identifying and qualifying new customers by researching markets, initiating outreach, and creating strong pipelines.
• Develop and execute strategic account plans that deepen relationships with top prospects and guide purposeful, value?driven sales engagements.
• Build trusted customer partnerships by understanding their business models, priorities, and buying processes, enabling more targeted and relevant solutions.
• Differentiate Cummins through value-based selling , helping customers understand data, compare alternatives, and clearly see the advantage of Cummins solutions.
• Serve as the voice of the customer , bringing emerging needs, trends, and feedback to leadership to influence business decisions and future offerings.
• Negotiate and manage accounts responsibly , adhering to company guidelines, assisting with collections, and collaborating to resolve delinquent payments and maintain healthy financial performance.
• Drive revenue and customer satisfaction by consistently executing the Cummins Sales Process, maintaining accurate CRM documentation, and delivering reliable forecasts.
• Support team capability and operational alignment by mentoring less experienced sellers and working cross?functionally to balance inventory, service, and delivery with customer expectations.

External Qualifications and Competencies

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

• Apply strong business insight to understand market dynamics, competitive pressures, and organizational priorities, ensuring decisions align with and advance business goals.
• Communicate with clarity and intention, tailoring messaging and delivery methods to meet the needs of diverse customers, partners, and internal stakeholders.
• Demonstrate deep customer focus by building trust, understanding business models and priorities, and delivering solutions that directly address customer needs.
• Articulate a compelling value proposition by interpreting customer requirements and clearly differentiating Cummins solutions from competitive alternatives.
• Leverage channel awareness to navigate industry structure, partner ecosystems, and paths to market in ways that support sales execution and organizational strategy.
• Align pricing strategies across stakeholders to support business targets while remaining competitive and responsive to customer expectations.
• Execute disciplined negotiations using structured methods and tools to achieve mutually beneficial agreements within Cummins guidelines.
• Drive strong account planning by setting objectives, tracking progress, and adjusting strategies to deliver on account and business goals.
• Adapt complex information for any audience, ensuring technical, financial, or strategic topics are clear, actionable, and relevant.
• Develop effective account strategies by analyzing current account status, identifying gaps and opportunities, and defining achievable future?state targets.
• Integrate customer insights into sales content and engagement strategies to increase relevance, value, and revenue impact.
• Forecast sales with accuracy by analyzing customer, market, and historical data to inform planning and decision?making.
• Manage the sales pipeline proactively by evaluating pipeline health and adjusting strategies and actions to meet sales objectives.
• Apply strong sense?making skills to probe, research, and synthesize complex internal and external information into tailored customer solutions.

Additional Responsibilities Unique to this Position

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:

• Intermediate level of relevant work experience required.

Additional Responsibilities:

• Increase generator planned equipment maintenance (PEM) service sales through prospecting and negotiating new contracts with new customers/clients. Increase sales book of business via bids, customer RFQ's, leads, commercial sales, etc.
• Work with the branch(es) PEM Sales supports to reduce PM WIP to ensure customers/clients are being taken care of.
• Development of Internal relationships communicating job specifics with Service Department and PEM Admin Team. Gathering accurate labor, parts, and technical information needed to quote accurately.
• Salesforce Utilization - including updating customer interactions/activities, adding/updating opportunities, review of standardized dashboards.
• Responsible for PG Solutions Aftermarket Sales (i.e., PMVA, Extended Warranty, Remote Monitoring, Fluid Sampling, Cooling System Maintenance, etc.)

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.