Territory Sales - Field Sales Account Executive - Senior

Job Description

We are looking for a talented Territory Sales - Field Sales Account Executive - Senior to join our team in Sales in Sumner, WA.

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

• Drive new revenue growth by proactively identifying, researching, and converting high-potential prospects into new customers within your territory.
• Execute strategic account plans that prioritize top opportunities, deepen engagement, and translate into consistent face-to-face sales success.
• Build trusted customer relationships that uncover business needs, decision processes, and long-term growth opportunities.
• Position tailored Cummins solutions by aligning customer priorities with differentiated value propositions and measurable business outcomes.
• Influence customer decisions by helping stakeholders interpret data, understand ROI, and recognize the competitive advantage of Cummins offerings.
• Deliver strong financial performance by meeting or exceeding sales targets, managing forecasts accurately, and maintaining healthy receivables.
• Enhance customer satisfaction and retention through responsive communication, issue resolution, and ongoing relationship management that drives repeat business.
• Lead and collaborate effectively by mentoring junior team members and partnering with internal stakeholders to optimize delivery, inventory, and customer experience.

Responsibilities

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

• Leverage strong business insight to connect market trends, customer priorities, and Cummins' strategy-ensuring every action you take advances both customer and organizational goals.
• Communicate with clarity and impact by tailoring your message to different audiences, translating complex technical or commercial concepts into compelling, easy-to-understand value.
• Stay relentlessly customer-focused by building trust, understanding unique needs, and delivering solutions that directly align with customer goals and challenges.
• Clearly articulate the value proposition by differentiating Cummins solutions from competitors and demonstrating measurable benefits that matter to the customer.
• Strengthen your commercial acumen through channel awareness, pricing strategy, and negotiation excellence-ensuring mutually beneficial deals that meet revenue and profitability targets.
• Execute disciplined account planning and strategy by assessing current account status, defining a clear future state, and tracking progress toward measurable sales objectives.
• Operate with data-driven precision by managing your pipeline, forecasting accurately, and using insights to adjust strategies and maximize sales performance.
• Demonstrate adaptability and inclusive leadership by integrating customer perspectives, valuing diverse viewpoints, and synthesizing complex information into actionable, customer-centric solutions.

Qualifications

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.

Additional Information:

This is a power generation technical sales role located in the Seattle metro area. This position will prospect leads and review specifications and schematics to produce equipment proposals in the commercial construction market. Markets served include healthcare, water/wastewater, data center, commercial construction, microgrid, and military. Typical customers are electrical contractors, data center owners and government agencies.

Cummins manufactures engine generators (Diesel and gas), fuel cells, battery energy storage systems, automatic transfer switches, and electric switchgear. This sales role will produce equipment proposals of this equipment in proposals ranging from $5,000.00 to $50,000,000.00 per project.

The successful applicant will have high electrical and mechanical technical aptitude with an outgoing personality. The role is a mixture of engineering, sales, and operational leadership. The applicant must be domiciled in the Seattle or western Washington area. Our branch is located in Sumner, WA, and hybrid in-person presence is required. The expectation is for 60% in person with a mix of branch office and in person sales calls with local customers. The applicant must be willing to travel around the state of Washington regularly with some interstate travel to large vendors and sales events (factory visits, conferences, etc).


This role has a 40/60 "Hunter" compensation plan.

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.