Territory Sales - Field Sales Account Executive - Senior

Territory Sales Field Sales Account Executive Senior

We are looking for a talented Territory Sales Field Sales Account Executive Senior to join our team specializing in Sales in Columbus, OH.

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

• Proactively identify and pursue new business opportunities by targeting electrical contractors, consulting engineers, and commercial end users to drive specification and sales of power generation solutions.
• Build and execute strategic account plans , strengthening relationships with key stakeholders to understand project pipelines, customer needs, and buying processes.
• Position Cummins' solutions effectively by aligning product capabilities to customer applications and clearly articulating the value proposition to secure specification and win business.
• Lead the end-to-end sales process , including quoting, negotiation (pricing and payment terms), order entry, and project tracking through delivery and completion.
• Drive revenue growth and achieve or exceed sales targets by maintaining accurate forecasts, tracking pipeline progress, and adjusting strategies based on market and customer insights.
• Collaborate with internal teams (engineering, supply chain, operations, service) to ensure alignment on project requirements, inventory, delivery timelines, and customer expectations.
• Protect financial performance by managing accounts receivable, resolving payment issues, and maintaining acceptable levels of past-due accounts.
• Deliver a high-quality customer experience by responding quickly to concerns, maintaining strong relationships for repeat business, mentoring junior team members, and consistently leveraging CRM tools and the Cummins Sales Process to ensure disciplined execution and visibility.

External Qualifications and Competencies

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

• Apply strong business and market insight to prioritize opportunities, align account strategies to growth targets, and position solutions that advance both customer and organizational goals.
• Communicate clearly and adapt messaging across technical and non-technical audiences, ensuring stakeholders understand application requirements, value propositions, and project impact.
• Build deep, trust-based relationships with customers by understanding their business models, decision drivers, and long-term needs to deliver tailored, customer-centric solutions.
• Effectively articulate the Cummins value proposition by translating complex technical and application requirements into differentiated solutions that win specifications and orders.
• Leverage channel awareness to navigate contractors, consulting engineers, and end users, ensuring the right engagement strategy to influence specifications and accelerate sales cycles.
• Develop and align pricing strategies with internal stakeholders, balancing competitiveness and profitability while supporting successful negotiations and deal closure.
• Execute disciplined account planning, pipeline management, and forecasting to track progress against targets, adjust strategies, and ensure consistent delivery of sales results.
• Demonstrate strong negotiation, sense-making, and adaptability by diagnosing customer needs, overcoming barriers, incorporating diverse perspectives, and driving mutually beneficial outcomes.

Additional Responsibilities Unique to this Position

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 Skills/Qualifications:

• Electrical or technical background

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.