Cummins

Territory Sales - Field Sales Account Executive - Senior

Cummins$80K — $120K *
Retail & Consumer Goods
Less than 5 years of experience
Job Overview by Ladders

Qualifications

  • University or college degree in Sales or Marketing, or equivalent education and experience.
  • Prior sales experience required, preferably in inside sales or sales support.
  • Experience with CRM and other sales software is desirable.
  • Limited travel may be necessary based on business needs.
  • Experience with quote analysis or sales support functions is a plus.

Responsibilities

  • Convert inbound and external leads into sales through proactive outreach and follow-up.
  • Drive growth by cross-selling and up-selling to existing customers.
  • Ensure a smooth sales process from lead acquisition to final negotiation.
  • Provide comprehensive sales support, including quotation management and inquiry resolution.
  • Enhance customer satisfaction through timely communication and relationship building.
  • Maintain accurate data in CRM systems for effective sales forecasting and reporting.
  • Identify and propose solutions to recurring customer issues.

Benefits

  • Collaborative team environment with opportunities to work closely with OEM accounts.
  • Engagement in diverse markets including Construction, Agriculture, Marine, and Defense.
  • Involvement in cross-functional teamwork to ensure customer success and streamlined operations.
Full Job Description
Job Description

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.


Responsibilities

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.


Qualifications

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 Cummins

Cummins Power Generation is a world leader in the design and manufacture of power generation equipment, including PowerCommand standby and prime power systems. They also provide single-source warranty, planned maintenance, and round-the-clock emergency service 24 hours a day, seven days a week including back-up power rental through their network of distributors. Part of the world-wide power systems business which has annual sales of more than $1.2 billion, Cummins Power Generation's strength comes from being a division of Cummins Inc. Cummins Power Generation has unique expertise in that all aspects of generator set design, manufacture and service have been brought together in one company. All the major components - the engine, alternator and control systems - are manufactured by divisions of Cummins. This integral approach means each element of a generating set is matched to work in harmony from the start. Providing what the customer wants is at the core of Cummins' manufacturing philosophy. For generating set customers this means a choice of mobile, stationary, open or sound attenuated versions is available for all models.

Cummins Careers

Join the dynamic world of Cummins, a global leader in power solutions, where innovation and leadership drive our mission to power a more prosperous world. At Cummins, we offer unparalleled job opportunities in engineering, technology, and business management, making it an ideal place for professionals seeking meaningful and impactful careers. Work You’ll Do At Cummins, you’ll be part of a team that values diversity and is committed to creating inclusive growth opportunities for all employees. Our culture thrives on intellectual curiosity, cognitive diversity, and bringing your whole self to work. We believe in your potential and encourage every team member to reach their personal and professional goals. Join our industry-leading team to help develop groundbreaking solutions and technologies that impact markets and communities across the globe. Your work at Cummins will not only contribute to global innovation but also ensure sustainable practices that benefit future generations. Professional Growth and Development Cummins is dedicated to the professional growth of its employees. We offer a variety of leadership and diversity training programs designed to enhance your skills and advance your career. From hands-on internships for emerging talents to leadership programs for seasoned professionals, Cummins provides resources and global opportunities to learn, thrive, and lead in your respective field. Innovative Work Environment Our commitment to innovation is at the core of what we do. At Cummins, you will collaborate with skilled colleagues who are eager to share knowledge and ideas. We foster an environment where creative thinking and proactive leadership are encouraged, driving us forward in the areas of clean energy and environmental sustainability. Benefits and Culture Cummins employees enjoy a range of benefits designed to support their physical, financial, and emotional well-being. Among these are comprehensive health care options, competitive retirement plans, and flexible work arrangements. Our supportive culture champions community involvement and a work-life balance that accommodates the diverse needs of our team members. Join Our Team Explore the numerous job opportunities at Cummins where your skills and interests can be matched with the right position, helping you to excel. We are continuously hiring and looking for ambitious, curious, and innovative individuals ready to make a significant impact. Stay Connected Keep up to date with the latest at Cummins by following our careers blog. Gain insights from insiders, learn about our employment practices, and discover how our team is leading the charge in global power solutions. Job Alert Emails Customize your experience by subscribing to Cummins job alerts. Receive updates on new postings, company news, and insider tips directly tailored to your career interests. See what exciting and rewarding opportunities await at Cummins. At Cummins, your career is just beginning. Join us, and power your potential on a global stage.
Learn more about Cummins
Size
59,900 employees
Market Cap
$34.3 billion
Industry
Net Income
$1.7 billion
Founded
1919
5 Year Trend
+6.5%
Revenue
$19.8 billion
NASDAQ

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