Cummins

Territory Sales - Field Sales Account Executive - Senior

Cummins$80K — $120K *
Energy & Utilities
Less than 5 years of experience
Job Overview by Ladders

Qualifications

  • Bachelor's degree in Marketing, Sales, or related field, or equivalent practical experience
  • Intermediate level of relevant work experience required
  • Ability to work within compliance guidelines for export controls/sanctions
  • Previous experience in the Power Generation sector preferred
  • Self-motivated with the ability to thrive in a hybrid work environment

Responsibilities

  • Identify and engage new prospects to grow revenue
  • Develop account plans to enhance face-to-face selling
  • Build and maintain trust-based customer relationships
  • Match customer needs with tailored solutions
  • Provide insights on market trends to influence leadership
  • Negotiate effectively while managing receivables
  • Achieve sales targets using the Cummins Sales Process and CRM
  • Mentor junior account executives and collaborate with cross-functional teams

Benefits

  • Competitive base salary with performance-based commission
  • Dynamic team environment that fosters professional growth
  • Access to comprehensive training programs
  • Opportunities to influence product development with customer insights
  • Autonomy in managing workload and customer engagements
Full Job Description
Job Description

We are looking for a talented Territory Sales - Field Sales Account Executive to join our team in Sales in Sacramento, CA.

In this role, you will make an impact in the following ways:
  • Grow revenue by proactively identifying, researching, and engaging new prospects, turning qualified leads into meaningful sales opportunities.
  • Develop and execute focused account plans that strategically strengthen top-prospect engagement and advance face-to-face selling activities.
  • Build strong, trust-based customer relationships that reveal customer needs, buying processes, and decision drivers.
  • Match customer priorities to tailored Cummins solutions, clearly articulating value, differentiation, and business impact to gain customer agreement.
  • Bring customer insights and emerging market needs to leadership, influencing solution development and organizational priorities.
  • Drive successful negotiations and ensure healthy receivables, balancing competitive deals with company guidelines while resolving payment issues in partnership with internal teams.
  • Achieve sales targets through disciplined use of the Cummins Sales Process and CRM tools, maintaining accurate forecasts and reporting for business visibility.
  • Support team capability by mentoring less experienced account executives and collaborating across functions to align inventory, service, and delivery with customer expectations.


Responsibilities

To be successful in this role you will need the following:
  • Deep business and market understanding to anticipate trends, recognize revenue opportunities, and align sales decisions with organizational goals.
  • Strong, audience-specific communication skills that allow me to clearly convey insights, recommendations, and complex information in a way each stakeholder can understand and act on.
  • A customer-centric mindset that focuses on building trust, understanding buying behaviors, and delivering solutions that create measurable value.
  • Ability to articulate a compelling value proposition by interpreting customer needs and clearly explaining how Cummins solutions outperform alternatives.
  • Channel and industry awareness to navigate market dynamics, competitive forces, and partner paths to accelerate sales success.
  • Pricing strategy expertise to develop competitive, profitable pricing by collaborating with cross-functional stakeholders and aligning to business objectives.
  • Negotiation skills grounded in Cummins tools and methods to reach agreements that satisfy both customer needs and internal expectations.
  • Disciplined account planning and strategy development to define current account position, desired future state, and actionable steps that build relationships and drive growth.
  • Ability to tailor messages to different audiences-from technical explanations to business-level summaries-ensuring clarity and adoption.
  • Capability to integrate the customer perspective into sales content, messaging, and recommendations to improve relevance and strengthen revenue outcomes.
  • Strong analytical skills for forecasting and pipeline management, using data, history, and insights to ensure accurate sales predictions and to adjust strategies proactively.
  • Sense-making ability to dig into customer needs, ask the right questions, synthesize complex data, and deliver customized solutions that align with the customer's buying journey.


Qualifications

Education, Licenses, Certifications:
  • 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 Responsibilities:
  • Position will be responsible for growing Power Generation business in the Sacramento and Fresno markets.
  • Responsible for taking over a well-established customer base and growing additional business, calling on various end users, contractors, and consultants in the assigned markets.
  • Previous experience in the Power Generation business is a plus.
  • Must be a self-motivated individual that needs little direction and feels comfortable working in a hybrid work environment.
  • This position offers a competitive base salary plus performance-based commission.

This position offers a competitive base salary plus performance-based comissions.

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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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