Cummins

Territory Sales - Fleet Account Executive - NA Regional Accts

Cummins$70K — $95K *
Transportation
Less than 5 years of experience
Job Overview by Ladders

Qualifications

  • Bachelor's degree in Marketing, Sales, or related field, or equivalent experience.
  • Intermediate level of relevant work experience required.
  • Licensing may be necessary for compliance with export controls or sanctions regulations.
  • Preferred: Previous sales experience in the on-highway market or with Cummins.
  • Ideal candidates should reside in Cleveland, Pittsburgh, or Youngstown.

Responsibilities

  • Proactively identify and pursue new business opportunities to expand the customer base.
  • Develop and implement strategic account plans to foster customer relationships.
  • Leverage customer insights to position Cummins solutions effectively against competitors.
  • Lead value-based sales discussions to clarify customer advantages and ROI.
  • Achieve sales targets by managing deal progression and maintaining accurate forecasts.
  • Negotiate contracts and payment terms while strengthening customer partnerships.
  • Improve cash flow by resolving payment issues and maintaining healthy accounts receivable.
  • Support team performance through mentoring and cross-functional collaboration.

Benefits

  • Customer-facing role with potential for significant impact in the assigned territory.
  • Opportunity for weekly travel, helping to build strong customer connections.
  • Mentoring and support from a seasoned sales team.
  • Access to cutting-edge Cummins products and solutions, differentiating the sales approach.
  • Exposure to strategic fleet management and collaboration with various stakeholders.
Full Job Description
Job Description

We are looking for a talented Territory Sales - Fleet Account Executive - NA Regional Accts to join our team specializing in Sales in Cleveland, OH.

In this role, you will make an impact in the following ways:
  • Proactively identify and pursue new business opportunities, expanding the customer base and increasing revenue through targeted prospecting and outreach.
  • Develop and execute strategic account plans, building deep customer relationships that uncover needs, buying processes, and long-term growth opportunities.
  • Leverage strong understanding of customer priorities to position Cummins solutions effectively, aligning offerings to deliver measurable value and differentiate from competitors.
  • Lead value-based sales conversations, helping customers evaluate data and clearly understand the advantages and ROI of Cummins products and services.
  • Consistently achieve or exceed sales targets by driving deal progression, maintaining accurate forecasts, and managing pipeline health through CRM tools.
  • Navigate and close negotiations successfully, including pricing and payment terms, while protecting company interests and strengthening customer partnerships.
  • Improve cash flow and customer health by managing accounts receivable, resolving payment issues collaboratively, and maintaining low levels of past due accounts.
  • Strengthen team and business performance by mentoring peers, collaborating cross-functionally, and ensuring alignment between customer expectations, inventory, service, and delivery capabilities.


Responsibilities

To be successful in this role you will need the following:
  • Apply strong business insight and market awareness to align sales strategies with organizational goals and identify the most valuable opportunities for growth.
  • Build and maintain deep customer relationships, consistently demonstrating a customer-first mindset and delivering tailored, value-driven solutions.
  • Clearly articulate the value proposition, translating technical product capabilities into compelling benefits that resonate with each customer's needs and differentiate from competitors.
  • Demonstrate effective communication and adaptability, simplifying complex information and tailoring messaging to diverse audiences (customers, stakeholders, leadership).
  • Develop and execute robust account strategies and plans, continuously assessing account health, identifying gaps, and driving progress toward defined targets.
  • Use strong negotiation and pricing strategy skills to achieve mutually beneficial agreements while meeting profitability and business objectives.
  • Actively manage sales pipeline and forecasting, leveraging data and insights to adjust strategies, maintain pipeline health, and improve forecast accuracy.
  • Practice strong sense-making and inclusivity, synthesizing complex customer and market data, asking the right questions, and valuing diverse perspectives to deliver better solutions and outcomes.

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.


Qualifications

Additional Information:
  • This role is for a Fleet Account Executive in the EBU Regional Fleet Team - responsible for supporting strategic fleets in NE Ohio and Western PA.
  • Ideal candidates will live in the Cleveland, Pittsburgh, or Youngstown area.
  • This role is customer facing and will require weekly travel within the assigned territory.
  • Responsible for supporting an established Fleet List and working closely with internal and external partners to drive preference for Cummins engines.
  • Prior sales experience within the on-hwy market and/or within Cummins is a plus.


Compensation:

Please note that the salary range provided is a good faith estimate on the applicable range. The final salary offer will be determined after considering relevant factors, including a candidate's qualifications and experience, where appropriate.

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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