Territory Sales - Field Sales Account Executive - Senior

About the role

In this role, you will make an impact by:

• Proactively identifying and pursuing new business opportunities
• Building and executing strategic account plans
• Positioning Cummins’ solutions effectively
• Leading the end-to-end sales process
• Driving revenue growth and achieving or exceeding sales targets
• Collaborating with internal teams to ensure alignment on project requirements
• Protecting financial performance by managing accounts receivable
• Delivering a high-quality customer experience

Responsibilities

• Prioritize opportunities and align account strategies to growth targets
• Communicate clearly and adapt messaging across technical and non-technical audiences
• Build deep, trust-based relationships with customers
• Effectively articulate the Cummins value proposition
• Leverage channel awareness to navigate contractors, consulting engineers, and end users
• Develop and align pricing strategies with internal stakeholders
• Execute disciplined account planning, pipeline management, and forecasting
• Demonstrate strong negotiation, sense-making, and adaptability

Requirements

• Apply strong business and market insight
• Communicate clearly and adapt messaging
• Build deep, trust-based relationships
• Effectively articulate the Cummins value proposition
• Leverage channel awareness
• Develop and align pricing strategies
• Execute disciplined account planning, pipeline management, and forecasting
• Demonstrate strong negotiation, sense-making, and adaptability

Qualifications

• College, university, or equivalent degree in Marketing, Sales or a related subject, or acceptable sales related work experience
• Intermediate level of relevant work experience required
• Experience in power generation, industrial equipment, energy solutions, heavy equipment, or technical sales
• Strong understanding of generators, power systems, electrical equipment, or related technologies preferred
• Familiarity with project-based sales and contractor/consultant engagement

Skills

• Business and market insight
• Clear communication
• Customer relationship building
• Value proposition articulation
• Channel awareness
• Pricing strategy development
• Account planning and forecasting
• Negotiation and adaptability

Benefits

• Competitive base salary plus commission/incentive plan

Pay

• Min Salary: $41800
• Max Salary: $56300

Schedule

• Exempt - Experienced