Territory Sales - Field Sales Account Executive - Senior

Responsibilities

The role involves driving revenue growth by identifying new business opportunities and executing strategic account plans for power generation products. You will build trusted customer partnerships, lead negotiations, and collaborate with internal stakeholders to ensure seamless service delivery.

Requirements

Candidates must possess a college degree in Marketing, Sales, or a related field, or an equivalent combination of education and experience. Intermediate-level professional experience and the ability to manage customer relationships and sales pipelines are required.

Skills

• Sales
• Account management
• Business development
• Strategic planning
• Negotiation
• Customer relationship management
• Sales forecasting
• Pipeline management
• Market analysis
• CRM
• Salesforce
• Mentorship
• Communication
• Critical thinking
• Value proposition
• Pricing strategy

About this role

We are looking for a talented Territory Sales-Field Sales Account Executive
Senior to join our team specializing in Power Generation for our Aftermarket
Business in in Kapolei, HI. 

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

* Drive revenue growth by identifying, researching, and pursuing new business
opportunities while expanding Cummins’ presence within key accounts.
* Develop and execute strategic account plans that strengthen customer
relationships, increase market penetration, and support long-term business
growth.
* Build trusted partnerships with customers by understanding their business
objectives, operational challenges, and purchasing processes to deliver
tailored solutions.
* Leverage customer insights to position Cummins products and services
effectively, demonstrating value and helping customers understand the
benefits of proposed solutions.
* Achieve sales targets while maintaining a strong focus on customer
satisfaction, retention, and the generation of repeat business opportunities.
* Lead customer negotiations in alignment with company guidelines, supporting
profitable growth while maintaining positive and productive customer
relationships.
* Collaborate with customers and internal stakeholders to resolve payment,
service, delivery, and operational challenges, ensuring a seamless customer
experience.
* Provide leadership and mentorship to less experienced account executives
while maintaining accurate sales forecasts, CRM reporting, and pipeline
visibility to support business planning and execution.

RESPONSIBILITIES

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

* Demonstrate strong business insight by understanding market dynamics,
customer needs, and industry trends to drive profitable growth and support
organizational objectives. 

* Build and maintain strong customer relationships by delivering
customer-focused solutions that address business challenges and create
long-term value. 

* Communicate effectively with customers and internal stakeholders, adapting
complex information and technical concepts to meet the needs of diverse
audiences. 

* Develop strategic account plans that identify growth opportunities,
strengthen customer partnerships, and align account objectives with broader
business goals. 

* Articulate compelling value propositions that clearly differentiate Cummins
products, services, and solutions from competitors while addressing specific
customer needs. 

* Apply strong negotiation and pricing strategy skills to achieve mutually
beneficial outcomes, protect business interests, and support sustainable
growth. 

* Leverage sales forecasting and pipeline management practices to maintain a
healthy sales pipeline, improve forecast accuracy, and drive consistent sales
performance. 

* Use critical thinking and customer insights to analyze complex information,
understand buying behaviors, and develop tailored solutions that advance
customer and business success.

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

In this position you will be required to call on all customers on O’ahu that
have a generator and or a diesel fire pump. A lot of our customers are
hospitals, universities, high rise condos and hotels. Please know we do work on
the other islands when requested but most of the out work is on O’ahu. We use
Salesforces to log your activities and create our Generator Planned Maintenance
Agreements. You will use your own personal vehicle to make your sales calls, we
do reimburse you for the mileage driven. 

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.

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.

About Cummins

Motor Vehicle Manufacturing · 10,001+ employees · headquartered in Columbus, Indiana