Colorado Field Sales Account Executive

DESCRIPTION

Job Summary:

We are looking for a talented Account Management Specialist Senior to grow Cummins' market presence across Colorado. In this role, you will build strong customer partnerships, identify new business opportunities, and deliver value-driven solutions that showcase the strength of the Cummins portfolio. You will manage a healthy sales pipeline, lead strategic account planning, and work cross-functionally to ensure customers receive exceptional service and support. This position requires strong commercial acumen, the ability to communicate effectively with diverse audiences, and a commitment to delivering customer-centric outcomes that drive both short-term success and long-term growth.

• Prospect & Engage: Identify and research potential customers, initiate contact, and develop opportunities to expand our customer base.
• Strategic Planning: Create and execute account plans for high-potential prospects, including regular face-to-face meetings to understand their business needs and goals.
• Customer Relationship Management: Build trust and rapport with new and existing customers, gaining insight into their business models, priorities, and purchasing processes.
• Solution Selling: Leverage your understanding of customer needs to present compelling Cummins solutions, helping customers evaluate data and recognize the unique value we offer.
• Market Intelligence: Share customer and market insights with leadership to inform strategy and product development.
• Negotiation & Financial Stewardship: Conduct negotiations in line with company guidelines, including payment terms, and assist in managing accounts receivable to maintain healthy financial relationships.
• Collaboration & Problem Solving: Work closely with internal teams and customers to resolve payment issues and ensure service and delivery expectations are met.
• Sales Performance: Drive revenue growth by meeting or exceeding sales targets while ensuring a high level of customer satisfaction.
• Customer Support: Respond promptly to customer concerns and inquiries, maintaining strong relationships that lead to repeat business.
• Process Excellence: Consistently apply the Cummins Sales Process and utilize tools like CRM to track activity, forecast sales, and report progress.
• Mentorship & Leadership: Provide guidance and support to less experienced team members, fostering a collaborative and high-performing sales culture.

• Demonstrates a deep understanding of the business landscape and uses that insight to align sales strategies with organizational goals and market dynamics.

• Communicates clearly and effectively across multiple channels and audiences, tailoring messages to resonate with customers, colleagues, and stakeholders.

• Builds lasting relationships by understanding customer needs and delivering solutions that create real value and drive satisfaction.

• Clearly articulates the unique value of products and services by aligning solutions with customer challenges, differentiating from competitors with confidence and clarity.

• Develop and execute thoughtful account strategies that balance customer needs with business capabilities, drive long-term growth and measurable results.

• Leads negotiations with a win-win mindset, aligning pricing strategies with business objectives while ensuring customer satisfaction and profitability.

• Manages a healthy sales pipeline through proactive planning, accurate forecasting, and data-driven decision-making to meet and exceed targets.

• Translates complex information into clear, actionable insights tailored to the audience-whether customers, internal teams, or external partners.

• 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.

• Intermediate level of relevant work experience required.