Territory Sales - Field Sales Account Executive - Senior

We are looking for a talented Territory Sales - Field Sales Account Executive to join our team in Sales within the Western Zone of the U.S.

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

• Grow the business through proactive prospecting , identifying and qualifying new customers by researching markets, initiating outreach, and creating strong pipelines.
• Develop and execute strategic account plans that deepen relationships with top prospects and guide purposeful, value-driven sales engagements.
• Build trusted customer partnerships by understanding their business models, priorities, and buying processes, enabling more targeted and relevant solutions.
• Differentiate Cummins through value-based selling , helping customers understand data, compare alternatives, and clearly see the advantage of Cummins solutions.
• Serve as the voice of the customer , bringing emerging needs, trends, and feedback to leadership to influence business decisions and future offerings.
• Negotiate and manage accounts responsibly , adhering to company guidelines, assisting with collections, and collaborating to resolve delinquent payments and maintain healthy financial performance.
• Drive revenue and customer satisfaction by consistently executing the Cummins Sales Process, maintaining accurate CRM documentation, and delivering reliable forecasts.
• Support team capability and operational alignment by mentoring less experienced sellers and working cross-functionally to balance inventory, service, and delivery with customer expectations.

• Apply strong business insight to understand market dynamics, competitive pressures, and organizational priorities, ensuring decisions align with and advance business goals.
• Communicate with clarity and intention , tailoring messaging and delivery methods to meet the needs of diverse customers, partners, and internal stakeholders.
• Demonstrate deep customer focus by building trust, understanding business models and priorities, and delivering solutions that directly address customer needs.
• Articulate a compelling value proposition by interpreting customer requirements and clearly differentiating Cummins solutions from competitive alternatives.
• Leverage channel awareness to navigate industry structure, partner ecosystems, and paths to market in ways that support sales execution and organizational strategy.
• Align pricing strategies across stakeholders to support business targets while remaining competitive and responsive to customer expectations.
• Execute disciplined negotiations using structured methods and tools to achieve mutually beneficial agreements within Cummins guidelines.
• Drive strong account planning by setting objectives, tracking progress, and adjusting strategies to deliver on account and business goals.
• Adapt complex information for any audience, ensuring technical, financial, or strategic topics are clear, actionable, and relevant.
• Develop effective account strategies by analyzing current account status, identifying gaps and opportunities, and defining achievable future-state targets.
• Integrate customer insights into sales content and engagement strategies to increase relevance, value, and revenue impact.
• Forecast sales with accuracy by analyzing customer, market, and historical data to inform planning and decision-making.
• Manage the sales pipeline proactively by evaluating pipeline health and adjusting strategies and actions to meet sales objectives.
• Apply strong sense-making skills to probe, research, and synthesize complex internal and external information into tailored customer solutions.

• University or college degree in the field of Sales or Marketing, or an acceptable combination of education and experience required.
• This position may require licensing for compliance with export controls or sanctions regulations.

• Intermediate level of relevant work experience required.

• Increase generator planned equipment maintenance (PEM) service sales through prospecting and negotiating new contracts with new customers/clients. Increase sales book of business via bids, customer RFQ's, leads, commercial sales, etc.
• Work with the branch(es) PEM Sales supports to reduce PM WIP to ensure customers/clients are being taken care of.
• Development of Internal relationships - communicating job specifics with Service Department and PEM Admin Team. Gathering accurate labor, parts, and technical information needed to quote accurately.
• Salesforce Utilization - including updating customer interactions/activities, adding/updating opportunities, review of standardized dashboards.
• Responsible for PG Solutions Aftermarket Sales (i.e., PMVA, Extended Warranty, Remote Monitoring, Fluid Sampling, Cooling System Maintenance, etc.)