Territory Sales - Field Sales Account Executive - Senior

Cummins•Kansas City, MO

About The Position

We are seeking a dynamic and customer-focused Account Executive to join our sales team, with a primary focus on driving growth across Western Missouri, Kansas, and potentially Eastern Nebraska. While the role is posted in Kansas City, Missouri, we offer flexibility in candidate location to attract top talent. In this role, you will be responsible for identifying new business opportunities, developing strategic account plans, and delivering customer-centric solutions that align with Cummins' value proposition. You’ll build and maintain strong relationships with customers, understand their unique needs, and provide tailored solutions that differentiate us in the marketplace. This position requires a strong business mindset, effective communication skills, and the ability to navigate complex negotiations and pricing strategies. You’ll also play a key role in forecasting, pipeline management, and mentoring less experienced team members, all while contributing to a collaborative and high-performance sales culture.

Responsibilities

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.