Territory Sales - Field Sales Account Executive - Senior

Cummins•Kapolei, HI

1d•$41,800 - $56,300•Onsite

About The Position

Cummins is seeking a senior Territory Sales-Field Sales Account Executive specializing in Power Generation for its Aftermarket Business in Kapolei, Hawaii. The role focuses on growing revenue and Cummins’ presence across key accounts by developing strategic account plans, building customer relationships, positioning products and services, achieving sales targets, and leading customer negotiations. The position also involves resolving customer payment, service, delivery, and operational challenges in collaboration with customers and internal stakeholders, as well as mentoring less experienced account executives and maintaining sales forecasts, CRM reporting, and pipeline visibility. The account executive will call on customers on O’ahu that have generators and/or diesel fire pumps. Customers include hospitals, universities, high-rise condominiums, and hotels. Work on other islands may be requested, though most work is on O’ahu. The role uses Salesforce to log activities and create Generator Planned Maintenance Agreements. The employee uses a personal vehicle for sales calls and receives mileage reimbursement.

Requirements

College, university, or equivalent degree in Marketing, Sales, or a related subject; acceptable sales-related work experience; or an acceptable combination of education and experience.
Intermediate-level relevant work experience.
Demonstrated business insight and understanding of market dynamics, customer needs, and industry trends.
Ability to build and maintain customer relationships and provide customer-focused solutions.
Effective communication with customers and internal stakeholders, including adapting complex information and technical concepts for diverse audiences.
Ability to develop strategic account plans and align account objectives with broader business goals.
Ability to articulate value propositions that differentiate Cummins products, services, and solutions from competitors.
Strong negotiation and pricing strategy skills.
Sales forecasting and pipeline management skills.
Critical-thinking skills and ability to use customer insights to analyze complex information, understand buying behaviors, and develop tailored solutions.
Ability to use a personal vehicle for sales calls.

Responsibilities

Identify, research, and pursue 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 customer partnerships by understanding their business objectives, operational challenges, and purchasing processes, and deliver tailored solutions.
Use customer insights to position Cummins products and services and explain the value of proposed solutions.
Achieve sales targets while focusing on customer satisfaction, retention, and repeat business.
Lead customer negotiations in alignment with company guidelines to support profitable growth and productive customer relationships.
Collaborate with customers and internal stakeholders to resolve payment, service, delivery, and operational challenges.
Provide leadership and mentorship to less experienced account executives.
Maintain accurate sales forecasts, CRM reporting, and pipeline visibility.
Call on customers on O’ahu with generators and/or diesel fire pumps, including hospitals, universities, high-rise condominiums, and hotels; work on other islands when requested.
Use Salesforce to log activities and create Generator Planned Maintenance Agreements.