Territory Sales - Field Sales Account Executive - Senior

Cummins•Kapolei, HI

1d•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 driving revenue growth, expanding Cummins’ presence within key accounts, and developing customer relationships through tailored products and service solutions. Customers on O’ahu include hospitals, universities, high-rise condominiums, and hotels with generators or diesel fire pumps. Work on other islands may be requested, but most sales activity is on O’ahu. The account executive develops strategic account plans, pursues new business, identifies customer needs and purchasing processes, and communicates the value of Cummins solutions. The position is accountable for sales targets, customer satisfaction, retention, repeat business, negotiations, and accurate sales forecasting and CRM records. It also provides leadership and mentorship to less experienced account executives and collaborates with customers and internal stakeholders to resolve payment, service, delivery, and operational challenges. The role uses Salesforce to record activities and create Generator Planned Maintenance Agreements. The employee uses a personal vehicle for sales calls and receives mileage reimbursement. A degree in Marketing, Sales, or a related subject is required, or an acceptable combination of sales-related work experience and education. Intermediate-level relevant work experience is required. Licensing may be required for compliance with export controls or sanctions regulations.

Requirements

College, university, or equivalent degree in Marketing, Sales, or a related subject; alternatively, acceptable sales-related work experience or an acceptable combination of education and experience.
Intermediate-level relevant work experience.
Strong business insight into market dynamics, customer needs, and industry trends.
Ability to build customer relationships and deliver solutions that address business challenges and create long-term value.
Effective communication with customers and internal stakeholders, including adapting complex and technical information 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.
Ability to use sales forecasting and pipeline management practices.
Critical-thinking skills and ability to analyze customer insights and buying behaviors to develop tailored solutions.
Ability to travel to customer sites using a personal vehicle; mileage is reimbursed.
This position may require licensing for compliance with export controls or sanctions regulations.

Responsibilities

Identify, research, and pursue new business opportunities and expand Cummins’ presence within key accounts.
Develop and execute strategic account plans to strengthen customer relationships, increase market penetration, and support long-term growth.
Understand customer business objectives, operational challenges, and purchasing processes to provide tailored solutions.
Use customer insights to position Cummins products and services and explain the value of proposed solutions.
Achieve sales targets while supporting customer satisfaction, retention, and repeat business.
Lead customer negotiations in alignment with company guidelines and support profitable growth.
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 that have generators or diesel fire pumps, and work on other islands when requested.
Use Salesforce to log activities and create Generator Planned Maintenance Agreements.
Use a personal vehicle to make sales calls; mileage driven is reimbursed.