Territory Sales-Field Sales Account Executive Senior

Cummins

4d•Onsite

About The Position

We are looking for a talented Territory Sales-Field Sales Account Executive-Senior to join our team specializing in Sales and supporting the On-Highway Business in Mississauga, Ont. Job Summary: Prospects and develops new opportunities to grow the business. Independently develops/executes account plans to build customer relationships and achieve sales goals within the assigned sales territory, market segment or channel partners. In this role, you will make an impact in the following ways: Grow the business by identifying, researching, and engaging prospective customers to create new sales opportunities. Execute focused account plans for top prospects and conduct strategic face‑to‑face sales calls that advance opportunities. Build and strengthen customer relationships to understand needs, buying processes, and business models, enabling tailored Cummins solutions. Differentiate Cummins’ value by helping customers interpret data, evaluate options, and gain confidence in the advantages of Cummins products and services. Bring customer and market insights forward to inform leadership of emerging needs, trends, and opportunities. Negotiate effectively and support financial health by managing contract terms, assisting with accounts receivable, and resolving delinquent payments collaboratively. Drive sales performance by achieving targets, maintaining accurate forecasts, responding quickly to concerns, and ensuring customer satisfaction and repeat business. Model leadership within the sales process by mentoring less experienced account executives and consistently using CRM tools, forecasting processes, and cross‑functional collaboration to balance inventory, service, and delivery expectations.

Requirements

College, university, or equivalent degree in marketing, sales, technical or a related subject or equivalent industry experience required.
Significant level of relevant work experience, including previous customer and/or product experience required.
Purchasing/commercial contract negotiation preferred.

Nice To Haves

Experience with sales forecasting and strategic planning is considered an asset.
Participation in trade shows and relevant industry events will also be expected.
Candidate must be able to travel to the USA.
This position covers South-western Ontario from Hamilton to Windsor.
Requires overnight stays.

Responsibilities

Apply sharp business insight to read the market, understand customer expectations, and align decisions with organizational goals.
Communicate with precision and adaptability, tailoring complex or technical information so every audience — sales, customers, leadership — gets exactly what they need to act.
Build deep, trust‑based customer relationships and consistently deliver solutions that reflect their real needs, constraints, and buying journey.
Articulate a compelling value proposition by interpreting customer problems and clearly differentiating your products, services, and capabilities from competitors.
Navigate channels and market dynamics to position offerings effectively and advance strategic objectives across the path to market.
Drive pricing and negotiation outcomes by aligning stakeholders, using structured methods, and securing agreements that meet business targets while preserving customer value.
Lead strategic account planning and execution, defining the current state, desired future state, and the actions required to close the gap.