Territory Sales - Field Sales Account Executive - Senior

Cummins•Henderson, NV

11d•Hybrid

About The Position

We are looking for a talented Territory Sales – Field Sales Account Executive to join our team in Sales in Henderson, CO. In this role, you will make an impact in the following ways: Drive Revenue Growth – By identifying, researching, and engaging prospective customers, you’ll create new opportunities that directly increase sales and expand market share. Build Strategic Relationships – Developing and strengthening customer relationships will position you as a trusted advisor, enabling deeper understanding of their needs and long-term loyalty. Deliver Tailored Solutions – Using insights into customer priorities, you’ll match Cummins solutions to their business challenges, ensuring value-driven outcomes. Influence Decision-Making – By articulating the differential advantage of Cummins offerings and guiding customers through data-driven evaluations, you’ll help them make informed purchasing decisions. Shape Market Strategy – Bringing emerging customer and market needs to leadership will influence product development and strategic direction, keeping Cummins competitive. Ensure Financial Health – Managing negotiations, payment terms, and assisting with collections will protect revenue streams and maintain strong cash flow. Champion Customer Satisfaction – Responding promptly to concerns and collaborating on solutions will enhance customer experience, leading to repeat business and referrals. Mentor and Lead – Providing guidance to less experienced account executives will strengthen team capability and contribute to a culture of excellence.

Requirements

College, university, or equivalent degree in Marketing, Sales or a related subject, or acceptable sales related work experience, or an acceptable combination of education and experience.
This position may require licensing for compliance with export controls or sanctions regulations.
Intermediate level of relevant work experience required.

Nice To Haves

Previous experience in the Power Generation business is a plus, must be a self-motivated individual that needs little direction and feels comfortable working in a hybrid work environment.

Responsibilities

Business Insight – Apply deep knowledge of the business and marketplace to identify opportunities and advance organizational goals.
Customer Focus – Build strong, trust-based relationships and provide solutions that prioritize customer success.
Articulating Value Proposition – Clearly explain and demonstrate Cummins solutions to differentiate against competitors and meet customer-specific needs.
Channel Awareness – Understand and contextualize industry structure and market dynamics to drive strategic decisions.
Pricing Strategy – Develop pricing that aligns with business targets through collaboration and stakeholder consensus.
Negotiations Excellence – Use proven negotiation tools and methods to achieve mutually beneficial agreements within company guidelines.
Account Planning – Set clear objectives and track progress to execute effective account strategies.
Adapts to Target Audience – Simplify complex technical information so it’s understandable and actionable for each audience.
Developing Account Strategy – Assess current account status and define future goals that balance customer needs with business capabilities.
Sales Forecasting – Analyze historical and current data to accurately predict future consumption patterns.
Sales Pipeline Management – Monitor pipeline health and adjust strategies to ensure consistent progress toward sales objectives.
Sense Making – Use probing questions and research to uncover customer needs and synthesize insights into tailored solutions.