Territory Sales - Field Sales Account Executive - Senior

Cummins • Columbus, IN

1d • $41,800 - $56,300 • Onsite

About The Position

We are looking for a talented Territory Sales – Field Sales Account Executive Senior to join our team specializing in Sales in Columbus, OH. In this role, you will make an impact by proactively identifying and pursuing new business opportunities by targeting electrical contractors, consulting engineers, and commercial end users to drive specification and sales of power generation solutions. You will build and execute strategic account plans, strengthening relationships with key stakeholders to understand project pipelines, customer needs, and buying processes. Position Cummins’ solutions effectively by aligning product capabilities to customer applications and clearly articulating the value proposition to secure specification and win business. Lead the end-to-end sales process, including quoting, negotiation (pricing and payment terms), order entry, and project tracking through delivery and completion. Drive revenue growth and achieve or exceed sales targets by maintaining accurate forecasts, tracking pipeline progress, and adjusting strategies based on market and customer insights. Collaborate with internal teams (engineering, supply chain, operations, service) to ensure alignment on project requirements, inventory, delivery timelines, and customer expectations. Protect financial performance by managing accounts receivable, resolving payment issues, and maintaining acceptable levels of past-due accounts. Deliver a high-quality customer experience by responding quickly to concerns, maintaining strong relationships for repeat business, mentoring junior team members, and consistently leveraging CRM tools and the Cummins Sales Process to ensure disciplined execution and visibility.

Requirements

• Senior level experience in sales
• Experience in the power generation solutions industry
• Ability to target electrical contractors, consulting engineers, and commercial end users
• Proficiency in building and executing strategic account plans
• Skill in leading the end-to-end sales process (quoting, negotiation, order entry, project tracking)
• Experience with sales forecasting and pipeline management
• Ability to collaborate with internal teams (engineering, supply chain, operations, service)
• Experience managing accounts receivable and resolving payment issues
• Proficiency in leveraging CRM tools and sales processes
• Mentoring junior team members

Responsibilities

• Proactively identify and pursue new business opportunities by targeting electrical contractors, consulting engineers, and commercial end users to drive specification and sales of power generation solutions.
• Build and execute strategic account plans, strengthening relationships with key stakeholders to understand project pipelines, customer needs, and buying processes.
• Position Cummins’ solutions effectively by aligning product capabilities to customer applications and clearly articulating the value proposition to secure specification and win business.
• Lead the end-to-end sales process, including quoting, negotiation (pricing and payment terms), order entry, and project tracking through delivery and completion.
• Drive revenue growth and achieve or exceed sales targets by maintaining accurate forecasts, tracking pipeline progress, and adjusting strategies based on market and customer insights.
• Collaborate with internal teams (engineering, supply chain, operations, service) to ensure alignment on project requirements, inventory, delivery timelines, and customer expectations.
• Protect financial performance by managing accounts receivable, resolving payment issues, and maintaining acceptable levels of past-due accounts.
• Deliver a high-quality customer experience by responding quickly to concerns, maintaining strong relationships for repeat business, mentoring junior team members, and consistently leveraging CRM tools and the Cummins Sales Process to ensure disciplined execution and visibility.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed