Territory Sales - Fleet Account Executive - NA Regional Accts

Cummins • Cleveland, OH

2d • Hybrid

About The Position

We are looking for a talented Territory Sales - Fleet Account Executive - NA Regional Accts to join our team specializing in Sales in Cleveland, OH. In this role, you will make an impact in the following ways: Proactively identify and pursue new business opportunities, expanding the customer base and increasing revenue through targeted prospecting and outreach. Develop and execute strategic account plans, building deep customer relationships that uncover needs, buying processes, and long-term growth opportunities. Leverage strong understanding of customer priorities to position Cummins solutions effectively, aligning offerings to deliver measurable value and differentiate from competitors. Lead value-based sales conversations, helping customers evaluate data and clearly understand the advantages and ROI of Cummins products and services. Consistently achieve or exceed sales targets by driving deal progression, maintaining accurate forecasts, and managing pipeline health through CRM tools. Navigate and close negotiations successfully, including pricing and payment terms, while protecting company interests and strengthening customer partnerships. Improve cash flow and customer health by managing accounts receivable, resolving payment issues collaboratively, and maintaining low levels of past due accounts. Strengthen team and business performance by mentoring peers, collaborating cross-functionally, and ensuring alignment between customer expectations, inventory, service, and delivery capabilities.

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.
• Intermediate level of relevant work experience required.
• This position may require licensing for compliance with export controls or sanctions regulations.

Nice To Haves

• Prior sales experience within the on-hwy market and/or within Cummins is a plus.

Responsibilities

• Apply strong business insight and market awareness to align sales strategies with organizational goals and identify the most valuable opportunities for growth.
• Build and maintain deep customer relationships, consistently demonstrating a customer-first mindset and delivering tailored, value-driven solutions.
• Clearly articulate the value proposition, translating technical product capabilities into compelling benefits that resonate with each customer’s needs and differentiate from competitors.
• Demonstrate effective communication and adaptability, simplifying complex information and tailoring messaging to diverse audiences (customers, stakeholders, leadership).
• Develop and execute robust account strategies and plans, continuously assessing account health, identifying gaps, and driving progress toward defined targets.
• Use strong negotiation and pricing strategy skills to achieve mutually beneficial agreements while meeting profitability and business objectives.
• Actively manage sales pipeline and forecasting, leveraging data and insights to adjust strategies, maintain pipeline health, and improve forecast accuracy.
• Practice strong sense-making and inclusivity, synthesizing complex customer and market data, asking the right questions, and valuing diverse perspectives to deliver better solutions and outcomes.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level