Territory Sales - Field Sales Account Executive - Senior

terms, and assists with accounts receivable collections.

• Drives sales to achieve targets while ensuring customer satisfaction.

• Maintains and strengthens customer relationships to generate repeat business.

• Responds to customer concerns promptly.

• Utilizes the Cummins Sales Process and tools, including Customer Relationship Management (CRM) and special projects.

• Reports activities via CRM per management direction and maintains accurate sales forecasts.

• Provides leadership and mentorship to less experienced account executives.

• Collaborates with internal stakeholders and customers to balance inventory, service, and delivery capabilities with customer expectations.

RESPONSIBILITIES

Key Performance Indicators (KPIs):

• Achievement of Annual Operating Plan (AOP) for three lines of business (Retail/CCC/CTT)

• MITWA Activation

• Completion of planned sales activities

• Fleet sales performance

• Focused product sales execution

Competencies:

• Business Insight: Applies knowledge of the business and market to drive strategic goals.

• Communicates Effectively: Delivers clear, multi-mode communication tailored to diverse audiences.

• Customer Focus: Builds strong customer relationships and delivers customer-centric solutions.

• Articulating Value Proposition: Demonstrates and explains product strengths and weaknesses to meet customer needs.

• Channel Awareness: Understands industry structure, dynamics, and market pathways to advance goals.

• Pricing Strategy: Aligns pricing strategies with stakeholder consensus to meet business targets.

• Negotiations Excellence: Uses tools and techniques to achieve contract agreements beneficial to all parties.

• Account Planning: Defines objectives and execution strategies to drive business and account strategy.

• Adapts to Target Audience: Simplifies complex topics to enhance understanding for stakeholders.

• Developing Account Strategy: Assesses customer status and defines achievable targets aligned with business strategy.

• Integrates Customer Perspective: Incorporates customer insights into sales content for improved solutions and revenue growth.

• Sales Forecasting: Collects and analyzes customer data to predict future consumption patterns.

• Sales Pipeline Management: Plans proactive sales execution based on pipeline health and adjusts strategies accordingly.

• Sense Making: Uses research and probing questions to understand customer behaviors and needs, synthesizing insights into tailored solutions.

• Values Differences: Recognizes and leverages diverse perspectives and cultures in business operations.

QUALIFICATIONS

Education, Licenses, and Certifications:

• Required: Bachelor's degree in Marketing, Sales, or a related field; or equivalent sales-related work experience, or a combination of education and experience.

• May require licensing for compliance with export controls or sanctions regulations.

Experience:

• Intermediate level of relevant work experience required.

Job Sales

Organization Cummins Inc.

Role Category Hybrid

Job Type Exempt - Experienced

ReqID 2412845

Relocation Package No