Territory Sales - Field Sales Account Executive - Senior

DESCRIPTION

Job Summary:

We are seeking a dynamic and customer-focused Account Executive to join our sales team, with a primary focus on driving growth across Western Missouri, Kansas, and potentially Eastern Nebraska. While the role is posted in Kansas City, Missouri, we offer flexibility in candidate location to attract top talent. In this role, you will be responsible for identifying new business opportunities, developing strategic account plans, and delivering customer-centric solutions that align with Cummins' value proposition. You’ll build and maintain strong relationships with customers, understand their unique needs, and provide tailored solutions that differentiate us in the marketplace. This position requires a strong business mindset, effective communication skills, and the ability to navigate complex negotiations and pricing strategies. You’ll also play a key role in forecasting, pipeline management, and mentoring less experienced team members, all while contributing to a collaborative and high-performance sales culture.

In this role you will make an impact in the following ways:

• Prospect & Engage: Identify and research potential customers, initiate contact, and develop opportunities to expand our customer base.
• Strategic Planning: Create and execute account plans for high-potential prospects, including regular face-to-face meetings to understand their business needs and goals.
• Customer Relationship Management: Build trust and rapport with new and existing customers, gaining insight into their business models, priorities, and purchasing processes.
• Solution Selling: Leverage your understanding of customer needs to present compelling Cummins solutions, helping customers evaluate data and recognize the unique value we offer.
• Market Intelligence: Share customer and market insights with leadership to inform strategy and product development.
• Negotiation & Financial Stewardship: Conduct negotiations in line with company guidelines, including payment terms, and assist in managing accounts receivable to maintain healthy financial relationships.
• Collaboration & Problem Solving: Work closely with internal teams and customers to resolve payment issues and ensure service and delivery expectations are met.
• Sales Performance: Drive revenue growth by meeting or exceeding sales targets while ensuring a high level of customer satisfaction.
• Customer Support: Respond promptly to customer concerns and inquiries, maintaining strong relationships that lead to repeat business.
• Process Excellence: Consistently apply the Cummins Sales Process and utilize tools like CRM to track activity, forecast sales, and report progress.
• Mentorship & Leadership: Provide guidance and support to less experienced team members, fostering a collaborative and high-performing sales culture.

RESPONSIBILITIES

To be successful in this role you will need the following:

Strong Business Acumen

• Demonstrates a deep understanding of the business landscape and uses that insight to align sales strategies with organizational goals and market dynamics.

Exceptional Communication Skills

• Communicates clearly and effectively across multiple channels and audiences, tailoring messages to resonate with customers, colleagues, and stakeholders.

Customer-Centric Mindset

• Builds lasting relationships by understanding customer needs and delivering solutions that create real value and drive satisfaction.

Value-Based Selling Expertise

• Clearly articulates the unique value of products and services by aligning solutions with customer challenges, differentiating from competitors with confidence and clarity.

Strategic Account Planning

• Develop and execute thoughtful account strategies that balance customer needs with business capabilities, drive long-term growth and measurable results.

Negotiation & Pricing Strategy

• Leads negotiations with a win-win mindset, aligning pricing strategies with business objectives while ensuring customer satisfaction and profitability.

Sales Pipeline & Forecasting Proficiency

• Manages a healthy sales pipeline through proactive planning, accurate forecasting, and data-driven decision-making to meet and exceed targets.

Adaptability & Audience Awareness

• Translates complex information into clear, actionable insights tailored to the audience—whether customers, internal teams, or external partners.

Education, Licenses, Certifications:

• Required: 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.

Experience:

• Intermediate level of relevant work experience required.

QUALIFICATIONS

Role is posted in Kansas City, Missouri. Potential Area of Responsibility: Western Missouri, and Kansas, with potential of Eastern Nebraska. Candidate location flexible.

Job Sales

Organization Cummins Inc.

Role Category On-site with Flexibility

Job Type Exempt - Experienced

ReqID 2419380

Relocation Package No

100% On-Site No

Cummins and E-Verify

At Cummins, we are an equal opportunity and affirmative action employer dedicated to diversity in the workplace. Our policy is to provide equal employment opportunities to all qualified persons without regard to race, gender, color, disability, national origin, age, religion, union affiliation, sexual orientation, veteran status, citizenship, gender identity and/or expression, or other status protected by law. Cummins validates the right to work using E-Verify and will provide the Social Security Administration (SSA) and, if necessary, the Department of Homeland Security (DHS), with information from each new employee’s Form I-9 to confirm work authorization. Visit http://EEOC.gov to know your rights on workplace discrimination.