Territory Sales - Field Sales Account Executive

The Territory Sales - Field Sales Account Executive is responsible for identifying and developing new business opportunities within a defined geographic area, market segment, or channel. The role includes executing account plans with coaching support, building strong customer relationships, and achieving sales targets. This position ensures that Cummins solutions are positioned effectively to meet customer needs and business goals.

Key Responsibilities

• Prospect and develop new customer accounts to grow territory revenue.
• Execute account plans for top prospects; conduct regular face-to-face sales calls.
• Build strong customer relationships to understand needs, decision-making processes, and priorities.
• Propose and position Cummins products and services as differentiated solutions.
• Conduct sales negotiations within company guidelines, including terms and payment collections.
• Ensure timely resolution of customer concerns and maintain high levels of satisfaction.
• Track and forecast sales progress using Customer Relationship Management (CRM) tools.
• Collaborate with internal teams to ensure product availability, delivery performance, and service quality.
• Lead or support marketing activities to promote focused product sales and territory engagement.
• Achieve performance metrics such as Active MITWA%, number of marketing activities, and AOP targets in Retail, CCC, and CTT.

Skills and Competencies

Core Competencies:

• Action Oriented:

  Approaches challenges with energy, urgency, and drive.

• Customer Focus:

  Builds strong relationships and delivers tailored solutions.

• Communicates Effectively:

  Adjusts communication style to suit different audiences.

• Persuades:

  Uses effective arguments to influence stakeholders.

• Values Differences:

  Appreciates diverse perspectives to strengthen decisions.

Technical/Functional Competencies:

• Articulating Value Proposition:

  Aligns product/service benefits to customer needs.

• Channel Awareness:

  Understands and communicates industry dynamics and channel structures.

• Pricing Strategy:

  Balances customer expectations and business targets.

• Negotiations Excellence:

  Secures agreements that meet both Cummins and customer needs.

• Account Planning:

  Develops strategic plans to drive account performance.

• Sales Forecasting & Pipeline Management:

  Analyzes data to maintain pipeline health and forecast sales.

• Sense Making & Customer Integration:

  Understands and adapts to customer behaviors, decision-making, and journey.

• Adapts to Target Audience:

  Simplifies complex concepts for various audiences.

• Integrates Customer Perspective:

  Uses customer insights to guide solution development and sales content.

Additional Information

• Travel: Yes, within the assigned territory.
• Tools: CRM tools such as Salesforce, and internal Cummins sales platforms.
• Reporting Line: Reports to [Insert Manager Title, e.g., Regional Sales Manager].

Education, Licenses, Certifications:

• Bachelors degree in Marketing, Sales, Business Administration or related field OR equivalent sales-related experience.

Experience:

• Basic relevant work experience in field sales or account management preferred.
• Experience in customer-focused roles and familiarity with sales processes will be an advantage.