Territory Sales - Field Sales Account Executive - Senior

About the position

The Territory Sales - Senior Field Sales Account Executive role at Cummins, Inc. in San Antonio, TX, focuses on driving sales and building customer relationships within the territory. The position involves identifying prospective customers, developing strategic account plans, and tailoring solutions to meet customer needs. The executive will also be responsible for achieving sales targets, ensuring customer satisfaction, and utilizing Cummins sales tools and processes effectively.

Responsibilities

• Identify and engage prospective customers to create new sales opportunities.
• Develop and implement detailed account plans for top prospects, ensuring regular face-to-face sales calls.
• Establish new customer relationships and enhance existing ones to understand their needs and buying processes.
• Tailor solutions to customer needs by communicating the value and advantages of Cummins products.
• Conduct negotiations within company guidelines and manage payment terms to maintain acceptable levels of past due accounts.
• Drive sales efforts to meet or exceed targets while ensuring high levels of customer satisfaction.
• Maintain strong customer relationships to generate future sales and address customer concerns promptly.
• Utilize Cummins Sales Tools and Processes to support sales and enhance customer value.

Requirements

• College or university degree in Marketing, Sales, or a related subject, or equivalent sales-related work experience.
• Intermediate level of relevant work experience required.
• Ability to make effective, professional presentations to both small and large groups.
• Proficiency with Microsoft 365 (Excel, PowerPoint, Word, Outlook, Teams).
• Ability to use Cummins Insite diagnostic software.

Nice-to-haves

• Dealer sales/service experience is a plus.
• Understanding of Spanish, familiar but not fluent.

Benefits

• Competitive salary range between $67,800 and $91,600 based on qualifications and experience.
• Sales compensation plan with a 70/30 structure.