Territory Sales - Marine Field Sales Account Executive - Senior

We are looking for a talented Territory Sales – Marine Field Sales Account Executive Senior to join our team in Sales in Santa Fe Springs, CA.

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

• Drive Revenue Growth
  By identifying and converting new prospects into customers, you'll directly contribute to increasing sales and expanding market share.
• Build Strategic Relationships
  You'll develop and deepen customer relationships, gaining insights into their business models and needs—positioning Cummins as a trusted partner.
• Deliver Tailored Solutions
  Using your understanding of customer priorities, you'll match their needs with Cummins solutions, showcasing the unique value proposition and securing buy-in.
• Influence Customer Decisions
  You'll help customers evaluate data and understand the advantages of Cummins offerings, guiding them toward informed purchasing decisions.
• Provide Market Intelligence
  By bringing emerging customer and market needs to leadership, you'll help shape future strategies and product development.
• Ensure Financial Health
  Your role in negotiating terms and assisting with receivables will support healthy cash flow and minimize financial risk.
• Champion Customer Satisfaction
  Through timely responses and proactive issue resolution, you'll enhance customer experience and foster loyalty and repeat business.
• Mentor and Lead
  By guiding less experienced account executives and collaborating across teams, you'll elevate overall sales performance and team capability.

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

• Strong Business Insight
  Understand market dynamics, customer industries, and Cummins’ strategic goals to align your sales efforts with broader business objectives.
  
• Effective Communication Skills
  Tailor your messaging to different audiences—customers, internal teams, and stakeholders—ensuring clarity, relevance, and impact.
  
• Customer-Centric Mindset
  Build trust and long-term relationships by deeply understanding customer needs and delivering solutions that create real value.
  
• Ability to Articulate Value
  Clearly demonstrate how Cummins products and services solve customer problems better than competitors, using data and application-specific insights.
  
• Channel and Market Awareness
  Navigate industry structures and sales channels effectively to position Cummins offerings and drive growth in the right markets.
  
• Strategic Pricing and Negotiation Skills
  Develop pricing strategies that meet business targets and use negotiation tools to secure favorable terms while maintaining customer satisfaction.
  
• Account Strategy and Planning Expertise
  Create and execute account plans that reflect customer status, needs, and potential—tracking progress and adjusting tactics to meet goals.
  
• Sales Process Mastery
  Leverage forecasting, pipeline management, and customer insights to drive consistent sales performance and adapt strategies as needed.
  

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.

Additional Information:

• This is a marine market focused field sales position, classified as a hybrid role in Cummins allowing flexibility to live within California near the Cummins Santa Fe Springs or El Cajon facility or other Cummins locations such as service branches along the West Coast, at the manager’s discretion. It is important for the marine market to be in close proximity to your customer base. The team is structured to