Territory Sales - Field Sales Account Executive - Senior

We are looking for a talented Territory Sales – Field Sales Account Executive to join our team in Sales in Henderson, CO.

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

• Drive Revenue Growth – By identifying, researching, and engaging prospective customers, you’ll create new opportunities that directly increase sales and expand market share.
• Build Strategic Relationships – Developing and strengthening customer relationships will position you as a trusted advisor, enabling deeper understanding of their needs and long-term loyalty.
• Deliver Tailored Solutions – Using insights into customer priorities, you’ll match Cummins solutions to their business challenges, ensuring value-driven outcomes.
• Influence Decision-Making – By articulating the differential advantage of Cummins offerings and guiding customers through data-driven evaluations, you’ll help them make informed purchasing decisions.
• Shape Market Strategy – Bringing emerging customer and market needs to leadership will influence product development and strategic direction, keeping Cummins competitive.
• Ensure Financial Health – Managing negotiations, payment terms, and assisting with collections will protect revenue streams and maintain strong cash flow.
• Champion Customer Satisfaction – Responding promptly to concerns and collaborating on solutions will enhance customer experience, leading to repeat business and referrals.
• Mentor and Lead – Providing guidance to less experienced account executives will strengthen team capability and contribute to a culture of excellence.

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

• Business Insight – Apply deep knowledge of the business and marketplace to identify opportunities and advance organizational goals. 
• Customer Focus – Build strong, trust-based relationships and provide solutions that prioritize customer success. 
• Articulating Value Proposition – Clearly explain and demonstrate Cummins solutions to differentiate against competitors and meet customer-specific needs. 
• Channel Awareness – Understand and contextualize industry structure and market dynamics to drive strategic decisions. 
• Pricing Strategy – Develop pricing that aligns with business targets through collaboration and stakeholder consensus. 
• Negotiations Excellence – Use proven negotiation tools and methods to achieve mutually beneficial agreements within company guidelines. 
• Account Planning – Set clear objectives and track progress to execute effective account strategies. 
• Adapts to Target Audience – Simplify complex technical information so it’s understandable and actionable for each audience. 
• Developing Account Strategy – Assess current account status and define future goals that balance customer needs with business capabilities. 
• Sales Forecasting – Analyze historical and current data to accurately predict future consumption patterns. 
• Sales Pipeline Management – Monitor pipeline health and adjust strategies to ensure consistent progress toward sales objectives. 
• Sense Making – Use probing questions and research to uncover customer needs and synthesize insights into tailored solutions.

Education, Licenses, Certifications: 

• 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:

• Position will be responsible for growing Power Generation business in the state of Colorado and Wyoming. 
• Responsible for taking over a well-established customer base and growing additional business, calling on various end users, contractors, and consultants in the Northern CO and Wyoming market