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 Sacramento, CA.

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

• Grow revenue by proactively identifying, researching, and engaging new prospects, turning qualified leads into meaningful sales opportunities. 


• Develop and execute focused account plans that strategically strengthen top‑prospect engagement and advance face‑to‑face selling activities.


• Build strong, trust‑based customer relationships that reveal customer needs, buying processes, and decision drivers. 


• Match customer priorities to tailored Cummins solutions, clearly articulating value, differentiation, and business impact to gain customer agreement. 


• Bring customer insights and emerging market needs to leadership, influencing solution development and organizational priorities. 


• Drive successful negotiations and ensure healthy receivables, balancing competitive deals with company guidelines while resolving payment issues in partnership with internal teams. 


• Achieve sales targets through disciplined use of the Cummins Sales Process and CRM tools, maintaining accurate forecasts and reporting for business visibility. 


• Support team capability by mentoring less experienced account executives and collaborating across functions to align inventory, service, and delivery with customer expectations.

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

• Deep business and market understanding to anticipate trends, recognize revenue opportunities, and align sales decisions with organizational goals. 
• Strong, audience‑specific communication skills that allow me to clearly convey insights, recommendations, and complex information in a way each stakeholder can understand and act on. 
• A customer‑centric mindset that focuses on building trust, understanding buying behaviors, and delivering solutions that create measurable value. 
• Ability to articulate a compelling value proposition by interpreting customer needs and clearly explaining how Cummins solutions outperform alternatives. 
• Channel and industry awareness to navigate market dynamics, competitive forces, and partner paths to accelerate sales success. 
• Pricing strategy expertise to develop competitive, profitable pricing by collaborating with cross‑functional stakeholders and aligning to business objectives. 
• Negotiation skills grounded in Cummins tools and methods to reach agreements that satisfy both customer needs and internal expectations. 
• Disciplined account planning and strategy development to define current account position, desired future state, and actionable steps that build relationships and drive growth. 
• Ability to tailor messages to different audiences—from technical explanations to business-level summaries—ensuring clarity and adoption. 
• Capability to integrate the customer perspective into sales content, messaging, and recommendations to improve relevance and strengthen revenue outcomes. 
• Strong analytical skills for forecasting and pipeline management, using data, history, and insights to ensure accurate sales predictions and to adjust strategies proactively. 
• Sense-making ability to dig into customer needs, ask the right questions, synthesize complex data, and deliver customized solutions that align with the customer’s buying journey.

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 Responsibilities:

• Position will be responsible for growing Power Generation business in the Sacramento and Fresno markets. 
• Responsible for taking over a well-established customer base and growing additional business, calling on various end users, contractors, and consultants in the assigned markets.  
• Previous experience in the Power Generation business is a plus.  
• Must be a self-motivated individual that needs little direction and feels comfortable working in a hybrid work environment.
• This position offers a competitive base salary plus performance-based commission.

This position offers a competitive base salary plus performance-based comissions.