Territory Sales - Field Sales Account Executive - Senior

We are looking for a talented Territory Sales-Field Sales Account Executive Senior to join our team specializing in Power Generation for our Aftermarket Business in in Kapolei, HI. 

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

• Drive revenue growth by identifying, researching, and pursuing new business opportunities while expanding Cummins’ presence within key accounts.
• Develop and execute strategic account plans that strengthen customer relationships, increase market penetration, and support long-term business growth.
• Build trusted partnerships with customers by understanding their business objectives, operational challenges, and purchasing processes to deliver tailored solutions.
• Leverage customer insights to position Cummins products and services effectively, demonstrating value and helping customers understand the benefits of proposed solutions.
• Achieve sales targets while maintaining a strong focus on customer satisfaction, retention, and the generation of repeat business opportunities.
• Lead customer negotiations in alignment with company guidelines, supporting profitable growth while maintaining positive and productive customer relationships.
• Collaborate with customers and internal stakeholders to resolve payment, service, delivery, and operational challenges, ensuring a seamless customer experience.
• Provide leadership and mentorship to less experienced account executives while maintaining accurate sales forecasts, CRM reporting, and pipeline visibility to support business planning and execution.

Responsibilities

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

• Demonstrate strong business insight by understanding market dynamics, customer needs, and industry trends to drive profitable growth and support organizational objectives. 

• Build and maintain strong customer relationships by delivering customer-focused solutions that address business challenges and create long-term value. 

• Communicate effectively with customers and internal stakeholders, adapting complex information and technical concepts to meet the needs of diverse audiences. 

• Develop strategic account plans that identify growth opportunities, strengthen customer partnerships, and align account objectives with broader business goals. 

• Articulate compelling value propositions that clearly differentiate Cummins products, services, and solutions from competitors while addressing specific customer needs. 

• Apply strong negotiation and pricing strategy skills to achieve mutually beneficial outcomes, protect business interests, and support sustainable growth. 

• Leverage sales forecasting and pipeline management practices to maintain a healthy sales pipeline, improve forecast accuracy, and drive consistent sales performance. 

• Use critical thinking and customer insights to analyze complex information, understand buying behaviors, and develop tailored solutions that advance customer and business success.
  
  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.

Qualifications

In this position you will be required to call on all customers on O’ahu that have a generator and or a diesel fire pump. A lot of our customers are hospitals, universities, high rise condos and hotels. Please know we do work on the other islands when requested but most of the out work is on O’ahu. We use Salesforces to log your activities and create our Generator Planned Maintenance Agreements. You will use your own personal vehicle to make your sales calls, we do reimburse you for the mileage driven. 

Compensation: 

Please note that the salary range provided is a good faith estimate on the applicable range. The final salary offer will be determined after considering relevant factors, including a candidate’s qualifications and experience, where appropriate.