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We are looking for a talented Territory Sales-Field Sales Account Executive-Senior for our Memphis Branch, TN.

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

• Drive business growth by identifying, researching, and pursuing new sales opportunities, while developing and executing strategic account plans for key prospects. 

• Build strong, long-term customer relationships by understanding customer needs, business models, and buying processes, enabling the delivery of tailored solutions. 

• Leverage customer insights and industry knowledge to recommend Cummins products, services, and solutions that create value and address current and emerging business challenges. 

• Influence customer decision-making by clearly communicating the value proposition and competitive advantages of Cummins solutions through a consultative sales approach. 

• Achieve and exceed sales objectives by managing the full sales cycle, conducting customer meetings, negotiating agreements in line with company guidelines, and ensuring high levels of customer satisfaction. 

• Support the financial health of the business by maintaining acceptable levels of past-due accounts, assisting with collections, and collaborating with customers and internal stakeholders to resolve payment issues. 

• Utilize the Cummins Sales Process, CRM tools, sales forecasts, and reporting systems to effectively manage opportunities, monitor performance, and drive accurate business planning. 

• Foster collaboration and team success by mentoring less experienced account executives and partnering with internal stakeholders to balance inventory, service, delivery capabilities, and customer expectations.

• Candidate will be responsible for growing Power Generation business within a given territory.  Experience in the construction industry is a plus, individual should be a self-starter with the ability to strategically develop relationships with key customers in the territory.   Technical degree and/or work experience in a technical field is desired for this role.  Must have the ability to prioritize constantly changing tasks throughout the day and work week and have the ability to work cross-functionally with teams throughout the organization.

• Experience in the Power Generation or Emergency Power markets is ideal but not necessarily required.  

Compensation and Benefits

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.

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

• Demonstrate strong business insight by understanding market dynamics, industry trends, and customer business objectives to identify opportunities that advance organizational goals. 

• Build and maintain exceptional customer relationships by taking a customer-focused approach, understanding needs, and delivering solutions that create long-term value. 

• Communicate effectively with a wide range of audiences, adapting complex technical and business information into clear, actionable messages that customers and stakeholders can easily understand. 

• Develop and execute effective account strategies and account plans by assessing customer needs, identifying growth opportunities, setting achievable targets, and tracking progress against objectives. 

• Apply strong sales pipeline management and forecasting skills to proactively manage opportunities, maintain an accurate forecast, and drive consistent sales performance. 

• Leverage sales acumen and value-selling techniques to articulate Cummins' value proposition, differentiate solutions from competitors, and help customers make informed business decisions. 

• Utilize advanced negotiation and pricing strategies to achieve mutually beneficial outcomes while aligning with company objectives, profitability targets, and customer expectations. 

• Embrace diverse perspectives and use strong sense-making and customer insight skills to understand customer challenges, integrate their perspective into solutions, and deliver results that drive business growth and customer satisfaction.

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.