Cummins

Territory Sales - Field Sales Account Executive

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We’re looking for a driven and customer-focused Field Sales Account Executive to join our team. In this role, you’ll be responsible for identifying new business opportunities, building strong customer relationships, and driving revenue growth within your assigned territory.

You’ll work closely with customers to understand their needs, develop tailored solutions, and deliver value that differentiates our offerings in the market.

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

  • Identify, prospect, and develop new business opportunities to grow market share
  • Build and execute strategic account plans for key prospects and customers
  • Conduct face-to-face customer meetings and presentations
  • Develop strong customer relationships and understand their business models and buying processes
  • Present and position solutions aligned to customer needs and value propositions
  • Negotiate contracts, pricing, and commercial terms in line with company guidelines
  • Meet and exceed sales targets within your assigned territory
  • Maintain accurate sales forecasts and pipeline tracking
  • Use CRM tools to manage customer interactions and sales activities
  • Collaborate with internal stakeholders to deliver seamless customer outcomes
  • Support accounts receivable processes and manage overdue payments where required

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

  • Proven experience in a sales or customer-facing role (field sales experience highly regarded)
  • Strong ability to build relationships and influence decision-makers
  • Excellent communication and negotiation skills
  • Commercial acumen with an understanding of pricing and financial drivers
  • Ability to manage multiple accounts and prioritise effectively
  • Experience using CRM systems and managing sales pipelines
  • A proactive, self-motivated approach with a results-driven mindset
  • Background in mechanical or electrical engineering (advantageous, but not essential)
  • Experience working in technical or industrial sales environments
  • Understanding of channel sales and market dynamics

Key Skills & Competencies

  • Customer focus and relationship management
  • Persuasion and influencing skills
  • Sales forecasting and pipeline management
  • Account planning and territory management
  • Financial acumen – ability to interpret and apply financial indicators such as profitability and costing concepts
  • Ability to translate complex information into clear customer value
  • Strong problem-solving and analytical thinking

Qualifications and experience

  • Degree in Sales, Marketing, Business, Engineering or a related field
  • OR equivalent combination of education and relevant experience