Territory Sales, Fleet Account Executive – NA Regional Accounts

Responsibilities

• Proactively identify and pursue new business opportunities, expanding the customer base and increasing revenue through targeted prospecting and outreach.
• Develop and execute strategic account plans, building deep customer relationships that uncover needs, buying processes, and long-term growth opportunities.
• Leverage strong understanding of customer priorities to position Cummins solutions effectively, aligning offerings to deliver measurable value and differentiate from competitors.
• Lead value-based sales conversations, helping customers evaluate data and clearly understand the advantages and ROI of Cummins products and services.
• Consistently achieve or exceed sales targets by driving deal progression, maintaining accurate forecasts, and managing pipeline health through CRM tools.
• Navigate and close negotiations successfully, including pricing and payment terms, while protecting company interests and strengthening customer partnerships.
• Improve cash flow and customer health by managing accounts receivable, resolving payment issues collaboratively, and maintaining low levels of past due accounts.
• Strengthen team and business performance by mentoring peers, collaborating cross-functionally, and ensuring alignment between customer expectations, inventory, service, and delivery capabilities.

Requirements

• 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.
• Prior sales experience within the on-hwy market and/or within Cummins is a plus.
• Intermediate level of relevant work experience required.

Core Competencies

Demonstrates expertise in strategic account management and value-based sales, with a strong focus on customer relationship building and revenue growth. Proficient in leveraging CRM tools to manage sales pipelines and achieve targets while mentoring team members and collaborating cross-functionally.