Territory Sales - Field Sales Account Executive - Senior

We are looking for a talented Territory Sales – Inside Sales Representative Senior to join our team in Sales within the Western Zone of the U.S. 

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

• Convert inbound and externally generated leads into revenue by executing proactive outreach, effective qualification, and timely follow‑up to close new and repeat sales. 
• Drive incremental growth through cross‑selling and up‑selling to existing customers, strengthening relationships and increasing overall customer value. 
• Ensure a smooth, end‑to‑end sales cycle—from lead through negotiation to sale—by consistently applying the Cummins Sales Process. 
• Provide high‑quality sales support through accurate quotation/RFP management, escalated inquiry resolution, and coordination with sales representatives to advance opportunities. 
• Strengthen customer satisfaction and loyalty by delivering clear, timely communication and building trusted, long‑term relationships. 
• Maintain clean, accurate data in CRM and sales tools to support reliable forecasting, reporting, and informed business decisions. 
• Identify recurring issues from customer inquiries and recommend improvements that enhance service quality and operational efficiency. 
• Support business growth by coordinating with internal teams, optimizing inside sales activities, and contributing insights that improve processes, forecasting accuracy, and overall sales performance.

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

• Communicate effectively by tailoring messages to the needs of different audiences and ensuring clarity, accuracy, and understanding across all interactions. 
• Maintain strong customer focus by building trusted relationships and delivering solutions that address each customer’s unique priorities. 
• Persuade and influence others by presenting compelling, data‑driven arguments that secure support and commitment. 
• Plan and align work by prioritizing tasks and managing time effectively to meet deadlines and support organizational goals. 
• Clearly articulate the value proposition by interpreting customer needs and demonstrating how products and services deliver differentiated value. 
• Apply channel awareness to navigate industry dynamics and path‑to‑market considerations that support successful sales execution. 
• Use pricing strategy skills to collaborate with stakeholders, develop competitive pricing, and achieve revenue and margin targets. 
• Conduct effective account planning by setting objectives, tracking progress, and aligning actions to drive account and business strategy. 
• Adapt communication to target audiences by simplifying complex information so stakeholders can understand and act on it. 
• Develop account strategies by assessing current account health, defining future-state goals, and balancing customer needs with business capabilities. 
• Integrate customer perspectives to shape sales content and solutions that meet customer needs and increase revenue opportunities. 
• Apply sales forecasting by using internal and external data to anticipate customer demand and inform planning. 
• Manage the sales pipeline proactively by monitoring pipeline health, adjusting strategies, and driving execution to achieve sales objectives. 
• Use sense making to ask diagnostic questions, synthesize complex information, and deliver tailored solutions that align with customer buying behavior.

Education, Licenses, Certifications: 

• University or college degree in the field of Sales or Marketing, or an acceptable combination of education and experience required.
• This position may require licensing for compliance with export controls or sanctions regulations.

Experience: 

• Prior experience required. 
• Experience as a quote analyst or another sales support function desirable. 
• Limited travel may be required. 
• Experience with customer relationship management software desirable. 
• Experience with other software-based sales and business tools desirable.

Additional Information: 

• The Inside Sales Representative will support the OEM business across the Western Zone, serving customers in the Construction, Agriculture, Marine, Defense, and Vocational markets. 
• This role partners closely with Western Zone Industrial Account Executives to support key OEM accounts, drive sales growth, and promote a strong preference for Cummins products and services—from initial fitment through aftermarket support and customer service.

Additional Responsibilities: 

• Manage OEM whole‑goods sales orders from placement through delivery, ensuring accuracy and timeliness.
• Coordinate and resolve delivery issues related to quality, order content, or freight damage.
• Manage monthly project inventory, including incoming stock orders, repower programs, and engine‑down inventory to support sales opportunities.
• Support the execution of key customer, account, and market support plans in alignment with Western Zone sales strategies.
• Collaborate cross‑functionally with sales, supply chain, logistics, and customer support teams to ensure a seamless customer experience.

Additional Skills/Experience:

• Communication: Ability to communicate clearly and professionally, actively listen, and engage effectively with internal and external stakeholders.
• Problem‑Solving & Critical Thinking: Skilled in identifying issues, analyzing root causes, and developing practical, effective solutions.
• Risk Management: Ability to identify, assess, and help mitigate potential project and delivery risks.
• Budgeting and Cost Control: Understanding of project cost awareness and financial discipline.
• Systems & Process Capability: Ability to learn and navigate complex internal systems and manage dependencies across multiple platforms.
• Project management and/or customer support experience preferred.
• Experience with sales processes, technical product knowledge, and supply chain systems is a plus.