Territory Sales - Field Sales Account Executive - Senior

Job Description

We are looking for a talented Account Management Specialist Senior to join our team specializing in Sales, part and Service, supporting the Truck Dealer and Truck Fleet Business, within the territory of Eastern Ontario.

Job Summary:

Prospects and develops new opportunities to grow the business. Independently develops/executes account plans to build customer relationships and achieve sales goals within the assigned sales territory, market segment or channel partners.

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

• Strengthen long-term customer loyalty by proactively developing and nurturing strategic relationships across assigned accounts.
• Accelerate revenue growth by identifying new business opportunities and expanding product and service penetration within existing clients.
• Serve as the central communication hub, ensuring seamless coordination between customers and internal teams at every level.
• Negotiate and execute contracts that protect the organization's interests while supporting customer needs and long-term partnership goals.
• Resolve production, distribution, and service challenges quickly and collaboratively to maintain operational continuity and customer confidence.
• Champion the customer's voice internally, using satisfaction data and insights to drive targeted action plans and continuous improvement.
• Safeguard financial performance by managing accounts receivable, including discussions and negotiations around payment terms.
• Enhance organizational alignment by maintaining accurate sales forecasts and driving cross-business-unit collaboration to support account strategy.

Responsibilities

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

• Embrace and leverage diverse perspectives to strengthen customer relationships, navigate complex account dynamics, and collaborate effectively across functions.
• Communicate with clarity and adaptability, tailoring your message to technical teams, executives, customers, and sales partners so each audience understands and can act on the information.
• Build deep customer trust by consistently delivering customer-centric solutions, integrating their perspective into strategy, and demonstrating integrity in every interaction.
• Demonstrate strong ownership and accountability, ensuring commitments are met, issues are resolved quickly, and internal partners stay aligned with account priorities.
• Articulate a compelling value proposition by interpreting customer needs, understanding competitive alternatives, and clearly differentiating your products and services.
• Apply strategic commercial insight through channel awareness and pricing strategy, aligning stakeholders to set competitive pricing and advance business goals.
• Drive disciplined account strategy and planning, using data, forecasting, and pipeline management to identify opportunities, track progress, and adjust plans proactively.
• Synthesize complex information through sense-making, using probing questions and research to deeply understand customer behavior and deliver tailored, high-impact solutions.
  
  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

 

• Experience in truck specification is an asset and will be considered a strong advantage.
• Proven ability to work independently while managing priorities effectively.
• High level of accountability with respect to time management, organization, and deliverables.
• Must be able to travel to the US.

Ontario Pay Transparency Act
 

• The annual salary for this position is $81,000-$109,400 and a 8% of Variable Compensation
• This role includes benefits (Health, Dental, Vision, pension plan) starting on your first day.
• This posting is for 1 vacancy
• Cummins does not require Canadian experience, supporting equitable opportunities for all applicants, including newcomers.
• We use artificial intelligence or automated systems in parts of our screening process, in accordance with Ontario regulations

COMPENSATION AND BENEFITS

Base salary rate commensurate with experience. Additional benefits vary between locations and include options such as our Company Pension Plan, Medical/Dental/Life Insurance, and a full complement of personal and professional benefits.

At Cummins, we are committed to the principles of diversity and employment equity under the Employment Equity Act, and we strive to ensure that our workforce reflects the diverse nature of Canadian society.

Our policy is to provide equal employment opportunities to all qualified persons without regard to race, gender, color, disability, national origin, age, religion, union affiliation, sexual orientation, veteran status, citizenship, gender identity and/or expression, or other status protected by law.

The successful candidate will be subject to our Pre-Employment Background Screening process which consists of a Criminal Background Check.

About Us

Cummins is an equal opportunity employer. Our policy is to provide equal employment opportunities to all qualified persons without regard to race, sex, color, disability, national origin, age, religion, union affiliation, sexual orientation, veteran status, citizenship, gender identity, or other status protected by law.