Territory Sales - Field Sales Account Executive - Senior

Job Description

We are looking for a talented Territory Sales-Field Sales Account Executive-Senior to join our team specializing in Sales and supporting the On-Highway Business within the Atlantic territory in Canada.

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: 
 

• Grow the business by identifying, researching, and engaging prospective customers to create new sales opportunities.
• Execute focused account plans for top prospects and conduct strategic face-to-face sales calls that advance opportunities.
• Build and strengthen customer relationships to understand needs, buying processes, and business models, enabling tailored Cummins solutions.
• Differentiate Cummins' value by helping customers interpret data, evaluate options, and gain confidence in the advantages of Cummins products and services.
• Bring customer and market insights forward to inform leadership of emerging needs, trends, and opportunities.
• Negotiate effectively and support financial health by managing contract terms, assisting with accounts receivable, and resolving delinquent payments collaboratively.
• Drive sales performance by achieving targets, maintaining accurate forecasts, responding quickly to concerns, and ensuring customer satisfaction and repeat business.
• Model leadership within the sales process by mentoring less experienced account executives and consistently using CRM tools, forecasting processes, and cross-functional collaboration to balance inventory, service, and delivery expectations.

Responsibilities

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

• Apply sharp business insight to read the market, understand customer expectations, and align decisions with organizational goals.
• Communicate with precision and adaptability, tailoring complex or technical information so every audience - sales, customers, leadership - gets exactly what they need to act.
• Build deep, trust-based customer relationships and consistently deliver solutions that reflect their real needs, constraints, and buying journey.
• Articulate a compelling value proposition by interpreting customer problems and clearly differentiating your products, services, and capabilities from competitors.
• Navigate channels and market dynamics to position offerings effectively and advance strategic objectives across the path to market.
• Drive pricing and negotiation outcomes by aligning stakeholders, using structured methods, and securing agreements that meet business targets while preserving customer value.
• Lead strategic account planning and execution, defining the current state, desired future state, and the actions required to close the gap.
• Use data to forecast, manage the pipeline, and make sense of complex inputs, enabling accurate predictions, proactive adjustments, and stronger revenue performance.
  
  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 with sales forecasting and strategic planning is considered an asset.
• Participation in trade shows and relevant industry events will also be expected.
• Bilingual will be an asset.
• Candidate must be able to travel to the USA.

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.