Territory Sales - Fleet Account Executive - NA Regional Accts

We are looking for a talented Territory Sales - Fleet Account Executive - NA Regional Accts to join our team specializing in Sales in Cleveland, OH. 

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

• 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.

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

• Apply strong business insight and market awareness to align sales strategies with organizational goals and identify the most valuable opportunities for growth.
• Build and maintain deep customer relationships, consistently demonstrating a customer-first mindset and delivering tailored, value-driven solutions.
• Clearly articulate the value proposition, translating technical product capabilities into compelling benefits that resonate with each customer’s needs and differentiate from competitors.
• Demonstrate effective communication and adaptability, simplifying complex information and tailoring messaging to diverse audiences (customers, stakeholders, leadership).
• Develop and execute robust account strategies and plans, continuously assessing account health, identifying gaps, and driving progress toward defined targets.
• Use strong negotiation and pricing strategy skills to achieve mutually beneficial agreements while meeting profitability and business objectives.
• Actively manage sales pipeline and forecasting, leveraging data and insights to adjust strategies, maintain pipeline health, and improve forecast accuracy.
• Practice strong sense-making and inclusivity, synthesizing complex customer and market data, asking the right questions, and valuing diverse perspectives to deliver better solutions and outcomes.
  
   

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.

Additional Information: 

• This role is for a Fleet Account Executive in the EBU Regional Fleet Team - responsible for supporting strategic fleets in NE Ohio and Western PA.
• Ideal candidates will live in the Cleveland, Pittsburgh, or Youngstown area.
• This role is customer facing and will require weekly travel within the assigned territory.
• Responsible for supporting an established Fleet List and working closely with internal and external partners to drive preference for Cummins engines.
• Prior sales experience within the on-hwy market and/or within Cummins is a plus.

 

Compensation: 

Please note that the salary range provided is a good faith estimate on the applicable range. The final salary offer will be determined after considering relevant factors, including a candidate’s qualifications and experience, where appropriate.