Industrial Account Executive at Cummins in Novi, Michigan

Job Description:

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

• 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.


• Develops opportunities to increase sales by identifying, researching and contacting prospective customers. Develops and executes account plans for top prospects and conducts agreed upon face to face sales calls.


• Develops new customer relationships and strengthens current customer relationships that enable identification of a customer’s needs, business model and buying process.


• Uses understanding of customer needs and priorities to identify and offer Cummins solutions.


• Gains agreement on the differential advantage of Cummins solutions by helping the customer understand and evaluate existing data and information and the value proposition.


• Drives sales, achieving sales targets and ensuring customer satisfaction. Maintains and strengthens customer relationships to generate future sales and repeat business. Responds to customer concerns in a timely fashion.

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

• Min 3 years of relevant work experience required.


• Firm command of Salesforce to manage & grow a territory of 300-400 physical and virtual accounts.


• Demonstrated ability to sell and close business virtually.


• Experience with Industrial Dealer and Rental channels and business development activities to assist in growth.


• Familiarity and experience with Construction, Ag, and Marine Markets.


• Demonstrated ability to create Dealer and End User preference for product and services. 

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.

Compensation and Benefits

Base salary rate commensurate with experience. Additional benefits vary between locations and include options such as our 401(k) Retirement Savings Plan, Cash Balance Pension Plan, Medical/Dental/Life Insurance, Health Savings Account, Domestic Partners Coverage and a full complement of personal and professional benefits.

Cummins and E-verify

At Cummins, we are an equal opportunity and affirmative action employer dedicated to diversity in the workplace. 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. Cummins validates right to work using E-Verify. Cummins will provide the Social Security Administration (SSA) and, if necessary, the Department of Homeland Security (DHS), with information from each new employee’s Form I-9 to confirm work authorization.