Territory Sales, Field Sales Manager

Cummins Inc.

. Grow Heavy Duty market share and sales within assigned National Fleet Accounts by developing and executing strategic customer growth plans .

Posted 11/3/2026full-timeRemote • Michigan • United StatesMid-LevelSeniorWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in developing and executing strategic customer growth plans, fostering strong customer relationships, and providing consultative guidance on product specifications and maintenance strategies. Proficient in collaborating cross-functionally to deliver integrated solutions and leveraging market intelligence for sales strategies.

Highest-signal resume keywords

Strategic Customer Growth PlansField Sales ExperienceConsultative ExpertiseAccount ManagementCross-Functional Collaboration

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Sales ManagementMarket IntelligenceForecastingPricing StrategiesAccount Planning

Soft Skills

Customer Relationship ManagementProblem ResolutionCommunication SkillsCollaborationConsultative Selling

Tools & Technologies

Sales SystemsCRM Software

Certifications & Qualifications

Licensing for Compliance

Industry Keywords

Heavy Duty MarketOEM CollaborationCustomer RetentionTotal Cost of OwnershipSales Initiatives

About the role

Key responsibilities & impact

Grow Heavy Duty market share and sales within assigned National Fleet Accounts by developing and executing strategic customer growth plans
Build and maintain strong customer relationships, including executive-level engagement, to support long-term business growth and customer retention
Provide consultative guidance on product specifications, maintenance strategies, and total cost of ownership
Collaborate cross-functionally with Sales, Marketing, Service, Engineering, and Operations teams to deliver integrated customer solutions
Partner with OEMs, distributors, and internal stakeholders to identify, develop, and capture new business opportunities
Maintain accurate customer records, account plans, forecasts, and sales activities within company systems
Lead resolution of complex customer issues by coordinating with technical, service, and support teams
Foster collaboration across diverse teams to achieve business objectives and deliver customer outcomes
Translate complex technical and commercial concepts into clear, audience-specific messaging
Assess account performance, identify growth opportunities, and develop actionable account plans
Develop pricing strategies, sales initiatives, and growth plans to maximize profitability
Leverage forecasting, pipeline analysis, and market intelligence to support sales strategies
Use research, diagnostic questioning, and customer insights to develop tailored solutions

Requirements

What you’ll need

University or college degree in the field of Sales or Marketing, or an acceptable combination of experience and education
Significant level of relevant work experience required for this senior position
Extensive experience in Field Sales or Sales Management is desirable
This position may require licensing for compliance with export controls or sanctions regulations
Ability to develop and execute strategic customer growth plans
Consultative expertise on product specifications, maintenance practices, and total cost of ownership
Ability to collaborate with OEMs, distributors, Sales, Marketing, Service, Engineering, Operations, technical teams, and internal stakeholders
Ability to maintain accurate account records, account plans, forecasts, and sales activities within company systems
Ability to lead resolution of complex customer issues

Benefits

Comp & perks

401(k) Retirement Savings Plan
Medical Insurance
Dental Insurance
Life Insurance
Health Savings Account
Domestic Partners Coverage
A full complement of personal and professional benefits