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DESCRIPTION

We are looking for a talented **Territory Sales – Marine Field Sales Account Executive Senior** to join our team in **Sales** in **Santa Fe Springs, CA.**

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

+ **Drive Revenue Growth** By identifying and converting new prospects into customers, you'll directly contribute to increasing sales and expanding market share.

+ **Build Strategic Relationships** You'll develop and deepen customer relationships, gaining insights into their business models and needs—positioning Cummins as a trusted partner.

+ **Deliver Tailored Solutions** Using your understanding of customer priorities, you'll match their needs with Cummins solutions, showcasing the unique value proposition and securing buy-in.

+ **Influence Customer Decisions** You'll help customers evaluate data and understand the advantages of Cummins offerings, guiding them toward informed purchasing decisions.

+ **Provide Market Intelligence** By bringing emerging customer and market needs to leadership, you'll help shape future strategies and product development.

+ **Ensure Financial Health** Your role in negotiating terms and assisting with receivables will support healthy cash flow and minimize financial risk.

+ **Champion Customer Satisfaction** Through timely responses and proactive issue resolution, you'll enhance customer experience and foster loyalty and repeat business.

+ **Mentor and Lead** By guiding less experienced account executives and collaborating across teams, you'll elevate overall sales performance and team capability.

RESPONSIBILITIES

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

+ **Strong Business Insight** Understand market dynamics, customer industries, and Cummins’ strategic goals to align your sales efforts with broader business objectives.

+ **Effective Communication Skills** Tailor your messaging to different audiences—customers, internal teams, and stakeholders—ensuring clarity, relevance, and impact.

+ **Customer-Centric Mindset** Build trust and long-term relationships by deeply understanding customer needs and delivering solutions that create real value.

+ **Ability to Articulate Value** Clearly demonstrate how Cummins products and services solve customer problems better than competitors, using data and application-specific insights.

+ **Channel and Market Awareness** Navigate industry structures and sales channels effectively to position Cummins offerings and drive growth in the right markets.

+ **Strategic Pricing and Negotiation Skills** Develop pricing strategies that meet business targets and use negotiation tools to secure favorable terms while maintaining customer satisfaction.

+ **Account Strategy and Planning Expertise** Create and execute account plans that reflect customer status, needs, and potential—tracking progress and adjusting tactics to meet goals.

+ **Sales Process Mastery** Leverage forecasting, pipeline management, and customer insights to drive consistent sales performance and adapt strategies as needed.

QUALIFICATIONS

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 is a marine market focused field sales position, classified as a hybrid role in Cummins allowing flexibility to live within California near the Cummins Santa Fe Springs or El Cajon facility or other Cummins locations such as service branches along the West Coast, at the manager’s discretion. It is important for the marine market to be in close proximity to your customer base. The team is structured to also have assigned territory that may require regular flights due to sales responsibilities to meet the needs of your customer base assigned as well as represent Cummins at tradeshows and conferences outside the local area.

+ The primary responsibility for the proposal generation and being the marine subject matter expert on the Cummins value package, selling to end users, dealers, and OEM/Shipyards. **The sales territory will be in Southern California (South of Monterey Bay, CA to the southern California state border).** This role will have the primary responsibility of managing Cummins current and future customers as well as positioning Cummins products into new designed vessels via Upstream Influence with Naval Architects (based in CA) requiring domestic travel to their locations. Familiarity to understand government solicitations, CARB regulations, Carl Moyer funding, bid/proposal generation, and organization skills to coordinate a matrix approach to responding is key.

+ This customer facing field sales role is focused on positioning the value of Cummins marine solutions to broad range of customers including OEMs/builders/shipyards/dealers and operators in Western US.

+ Secondarily, the role is responsible for cultivating relationships internally and externally for revenue growth through CSSNA service locations including selling engines, power generation, parts, and service to targeted marine operators within Western US.

+ Day to day activities include ownership of the sales and marketing aspect of projects for marine in the area, quoting, prospecting both commercial and recreational markets. The position scope includes networking and travel to Cummins sites, customer sites, and trade shows to promote propulsion and gensets products into new build and repower projects of existing vessels.

+ Visit existing and call on new customers interested in repowers of existing competitive and Cummins powered vessels.

+ Interface with shipyards, OEMs, and builders on new construction projects requiring Cummins power. Must be able to balance needs of various stakeholders and guide decision making process of the customer.

Additional Skills/Experience:

+ Must have ability to apply a foundational technical understanding in a selling environment connecting with a diverse set of maritime customers. Willingness to learn and become an expert on marine propulsion selection, understand vessel applications, and common marine electronics (controls and gensets) to make sound recommendations during the sales process. This relationship adds value to our marine customers especially as the project complexity increases.

+ Preferred knowledge of how to solve common marine customer issues on engines and related sub-systems.

+ Must be confident providing engine selection and scope of supply decisions collaborating within Cummins engineering teams on installation guidance on-site at shipyards as well as remotely over the phone or video conference with customer base.

+ Demonstrated proficiency in customer facing activities, building value of the Cummins portfolio (engines, parts, service, NPBU). Activities include face to face product positioning, negotiating, selling, and relationship building. Including traveling to remote sites.

+ Emphasis for attention to detail and accuracy in quarterly sales forecast in SalesForce and management of product inventory is key. Adopt a “what it takes to win” attitude.

+ Learn Cummins tools, create engine specifications in COLS, account plans, sales call reports, and manage sales pipeline in SalesForce required. Orders are submitted through a Cummins site COMS and inventory is accessed through BMS.

+ Practical experience working within a team in a digital environment understanding stakeholder needs and balancing customer views. Project management skills to ensure timely delivery of equipment, appropriate installation, and successful sea trial completion and key milestones are met for each sale.

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.

**Job** Sales

**Organization** Cummins Inc.

**Role Category** Hybrid

**Job Type** Exempt - Experienced

**Min Salary** $46700

**Max Salary** $63100

**Application End Date** 22-OCT-2025

**ReqID** 2411196

**Relocation Package** No

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 the right to work using E-Verify and 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. Visit http://EEOC.gov to know your rights on workplace discrimination.