Senior Tech Sales Rep On-Highway MD/HD Truck

Cummins Inc.; Sumner (WA); On-site; USD 105,160 - 142,450; Full time

Job summary

Cummins Inc. in Sumner, WA is seeking a dynamic Senior Tech Sales Rep on-Highway MD/HD Truck with a strong field sales background. You will engage customers in the territory, develop opportunities, and execute account plans while building long-term relationships.

The role emphasizes understanding customer needs, presenting Cummins solutions, and managing forecasts. Travel within the region, use Salesforce and BI tools, and contribute to meeting sales targets.

Qualifications

• College degree in Marketing or Sales or related field or equivalent sales experience.
• Experience in field sales is preferred.
• Licensing for export controls/sanctions may be required.
• Intermediate level of relevant work experience is expected.

Responsibilities

• Develop opportunities with new customers and increase sales.
• Create and implement account plans for top prospects, including face‑to‑face calls.
• Build and strengthen customer relationships to understand needs and buying processes.
• Propose Cummins solutions based on customer priorities.
• Demonstrate value proposition by explaining data and differential advantages.
• Assist with accounts receivable and resolve delinquent payments.
• Drive sales targets and maintain customer satisfaction.
• Maintain forecasts and report activities in CRM.

Skills

Field sales experience

MD/HD truck knowledge

Computer skills

Communication skills

Willing to travel

Self-starter

Bilingual Spanish/English

Education

Bachelor's degree in Marketing or Sales

Tools

Salesforce

Concur

Microsoft Office

BI Suite

Job description

We are looking for a talented Senior Tech Sales Rep On-Highway MD/HD Truck to join our team specializing in Sales for Cummins, Inc. in Sumner, WA.

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

• Develop Opportunities with New Customers: Develop opportunities to increase sales by researching and reaching out to potential customers.
• Execute Account Plans: Create and implement account plans for top prospects, including conducting face‑to‑face sales calls.
• Build and Strengthen Customer Relationships: Develop new customer relationships and enhance existing ones to understand their needs, business models, and buying processes, ensuring future sales and repeat business.
• Offer Solutions Based on Customer Needs: Use your understanding of customer priorities to identify and propose Cummins solutions.
• Demonstrate Value Proposition: Help customers understand and evaluate existing data and the value proposition of Cummins solutions to gain agreement on their differential advantage.
• Manage Accounts Receivables: Assist with the collection of accounts receivables, maintain acceptable levels of past‑due accounts, and collaborate with customers and internal stakeholders to resolve delinquent payments.
• Achieve Sales Targets: Drive sales to meet targets, ensure customer satisfaction, and respond to customer concerns promptly.
• Maintain Sales Forecasts: Track progress and accuracy against sales forecasts, and report activities via the Customer Relationship Management tool as directed by management.

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

• Articulating Value Proposition - Deeply interpret both internal and external customer needs. Clearly explain and demonstrate how your products, solutions, and services meet these needs. Highlight strengths and address any weaknesses to differentiate from competitors.
• Developing Account Strategy - Evaluate the current relationship, financial status, product competitiveness, barriers, quality, and service levels of your accounts. Balance customer requirements with business capabilities to set achievable targets that align with your business strategy.
• Sales Forecasting - Gather customer data from various sources and compare it against historical data. Use this information to predict future consumption patterns. Develop forecasts that are realistic and based on solid data analysis.
• Sales Pipeline Management - Develop and execute account/territory‑level sales strategies based on your current pipeline. Regularly assess the size, contents, and progress of your pipeline. Adjust your sales strategy and plans as needed.

Education/Experience

• 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.
• Intermediate level of relevant work experience required.

Position Overview

We are seeking a dynamic and results‑driven professional with a strong background in field sales and deep knowledge of the MD/HD On‑Highway product and industry. The ideal candidate will demonstrate exceptional computer proficiency and the ability to quickly master platforms such as Salesforce, Concur, Microsoft Office, and Business Intelligence Suite.

Key Responsibilities

• Spend approximately 80% of your time engaging with customers face‑to‑face in the field.
• Travel within your local territory Downey, CA to conduct solution‑based sales conversations and present our product offers.
• Participate in occasional travel to other cities or states for company meetings and industry‑related conferences.
• Cross functional role, working and relying on our Operations Service Centers locations to deliver what you have sold/influenced.

Qualifications

• Proven experience in field sales.
• Strong understanding of On‑Highway MD/HD Truck products and industry trends.
• Advanced computer skills and familiarity with key business platforms, able and willing to learn new skills to accommodate the developing business needs.
• Excellent communication and interpersonal skills, ability to work with others that often have opposing views or goals.
• Willingness to travel as needed.
• Must be self‑starter, not only in going into the field and cold calling/meeting customers, but along with leaning into learning our products and our internal digital tools.
• Personal auto used, mileage reimbursement per IRS standards.
• Bilingual Spanish / English is a plus.

This role is on a 80/20 sales compensation plan, paid quarterly.

Job

Sales

Organization

Cummins Inc.

Role Category

On‑site with Flexibility

Job Type

Exempt - Experienced

Min Salary

$105160

Max Salary

$142450

ReqID

2432003

Relocation Package

No

100% On‑Site

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.