DESCRIPTION

Job Summary:

We are looking for a talented Account Management Specialist Senior to grow Cummins’ market presence across Colorado. In this role, you will build strong customer partnerships, identify new business opportunities, and deliver value‑driven solutions that showcase the strength of the Cummins portfolio. You will manage a healthy sales pipeline, lead strategic account planning, and work cross‑functionally to ensure customers receive exceptional service and support. This position requires strong commercial acumen, the ability to communicate effectively with diverse audiences, and a commitment to delivering customer‑centric outcomes that drive both short‑term success and long‑term growth.

You will be responsible for prospecting new customers, expanding existing accounts, and presenting Cummins products and services in a clear, compelling way that differentiates us in the market. You will engage customers regularly to understand their priorities, negotiate pricing and financial terms, and manage receivables to support healthy business performance. In addition, you will share market and competitive insights with leadership, collaborate with internal teams to resolve operational issues, and uphold high standards of pipeline management using the Cummins Sales Process and CRM tools. This role also plays a key part in strengthening the sales culture by supporting and mentoring less experienced team members.

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

• Prospect & Engage: Identify and research potential customers, initiate contact, and develop opportunities to expand our customer base.
• Strategic Planning: Create and execute account plans for high-potential prospects, including regular face-to-face meetings to understand their business needs and goals.
• Customer Relationship Management: Build trust and rapport with new and existing customers, gaining insight into their business models, priorities, and purchasing processes.
• Solution Selling: Leverage your understanding of customer needs to present compelling Cummins solutions, helping customers evaluate data and recognize the unique value we offer.
• Market Intelligence: Share customer and market insights with leadership to inform strategy and product development.
• Negotiation & Financial Stewardship: Conduct negotiations in line with company guidelines, including payment terms, and assist in managing accounts receivable to maintain healthy financial relationships.
• Collaboration & Problem Solving: Work closely with internal teams and customers to resolve payment issues and ensure service and delivery expectations are met.
• Sales Performance: Drive revenue growth by meeting or exceeding sales targets while ensuring a high level of customer satisfaction.
• Customer Support: Respond promptly to customer concerns and inquiries, maintaining strong relationships that lead to repeat business.
• Process Excellence: Consistently apply the Cummins Sales Process and utilize tools like CRM to track activity, forecast sales, and report progress.
• Mentorship & Leadership: Provide guidance and support to less experienced team members, fostering a collaborative and high-performing sales culture.

RESPONSIBILITIES

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

Strong Business Acumen

• Demonstrates a deep understanding of the business landscape and uses that insight to align sales strategies with organizational goals and market dynamics.

Exceptional Communication Skills

• Communicates clearly and effectively across multiple channels and audiences, tailoring messages to resonate with customers, colleagues, and stakeholders.

Customer-Centric Mindset

• Builds lasting relationships by understanding customer needs and delivering solutions that create real value and drive satisfaction.

Value-Based Selling Expertise

• Clearly articulates the unique value of products and services by aligning solutions with customer challenges, differentiating from competitors with confidence and clarity.

Strategic Account Planning

• Develop and execute thoughtful account strategies that balance customer needs with business capabilities, drive long-term growth and measurable results.

Negotiation & Pricing Strategy

• Leads negotiations with a win-win mindset, aligning pricing strategies with business objectives while ensuring customer satisfaction and profitability.

Sales Pipeline & Forecasting Proficiency

• Manages a healthy sales pipeline through proactive planning, accurate forecasting, and data-driven decision-making to meet and exceed targets.

Adaptability & Audience Awareness

• Translates complex information into clear, actionable insights tailored to the audience—whether customers, internal teams, or external partners.

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.

QUALIFICATIONS

Role is posted in Denver, CO. Potential Area of Responsibility is CO, with most business in Denver metro area.

Job Sales

Organization Cummins Inc.

Role Category On-site with Flexibility

Job Type Exempt - Experienced

Application End Date 15-APR-2026

ReqID 2426764

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.