DESCRIPTION

Job Summary

The Account Manager is responsible for managing customer relationships and executing business strategies for less complex accounts, such as regional, single business unit, or internal accounts. The role focuses on achieving sales objectives, expanding existing customer relationships, and executing account sales plans aligned with Cummins’ overall business strategy. The position may also support larger or more complex accounts when partnered with a senior Account Manager.

Key Responsibilities Customer & Account Management

• Develop, manage, and maintain strong business relationships with assigned customer accounts in support of the organization’s sales strategy.
• Act as the primary point of contact and champion the voice of the customer within the organization.
• Lead, manage, and coordinate customer communication at appropriate organizational levels.
• Measure customer satisfaction, analyze feedback data, and create action plans to improve customer experience.

Sales & Revenue Growth

• Achieve sales and revenue targets by selling Cummins products and services to assigned business customers.
• Identify and pursue new business opportunities, including participation in cost-reduction and value-enhancement initiatives.
• Extend and expand the sale of products and services within existing customer accounts.
• Drive Customer Focus Six Sigma initiatives to strengthen customer relationships and improve business outcomes.

Account Strategy & Planning

• Support and execute account strategies in collaboration with internal stakeholders to deliver optimal results.
• Drive cross–business unit account development aligned with overall account strategy.
• Develop and maintain accurate sales forecasts and track progress against targets.
• Manage and assess the sales pipeline, adjusting sales strategies as required to achieve objectives.

Commercial & Operational Coordination

• Negotiate and implement contracts with customer accounts within authorized limits.
• Manage production, distribution, inventory, service, and delivery issues associated with assigned accounts.
• Manage accounts receivable deliverables, including discussions and negotiations related to payment terms.
• Work with internal teams and customers to balance inventory levels, service expectations, and delivery capabilities.

RESPONSIBILITIES

Qualifications

• Bachelor’s degree or equivalent in Marketing, Sales, Technical, or a related discipline, or equivalent industry experience.
• Demonstrated understanding of customer relationship management and account-based selling.
• This position may require licensing for compliance with export control or sanctions regulations.

Skills

• Customer relationship management and stakeholder engagement
• Account planning and account strategy development
• Sales forecasting and pipeline management
• Pricing strategy development and commercial negotiation
• Ability to articulate and differentiate Cummins’ value proposition
• Strong communication skills with the ability to adapt messaging to diverse audiences
• Channel and market awareness
• Ability to integrate customer perspective into sales strategies and solutions
• Data-driven decision-making and sense-making across complex information

QUALIFICATIONS

Experience

• Significant relevant work experience required, including prior customer-facing and/or product-related experience
• Experience in purchasing and commercial contract negotiation preferred
• Proven experience managing sales performance, forecasts, and customer satisfaction initiatives

Job Sales

Organization Cummins Inc.

Role Category On-site with Flexibility

Job Type Exempt - Experienced

ReqID 2422963

Relocation Package No

100% On-Site No