Cummins

Account Management Manager

Cummins • $95K — $115K *
Business Services
Less than 5 years of experience
Job Overview by Ladders

Qualifications

  • Degree in Marketing, Sales, technical or related field, or equivalent experience.
  • 3+ years managing strategic OEM or large national accounts.
  • Strong background in developing aftermarket commercial strategies in multi-channel distribution.
  • Experience in negotiating commercial agreements with large customers.
  • In-depth understanding of heavy-duty aftermarket distribution and market dynamics.
  • Proven ability to use market intelligence and analytics for strategic planning.
  • Exceptional skills in influencing stakeholders without direct authority.

Responsibilities

  • Develop and execute effective aftermarket commercial strategies based on market insights.
  • Build and maintain strong relationships with OEMs and national accounts for long-term growth.
  • Manage pricing strategies and profitability to meet commercial objectives.
  • Negotiate commercial agreements and resolve complex business challenges effectively.
  • Collaborate across teams to achieve business results, influencing without direct authority.

Benefits

  • Remote-based position in contiguous US states.
  • Opportunity for professional growth in a supportive environment.
  • Engagement with cross-functional teams and senior leaders.
  • Travel opportunities to engage with key accounts.
Full Job Description
Job Description

We are looking for a talented Account Management Manager to join our team specializing in Sales for our CDBS (Cummins Drivetrain and Braking Systems) location at Florence, KY.

In this role, you will make an impact in the following ways:
  • Customer Relationship Growth: Build strong, trusted relationships with OEMs, distributors, and key stakeholders by understanding customer needs and delivering customer-centric solutions that drive long-term business growth.
  • Strategic Account Planning: Develop and execute account strategies by assessing current account performance, identifying opportunities, and creating actionable plans that align customer objectives with business goals.
  • Commercial Excellence: Drive revenue growth, profitability, and market share through effective pricing strategies, value-based selling, and disciplined execution of commercial objectives.
  • Value Proposition Leadership: Differentiate products and services by clearly articulating their value, strengths, and competitive advantages while aligning solutions to customer requirements.
  • Channel & Market Insights: Leverage knowledge of industry dynamics, distribution channels, dealer networks, and market trends to identify opportunities and strengthen competitive positioning.
  • Forecasting & Pipeline Management: Utilize customer data, business analytics, and market intelligence to develop accurate sales forecasts, maintain a healthy pipeline, and proactively adjust strategies to achieve targets.
  • Cross-Functional Influence: Partner effectively with sales, marketing, engineering, product management, and leadership teams to build alignment, gain consensus, and drive results without direct authority.
  • Effective Communication & Team Collaboration: Foster an inclusive, high-performing environment by valuing diverse perspectives, communicating complex information clearly to different audiences, and ensuring accountability for shared goals and commitments.


Responsibilities

To be successful in this role you will need the following:
  • Commercial Strategy & Market Growth: Develop and execute effective aftermarket commercial strategies by leveraging market intelligence, understanding competitive dynamics, and identifying growth opportunities across complex distribution channels.
  • Strategic Account Management: Build and maintain strong relationships with OEMs and large national accounts, driving long-term business growth while effectively navigating complex customer organizations and stakeholder networks.
  • Financial & Business Acumen: Manage revenue, pricing strategies, profitability, forecasting, and business analytics to achieve commercial objectives and make data-driven decisions.
  • Influence, Negotiation & Collaboration: Successfully negotiate commercial agreements, resolve complex business challenges, and influence cross-functional teams and senior leaders without direct authority to deliver business results.

Education, Licenses, Certifications:
College, university, or equivalent degree in Marketing, Sales, technical or a related subject or an acceptable combination of education and experience required. This position may require licensing for compliance with export controls or sanctions regulations.

Experience:
Significant level of relevant work experience required, including previous customer and/or product experience required. Purchasing/commercial contract negotiation preferred.

Qualifications

  • Demonstrated experience developing and executing commercial strategy for aftermarket products in a highly competitive, multi-channel distribution environment.
  • Minimum 3+ years' experience managing strategic OEM or large national accounts with responsibility for long-term business growth and customer relationships.
  • Demonstrated accountability for customer revenue, pricing strategy, profitability, and achievement of commercial objectives.
  • Experience negotiating commercial agreements and resolving complex business issues with OEMs or other large strategic customers.
  • Strong understanding of heavy-duty aftermarket distribution channels, dealer networks, competitive products, and market dynamics.
  • Proven ability to influence cross-functional teams and senior stakeholders without direct authority to achieve business objectives.
  • Experience using market intelligence, financial analysis, sales forecasting, and business analytics to identify growth opportunities and develop account strategies.
  • Demonstrated ability to navigate complex customer organizations by building relationships across purchasing, product management, sales, marketing, engineering, and executive leadership.
  • Remote based role in the US (Contiguous states)
  • 50% travel requirement


About Cummins

Cummins Power Generation is a world leader in the design and manufacture of power generation equipment, including PowerCommand standby and prime power systems. They also provide single-source warranty, planned maintenance, and round-the-clock emergency service 24 hours a day, seven days a week including back-up power rental through their network of distributors. Part of the world-wide power systems business which has annual sales of more than $1.2 billion, Cummins Power Generation's strength comes from being a division of Cummins Inc. Cummins Power Generation has unique expertise in that all aspects of generator set design, manufacture and service have been brought together in one company. All the major components - the engine, alternator and control systems - are manufactured by divisions of Cummins. This integral approach means each element of a generating set is matched to work in harmony from the start. Providing what the customer wants is at the core of Cummins' manufacturing philosophy. For generating set customers this means a choice of mobile, stationary, open or sound attenuated versions is available for all models.

Cummins Careers

Join the dynamic world of Cummins, a global leader in power solutions, where innovation and leadership drive our mission to power a more prosperous world. At Cummins, we offer unparalleled job opportunities in engineering, technology, and business management, making it an ideal place for professionals seeking meaningful and impactful careers. Work You’ll Do At Cummins, you’ll be part of a team that values diversity and is committed to creating inclusive growth opportunities for all employees. Our culture thrives on intellectual curiosity, cognitive diversity, and bringing your whole self to work. We believe in your potential and encourage every team member to reach their personal and professional goals. Join our industry-leading team to help develop groundbreaking solutions and technologies that impact markets and communities across the globe. Your work at Cummins will not only contribute to global innovation but also ensure sustainable practices that benefit future generations. Professional Growth and Development Cummins is dedicated to the professional growth of its employees. We offer a variety of leadership and diversity training programs designed to enhance your skills and advance your career. From hands-on internships for emerging talents to leadership programs for seasoned professionals, Cummins provides resources and global opportunities to learn, thrive, and lead in your respective field. Innovative Work Environment Our commitment to innovation is at the core of what we do. At Cummins, you will collaborate with skilled colleagues who are eager to share knowledge and ideas. We foster an environment where creative thinking and proactive leadership are encouraged, driving us forward in the areas of clean energy and environmental sustainability. Benefits and Culture Cummins employees enjoy a range of benefits designed to support their physical, financial, and emotional well-being. Among these are comprehensive health care options, competitive retirement plans, and flexible work arrangements. Our supportive culture champions community involvement and a work-life balance that accommodates the diverse needs of our team members. Join Our Team Explore the numerous job opportunities at Cummins where your skills and interests can be matched with the right position, helping you to excel. We are continuously hiring and looking for ambitious, curious, and innovative individuals ready to make a significant impact. Stay Connected Keep up to date with the latest at Cummins by following our careers blog. Gain insights from insiders, learn about our employment practices, and discover how our team is leading the charge in global power solutions. Job Alert Emails Customize your experience by subscribing to Cummins job alerts. Receive updates on new postings, company news, and insider tips directly tailored to your career interests. See what exciting and rewarding opportunities await at Cummins. At Cummins, your career is just beginning. Join us, and power your potential on a global stage.
Learn more about Cummins
Size
59,900 employees
Market Cap
$34.3 billion
Industry
Net Income
$1.7 billion
Founded
1919
5 Year Trend
+6.5%
Revenue
$19.8 billion
NASDAQ

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