Cummins

Dealer Account Executive

Cummins$70K — $95K *
Business Services
Less than 5 years of experience
Job Overview by Ladders

Qualifications

  • Degree in marketing, sales, technical subject, or equivalent industry experience required.
  • Licensing may be required for compliance with export controls or sanctions regulations.
  • Significant work experience with customer/product interaction required.
  • Experience in purchasing/commercial contract negotiation preferred.

Responsibilities

  • Develop and manage strong relationships with assigned accounts.
  • Drive revenue growth by expanding existing accounts and identifying new opportunities.
  • Serve as primary customer interface for communication and engagement.
  • Negotiate and manage contracts and payment terms.
  • Coordinate and resolve production and delivery issues to meet customer expectations.
  • Act internally as the voice of the customer to improve satisfaction.
  • Collaborate across business units to support account strategies and development.
  • Maintain accurate sales forecasts and track performance against targets.

Benefits

  • Comprehensive parts support including training and performance reporting.
  • Support for dealer service excellence through training and recovery processes.
  • Incentive programs to drive dealer sales and market share growth.
  • Opportunities for cross-functional collaboration to enhance account strategies.
Full Job Description
Job Description

We are looking for a talented Dealer Account Executive to join our team specializing in Sales for Cummins, Inc. in Indianapolis, IN.

In this role, you will make an impact in the following ways:
  • Develop and manage strong relationships with assigned accounts to support the overall sales and account strategy.
  • Drive revenue growth by expanding existing accounts, identifying new business opportunities, and supporting cost-reduction initiatives.
  • Serve as the primary customer interface, leading communication and engagement at appropriate customer levels.
  • Negotiate, implement, and manage contracts and payment terms within authorized guidelines.
  • Coordinate and resolve production, distribution, and delivery issues to ensure customer expectations are met.
  • Act as the voice of the customer internally, championing customer needs and driving satisfaction improvements using data.
  • Collaborate cross-functionally and across business units to execute account strategies and support account development.
  • Maintain accurate sales forecasts, track performance against targets, and support Customer Focus Six Sigma initiatives.


Responsibilities

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.


Qualifications

Education/Experience:
  • College, university, or equivalent degree in marketing, sales, technical or a related subject or equivalent industry experience required.
  • This position may require licensing for compliance with export controls or sanctions regulations.
  • Significant level of relevant work experience, including previous customer and/or product experience required. Purchasing/commercial contract negotiation preferred.

Additional Responsibilities:
  • Dealer Account Plan
    • Create and execute dealer account strategies in Salesforce, collaborating with key stakeholders and actioning their feedback.
  • Relationship Management
    • Build and maintain relationships with key dealer stakeholders through regular communication, F2F meetings, and understanding their engagement priorities.
  • Channel Management
    • Oversee dealer compliance including WWSPS hygiene, contracts, engine/service certifications, tooling, site access, subscriptions, and labor rate processes.
  • Business Office
    • Ensure dealers understand how to manage their credit, receivables, High Radius familiarity, and ensure tax-exempt documentation is current and properly maintained with Cummins.
  • Aftermarket Support
    • Provide comprehensive parts support including portal usage, policy guidance, parts tools training, warranty processes, escalation handling, and performance reporting.
  • Service Support
    • Enable dealer service excellence through warranty training and warranty recovery, Guidanz tools, online diagnostics training, escalation processes, and policy awareness.
  • Sales Support
    • Support dealer sales by educating on extended coverage offerings, product training, incentive programs, and Power Spec proficiency.
  • Aftermarket Growth
    • Drive aftermarket revenue through promotions, monthly sales focus initiatives, ride-alongs, counter engagement, and genuine parts advocacy.
  • Consumer Demand
    • Grow market share by influencing truck inventory, conducting joint sales calls, spec reviews, building relationships, and collaborating with EBU and OEM teams.

Compensation

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.

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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