Cummins

On-Highway Account Executive Southern Alberta

Cummins • $80K — $95K *
Calgary, AB T1Y 7M8In-Person
Transportation
5 - 7 years of experience
Today
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Job Overview by Ladders

Qualifications

  • Degree in marketing, sales, technical, or related field, or equivalent experience required
  • Experience in truck specifications is a strong advantage
  • Proven ability to work independently while effectively managing priorities
  • High level of accountability in time management and organization
  • Willingness to travel to the US as needed
  • Significant relevant work experience in customer/product roles required
  • Preferred experience in purchasing/commercial contract negotiation

Responsibilities

  • Strengthen key customer relationships to support revenue growth
  • Identify, pursue, and convert new business opportunities
  • Serve as the voice of the customer within the organization
  • Negotiate and implement agreements to protect business interests
  • Manage operational aspects such as production and delivery for service excellence
  • Measure and improve customer satisfaction and loyalty
  • Collaborate across business units to execute account strategies

Benefits

  • Company Pension Plan
  • Medical/Dental/Life Insurance
  • Comprehensive personal and professional benefits options
Full Job Description
Job Description

We are looking for a talented On-Highway Account Executive to join our team specializing in On-Highway Sales in Calgary/Southern, AB.

In this role, you will make an impact in the following ways:
  • Strategic account growth - You will strengthen key customer relationships and expand business within assigned accounts, directly supporting long-term revenue growth.
  • New business development - You will identify, pursue, and convert new opportunities, adding fresh revenue streams while supporting cost-reduction initiatives that improve margin performance.
  • Customer advocacy - You will serve as the voice of the customer, ensuring their needs, expectations, and challenges are clearly represented across the organization to drive better decisions and stronger alignment.
  • Contract leadership - You will negotiate and implement agreements that protect the business, strengthen partnerships, and create clarity for both internal teams and clients.
  • Operational excellence - You will proactively manage production, distribution, inventory balance, and delivery expectations to ensure reliability, consistency, and service excellence.
  • Customer satisfaction improvement - You will measure customer satisfaction with rigor, translate insights into action plans, and drive improvements that elevate loyalty and retention.
  • Financial stewardship - You will manage accounts receivable conversations, negotiate payment terms, and ensure financial discipline that supports healthy cash flow.
  • Cross-business collaboration - You will unite stakeholders across business units to execute account strategy, strengthen customer relationships, and deliver cohesive, high-value solutions.


Responsibilities

To be successful in this role you will need the following:
  • Values differences - You must actively recognize and leverage diverse perspectives, cultures, and working styles to strengthen customer relationships, internal collaboration, and strategic decision-making.
  • Communicates effectively - You need the ability to tailor communication across multiple modes and audiences, ensuring clarity, alignment, and shared understanding whether speaking with customers, executives, or cross-functional teams.
  • Customer focus - You must build deep, trust-based relationships and consistently deliver customer-centric solutions that anticipate needs, resolve issues, and reinforce long-term loyalty.
  • Ensures accountability - You need to hold yourself and others to commitments, driving disciplined execution across forecasting, pipeline management, contract delivery, and service performance.
  • Instills trust - You must operate with honesty, integrity, and authenticity, earning confidence from customers and internal partners through transparent actions and reliable follow-through.
  • Articulating value proposition - You need to interpret customer needs and clearly demonstrate how products, solutions, and services differentiate against competitors in ways that resonate with each account's priorities.
  • Channel awareness - You must understand industry structure, market dynamics, and the path to market to position offerings effectively and advance organizational goals.
  • Pricing strategy - You need the ability to align pricing decisions with stakeholders, balancing customer expectations with business targets to support profitable growth.
  • Account planning - You must define clear objectives, track progress against targets, and adjust plans proactively to ensure account strategy execution stays on course.
  • Adapts to target audience - You need to simplify complex technical or commercial information so customers, sales teams, and partners can understand, retain, and act on it.
  • Developing account strategy - You must assess the current state of each account, define the desired future state, and build strategies that balance customer requirements with business capabilities.
  • Integrates customer perspective - You need to incorporate customer insights into sales content and engagement approaches that improve relevance, strengthen relationships, and increase revenue.
  • Sales forecasting - You must analyze customer data, compare historical patterns, and build accurate forecasts that guide production, inventory, and strategic planning.
  • Sales pipeline management - You need to evaluate pipeline health, adjust strategy based on progress, and ensure high-impact activities are prioritized to achieve sales objectives.
  • Sense making - You must synthesize complex internal and external information, ask the right diagnostic questions, and translate insights into tailored solutions that meet customer needs.
    Education, Licenses, Certifications:
    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.
    Experience:
    Significant level of relevant work experience, including previous customer and/or product experience required. Purchasing/commercial contract negotiation preferred.


Qualifications

Requirements:
  • Experience in truck specifications is an asset and will be considered a strong advantage.
  • Proven ability to work independently while managing priorities effectively.
  • High level of accountability with respect to time management, organization, and deliverables.
  • Must be able to travel to the US.

Typical workday:
  • Engages directly with customers - Spends 40-50% of the time meeting with fleet and dealer accounts (in person, phone, virtual), identifying new opportunities, conducting business reviews, and serving as the primary relationship owner.
  • Manages sales opportunities and pipeline - Reviews and updates CRM forecasts, qualifies opportunities, prioritizes high-value accounts, and coordinates pricing and proposals to advance deals.
  • Collaborates across internal teams - Works closely with dealers, service, operations, finance, credit, and product teams to align on customer expectations, resolve issues, and support execution.
  • Executes strategic account planning - Develops and implements account plans, identifies growth and competitive opportunities, and supports long-term initiatives such as TCO, sustainability, and alternative power.
  • Handles administrative and planning tasks - Spends 15-20% of the time preparing call plans, documenting customer interactions, reviewing performance vs. targets, and organizing travel and visit schedules.
  • Builds trusted customer partnerships - Establishes strong, credible relationships with fleets and dealer partners, positioning the AE as a strategic advisor rather than a transactional seller.
  • Ensures forecasting and pipeline accuracy - Maintains consistent pipeline health and delivers accurate forecasts that support business planning and execution.
  • Influences across a matrixed environment
  • A valid passport is required, as travel to the USA will be necessary for this role.


COMPENSATION AND BENEFITS

Base salary rate commensurate with experience. Additional benefits vary between locations and include options such as our Company Pension Plan, Medical/Dental/Life Insurance, and a full complement of personal and professional benefits.

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
Manufacturing & Automotive
Net Income
$1.7 billion
Founded
1919
5 Year Trend
+6.5%
Revenue
$19.8 billion
NASDAQ
CMI
* Ladders Estimates

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