Cummins Inc. Account Executive in Gaylord, Michigan

Account Executive


Account Executive

Cummins is a place big enough to coach and develop a global workforce and create the world’s leading clean, engine technology. We’re also small enough for you to find your fit and personal passion with a team of dependable, innovative thinkers who are developing their careers within a diverse, inclusive, empowering environment.

Learn more about this role and how you can begin Working Right .

Cummins delivers reliable, durable, high performing products to our global partners. Working in an innovative space, you’ll develop high tech solutions that will fuel your advanced career skill set and empower you to own your career. Our integrated businesses demand the talents and creativity of individuals with a wide range of skills and experience

50% On- Off-Highway Account Executive Responsibilities:

  1. Lead Cummins efforts with Key On-Highway Accounts in the territory to achieve Cummins market share objectives and support alliance OEM efforts

Understand customer needs- Create preference for Cummins Total Value Package

  • Develop account plans for assigned national accounts

  • Perform consulting role for optimum specs and lowest cost of operation

  • Create loyalty through Customer Support Excellence

  • Partner with alliance OEM’s to achieve mutual success

  • Forecast Account volumes and Cummins/OEM share

  • Develop / support Customer Focused Six Sigma initiatives

  • Implement "cross selling" approach for engines, parts, filters, aftertreatment and service

  1. Proactively function as the primary Cummins contact with the alliance OEM field organizations
  • Establish strong relationships- Build awareness of Cummins advantages through regular communication

  • Work with internal Cummins teams to solve customer problems

  1. Execute on Agreed upon Truck Engine Council (TEC) initiatives
  • Follow Sales Management ROA (Results, Objectives, Activities) model to achieve market share targets
  1. Represent and qualify the needs of Customers, Dealers, and Distributors to Columbus Marketing/Engineering/Service organizations- Identify product and customer support needs aimed at comparative advantage- Address opportunities and resolve issues reported by OEM to Cummins Account Teams

50% Planned Maintenance Responsibilities:

  • Primary responsibility would be to significantly add new customers to our contracted Planned Maintenance customer base with a specific emphasis on pursuing Cummins equipment owners, along with all other OEM power generation equipment owners.

  • Pursue additional clients for planned maintenance contracts relating to our Power Generation Business

  • Providing service solutions for any and all power generation customer needs.

  • Provide support to our current Power Generation end user clients in the Northern Michigan region.

  • Working closely with our branch service departments to insure effective customer communication in meeting customer service needs.

Cummins Inc. focuses strongly upon safety in all aspects of our operations. The successful candidate must likewise consider safety as paramount and demonstrate a substantial awareness of work place safety and environmental knowledge. Creates, maintains and promotes a safe clean workplace.


Education, Licenses, Certifications

College, university, or equivalent degree in marketing, sales, technical or a related subject or equivalent industry experience



Significant level of relevant work experience, including previous customer and/or product experience required.

Purchasing/commercial contract negotiation preferred.

Compensation and Benefits

Compensation for this position is base plus commission. Additional benefits vary between locations and include options such as our 401(k) Retirement Savings Plan, Cash Balance Pension Plan, Medical/Dental/Life Insurance, Health Savings Account, Domestic Partners Coverage and a full complement of personal and professional benefits.

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 right to work using E-Verify. Cummins 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.

Ready to think beyond your desk? Apply for this opportunity to start your career with Cummins today.

Not ready to apply but want to learn more? Join our Talent Community to get the inside track on great jobs and confidentially connect to our recruiting team:


Primary Location United States-Michigan-Gaylord-US, MI, Gaylord, Cummins Bridgeway

Job Type Experienced - Professional / Office

Recruitment Job Type Professional - Experienced

Job Posting May 11, 2017, 3:40:07 PM

Unposting Date Ongoing

Req ID: 17000253