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Cummins Inc. National Account Manager- U.S. (Location Flexible) in Nashville, Tennessee

National Account Manager- U.S. (Location Flexible)


Effectively manages the relationship and business strategies for large, complex assigned accounts (cross-regional, global, etc.) to grow our share of the customer's wallet and achieve sales goals. Strengthens existing customer relationships and builds additional relationships within accounts.

Develops, manages, and expands business relationships with assigned accounts, for example by understanding and using their industry terminology and understanding their business model and buying process.

Identifies current and emerging customer needs. Develops and executes account strategies to grow share with existing accounts and supports new business opportunities.

Gains agreement to the benefits of Cummins products and solutions by helping customers make sense of available data and information.

Grows Cummins’ share of the customer’s business. Negotiates and implements contracts with accounts as authorized, for example by managing customer questions and managing escalations for accounts receivable and/or payment terms.

Leads, manages and coordinates communication and interfaces with the customer at all levels. Assures good communication, coordination and alignment across sales roles, supports cross-business account development strategies, and works with key internal stakeholders to achieve results.

Achieves revenue and share goals associated with revenue and profit targets.

Champions the voice of the customer within the business. Measures customer satisfaction and loyalty. Creates and/or implements projects intended to improve customer relationships, customer value, and grow the business with assigned accounts.

Models (and manages, for direct reports) use of the Cummins Sales Process. Provides timely and accurate reports and forecasts on the assigned schedule, using Cummins tools and processes and Customer Relationship Management systems.

Develops and executes account sales plans in support of business strategy. Develops growth or new business opportunities jointly with accounts and supports initiatives to increase customer value.

Mentors, motivates, and develops less experienced sales and/or account team staff.

If he/she has direct reports, conducts the following activities or ensures they are conducted by another manager: sets goals for their training and development, performance, and career planning and provides ongoing, consistent coaching and development. Delegates work assignments considering employee skills and development needs. Identifies department issues, problems, and opportunities to support continuous improvement initiatives.

We are looking for a talented to join our National Account Manager – US (location Flexible)team specializing in Sales for our Components Business Segment in Columbus IN or your remote home office.

In this role, you will make an impact in the following ways:

  • Will have the ability to build relationships with customers, cross functionally with entire engineering team as well as other internal teams

  • Work with territory managers and field sales team in program roll outs and feedback from customers

  • Have an ability to win and maintain business with existing customers, and with new customers

  • Ability to work with delivery partner channels and territory managers to on rollout and fully service accounts

  • Be key point of contact for each of their customers and their accounts, and provide first class service for those accounts

  • Have a working knowledge of reading and writing contracts, and have insight in negotiating contracts



Balances stakeholders - Anticipating and balancing the needs of multiple stakeholders.

Customer focus - Building strong customer relationships and delivering customer-centric solutions.

Instills trust - Gaining the confidence and trust of others through honesty, integrity, and authenticity.

Collaborates - Building partnerships and working collaboratively with others to meet shared objectives.

Ensures accountability - Holding self and others accountable to meet commitments.

Maximizing Profitability - Develops strategies that demonstrate the use of all marketing and sales levers (e.g. pricing strategies, promotions, volume based incentives, and value, feature, or benefit selling) to optimize profit.

Builds effective teams - Building strong-identity teams that apply their diverse skills and perspectives to achieve common goals.

Pricing Strategy - Develops prices by aligning and building consensus with key stakeholders across functions to achieve business targets.

Sales Pipeline Management - Plans proactively for successful execution of account/territory-level sales strategies and plans based on current pipeline; evaluates pipeline health (size, contents, progress); adjusts sales strategy, plans, or high impact activities accordingly; as applicable coaches sellers in order to achieve sales objectives.

Sales Forecasting - Collects and assesses customer data from internal and external sources; compares against historical data to determine useful inputs and create a forecast of future consumption patterns.

Account Planning - Identifies objectives to drive execution of business and/or account strategy by reviewing the status relative to where it needs to be and enabling tracking of progress against targets.

Channel Awareness - Explains and contextualizes industry structure, dynamics, and path to market in order to advance organizational goals.

Developing Account Strategy - Determines current status of account in terms of relationship, financial, product competitiveness, barriers, quality, and service and defining desired future state by balancing customer requirements and business capabilities in order to define achievable targets aligned with the business strategy.

Articulating Value Proposition - Interprets internal and external customer needs based on relevant application; explains and demonstrates products, solutions, and services to distinguish strengths and weaknesses to meet customer's specific needs to differentiate against competition.

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.


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

  • Responsible for creating and maintaining an account relationship matrix to ensure robust relationships across the organizations.

  • Supports new product introductions with field trials and VOC with assigned customers.

  • Develops and maintains a robust sales pipeline comprised of conquest accounts, new product introductions, and share of wallet growth. Must be tracked in Salesforce.

  • Works with all OE’s and Delivery Partners to understand their fleet programs features and benefits.

  • Strong communication with local field support teams helping deliver program details of large fleet accounts.

  • Strategic thinking on pricing and value added approach to customer.

  • Develops strong partnering relationships with OEM National Account contacts that support future and current opportunities.

  • Communicates effectively to ensure retention of existing customers throughout challenging environments.

To be successful in this role you will need the following:

  • High knowledge of Excel and Powerpoint is highly desirable

  • High knowledge of Salesforce is highly desirable

  • Must have a strong track record of building and maintaining relationships with both internal and external shareholders

  • Must have level communication skills, both written and verbal, with the ability to also give presentations

Compensation and Benefits

Base salary rate commensurate with experience. 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.


Primary Location United States-Tennessee-Nashville-US, TN, Nashville, Filtration Headquarters

Job Type Experienced - Exempt / Office

Recruitment Job Type Exempt - Experienced

Job Posting Apr 4, 2022, 6:18:38 PM

Unposting Date Ongoing

Organization Cummins Filtration

Req ID: 220001YM