Account Management Manager

Cummins Inc; Florence (KY); Remote; USD 90,000 - 120,000; Full time

Job summary

Cummins Inc. in Florence, KY seeks an Account Management Manager to lead strategic sales initiatives for CDBS. You will manage OEMs, distributors, and key stakeholders, shaping account strategies and delivering value-based solutions across multi-channel environments.

The role requires 3+ years in strategic account management, strong financial acumen, excellent negotiation and cross-functional collaboration, with a remote-based US footprint and up to 50% travel to support customers and teams.

Qualifications

• Significant experience developing and executing commercial strategy for aftermarket products.
• Minimum 3+ years' experience managing strategic OEM or large national accounts.
• Demonstrated accountability for revenue, pricing, profitability, and objectives.
• Experience negotiating commercial agreements and resolving complex business issues with OEMs.

Responsibilities

• Build strong, trusted relationships with OEMs, distributors, and key stakeholders.
• Develop and execute account strategies aligning customer objectives with business goals.
• Drive revenue growth, profitability, and market share through pricing and value-based selling.
• Differentiate products and services by articulating value and competitive advantages.
• Leverage market insights to identify opportunities and strengthen competitive positioning.
• Develop accurate sales forecasts, maintain a healthy pipeline, adjust strategies as needed.
• Partner with sales, marketing, engineering, product management and leadership to gain alignment.
• Foster an inclusive, high-performing environment with clear communication and accountability.

Skills

Commercial Strategy & Market Growth

Strategic Account Management

Financial & Business Acumen

Influence, Negotiation & Collaboration

Education

College, university, or equivalent degree in Marketing, Sales, technical or a related subject

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.

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.

• 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

Job Sales

Organization Cummins Inc.

Role Category Off-site Remote

Job Type Exempt - Experienced

ReqID 2434960

Relocation Package No

100% On-Site No

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 the right to work using E-Verify and 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. Visit http://EEOC.gov to know your rights on workplace discrimination.