National Account Manager

Cummins Inc.; Northern (KY); Hybrid; USD 90,000 - 150,000; Full time

Job summary

Cummins Inc. in Galesburg, MI, is seeking a National Account Manager to lead key fleet accounts within the ECJV context.

The role focuses on building high-performing teams, driving cross-functional collaboration, and delivering customer-centric solutions that align with business goals and profitability. The position requires senior-level field sales or sales management experience, with a strong emphasis on strategic account planning, executive engagement, and a consultative approach to product

Qualifications

• Bachelor's degree in Sales or Marketing or an equivalent combination of experience and education.

Responsibilities

• Build and manage relationships with National Fleet Accounts and lead executive-level engagement.
• Provide consultative guidance on product specifications, maintenance practices, and total cost of ownership.
• Develop and execute strategic account plans to grow Heavy Duty market share and revenue.
• Collaborate with OEMs, distributors, and internal stakeholders to deliver integrated solutions.

Skills

Strategic account management

Negotiation

Cross-functional collaboration

Leadership

Education

Bachelor's degree in Sales or Marketing

Job description

We are looking for a talented National Account Manager to join our team in Eaton Cummins Joint Venture (ECJV): Eaton Cummins Automated Transmission Technologies in Galesburg, MI.

This role is an employee of the Eaton Cummins Joint Venture (ECJV): Eaton Cummins Automated Transmission Technologies. Internal candidates are defined as employees of the ECJV.

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

• Build High-Performing Teams: Foster collaboration across diverse teams, leveraging different perspectives, experiences, and capabilities to achieve common business objectives and deliver exceptional customer outcomes.

• Drive Effective Communication: Translate complex technical and commercial concepts into clear, audience-specific messaging that enables stakeholders, customers, and partners to make informed decisions.

• Strengthen Customer Relationships: Develop trusted partnerships with customers by understanding their needs, providing customer-centric solutions, and delivering a consistently positive experience.

• Shape Winning Account Strategies: Assess account performance, identify growth opportunities, and develop actionable account plans that align customer objectives with business goals and revenue targets.

• Deliver Compelling Value Propositions: Clearly articulate the unique value of products, services, and solutions by connecting customer needs to differentiated offerings that drive competitive advantage.

• Optimize Revenue and Profitability: Partner with cross-functional stakeholders to develop pricing strategies, sales initiatives, and growth plans that maximize profitability while meeting customer expectations.

• Enhance Sales Performance Through Data-Driven Insights: Leverage forecasting, pipeline analysis, and market intelligence to identify trends, prioritize opportunities, and support the successful execution of sales strategies.

• Champion Inclusion and Customer Understanding: Embrace diverse perspectives while using research, diagnostic questioning, and customer insights to develop tailored solutions that strengthen relationships and drive business growth.

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

• Develop Strategic Customer Relationships: Build trusted partnerships with National Fleet Accounts and lead executive-level engagement to grow Heavy Duty market share, sales, and long-term customer loyalty.

• Serve as a Trusted Advisor: Provide consultative expertise on product specifications, maintenance practices, and total cost of ownership to help customers make informed business decisions and maximize value.

• Drive Cross-Functional Collaboration: Partner effectively with OEMs, distributors, technical teams, and internal stakeholders to deliver integrated solutions, identify new growth opportunities, and resolve complex customer challenges.

• Execute with Strong Business Discipline: Maintain accurate account records, proactively manage customer activities and opportunities, and translate insights into actions that support customer success and business growth.

Education, Licenses, Certifications:

Required: University or college degree in the field of Sales or Marketing or an acceptable combination of experience and education. MBA a plus but not required.

This position may require licensing for compliance with export controls or sanctions regulations.

Experience:

Significant level of relevant work experience required for this senior position. Extensive experience in Field Sales or Sales Management is desirable.

Additional responsibilities:

• Grow Heavy Duty market share and sales within National Fleet Accounts.

• Build Strategic customer relationships and lead executive-level engagement.

• Provide consultative guidance on product specification, maintenance, and total cost of ownership.

• Collaborate cross-functionally to deliver integrated customer solutions and business growth.

• Partner with OEMs, distributors, and internal stakeholders to identify and capture new opportunities.

• Maintain accurate customer records and account activities within company systems.

• Lead resolution of complex customer service issues through coordination with technical and support teams.

Compensation and Benefits

The final salary offer will be determined after considering relevant factors, including a candidate’s qualifications and experience, where appropriate.

Additional benefits vary between locations and include options such as our 401(k) Retirement Savings Plan, Medical/Dental/Life Insurance, Health Savings Account, Domestic Partners Coverage and a full complement of personal and professional benefits.

Job Sales

Organization Cummins Inc.

Role Category On-site with Flexibility

Job Type Exempt - Experienced

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.