Dealer Account Executive

Job Summary

We are seeking a Dealer Account Executive to join our Sales team at Cummins, Inc. in Indianapolis, IN. This role involves developing and managing strong relationships with accounts, driving revenue growth, and coordinating customer issues.

About the Role

Make an impact by:

• Developing and managing strong relationships with assigned accounts to support the overall sales and account strategy.
• Drove revenue growth by expanding existing accounts, identifying new business opportunities, and supporting cost-reduction initiatives.
• Serving as the primary customer interface, leading communication and engagement at appropriate customer levels.
• Negotiating, implementing, and managing contracts and payment terms within authorized guidelines.
• Collaborating cross-functionally and across business units to execute account strategies and support account development.
• Maintaining accurate sales forecasts, tracking performance against targets, and supporting Customer Focus Six Sigma initiatives.

Responsibilities

Key responsibilities include:

• Articulating Value Proposition - Deeply interpret both internal and external customer needs. Clearly explain and demonstrate how your products, solutions, and services meet these needs. Highlight strengths and address any weaknesses to differentiate from competitors.
• Developing Account Strategy - Evaluate the current relationship, financial status, product competitiveness, barriers, quality, and service levels of your accounts. Balance customer requirements with business capabilities to set achievable targets that align with your business strategy.
• Sales Forecasting - Gather customer data from various sources and compare it against historical data. Use this information to predict future consumption patterns. Develop forecasts that are realistic and based on solid data analysis.
• Sales Pipeline Management - Develop and execute account/territory-level sales strategies based on your current pipeline. Regularly assess the size, contents, and progress of your pipeline. Adjust your sales strategy and plans as needed.

Requirements

Qualifications include:

• College, university, or equivalent degree in marketing, sales, technical or a related subject or equivalent industry experience required.
• Significant level of relevant work experience, including previous customer and/or product experience required. Purchasing/commercial contract negotiation preferred.

Additional Responsibilities

Dealer Account Plan

• Create and execute dealer account strategies in Salesforce, collaborating with key stakeholders and actioning their feedback.

Relationship Management

• Build and maintain relationships with key dealer stakeholders through regular communication, F2F meetings, and understanding their engagement priorities.

Channel Management

• Oversee dealer compliance including WWSPS hygiene, contracts, engine/service certifications, tooling, site access, subscriptions, and labor rate processes.

Business Office

• Ensure dealers understand how to manage their credit, receivables, High Radius familiarity, and ensure tax-exempt documentation is current and properly maintained with Cummins.

Aftermarket Support

• Provide comprehensive parts support including portal usage, policy guidance, parts tools training, warranty processes, escalation handling, and performance reporting.

Service Support

• Enable dealer service excellence through warranty training and warranty recovery, Guidanz tools, online diagnostics training, escalation processes, and policy awareness.

Sales Support

• Support dealer sales by educating on extended coverage offerings, product training, incentive programs, and Power Spec proficiency.

Aftemarket Growth

• Drive aftermarket revenue through promotions, monthly sales focus initiatives, ride-alongs, counter engagement, and genuine parts advocacy.

Consumer Demand

• Grow market share by influencing truck inventory, conducting joint sales calls, spec reviews, building relationships, and collaborating with EBU and OEM teams.

Compensation

The salary range for this role is $78,800 to $118,200 per year. Final salary offer will be determined after considering relevant factors, including a candidate's qualifications and experience, where appropriate.