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Account Management Manager

Cummins Inc.
Florence, USA
Full-time
Manager · 3+ years experience
Remote
Discovered 3 weeks ago

Full Job Posting

Qualifications

  • 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

Responsibilities

  • 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.

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