Dealer Account Executive

We are looking for a talented Dealer Account Executive to join our team specializing in Sales for Cummins, Inc. in Indianapolis, IN.

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

• Develop and manage strong relationships with assigned accounts to support the overall sales and account strategy.
• Drive revenue growth by expanding existing accounts, identifying new business opportunities, and supporting cost-reduction initiatives.
• Serve as the primary customer interface, leading communication and engagement at appropriate customer levels.
• Negotiate, implement, and manage contracts and payment terms within authorized guidelines.
• Coordinate and resolve production, distribution, and delivery issues to ensure customer expectations are met.
• Act as the voice of the customer internally, championing customer needs and driving satisfaction improvements using data.
• Collaborate cross-functionally and across business units to execute account strategies and support account development.
• Maintain accurate sales forecasts, track performance against targets, and support Customer Focus Six Sigma initiatives.

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

• 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.

Education/Experience:

• College, university, or equivalent degree in marketing, sales, technical or a related subject or equivalent industry experience required.
• This position may require licensing for compliance with export controls or sanctions regulations.
• 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.
• Aftermarket 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

Please note that the salary range provided is a good faith estimate on the applicable range. The final salary offer will be determined after considering relevant factors, including a candidate’s qualifications and experience, where appropriate.

Job Sales

Organization Cummins Inc.

Role Category Off-site Remote

Job Type Exempt - Experienced

Min Salary $78800

Max Salary $118200

ReqID 2428710

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.