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Cummins Inc. On-Highway Sales Manager - Cummins Sales and Service Northern Zone (Hybrid) in Hodgkins, Illinois

On-Highway Sales Manager - Cummins Sales and Service Northern Zone (Hybrid)


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

  • Effectively manages the relationship and business strategies for large, complex assigned accounts (cross-regional, global, etc.) to grow our share of the customer's wallet and achieve sales goals. Strengthens existing customer relationships and builds additional relationships within accounts.

  • Develops, manages, and expands business relationships with assigned accounts, for example by understanding and using their industry terminology and understanding their business model and buying process.

  • Identifies current and emerging customer needs. Develops and executes account strategies to grow share with existing accounts and supports new business opportunities.

  • Gains agreement to the benefits of Cummins products and solutions by helping customers make sense of available data and information.

  • Grows Cummins’ share of the customer’s business. Negotiates and implements contracts with accounts as authorized, for example by managing customer questions and managing escalations for accounts receivable and/or payment terms.

  • Leads, manages and coordinates communication and interfaces with the customer at all levels. Assures good communication, coordination and alignment across sales roles, supports cross-business account development strategies, and works with key internal stakeholders to achieve results.

  • If he/she has direct reports, conducts the following activities or ensures they are conducted by another manager: sets goals for their training and development, performance, and career planning and provides ongoing, consistent coaching and development. Delegates work assignments considering employee skills and development needs. Identifies department issues, problems, and opportunities to support continuous improvement initiatives.


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

  • 7 years of relevant work experience required, including previous customer and/or product experience required. Purchasing/commercial contract negotiation preferred.

  • Leads the indirect / direct / dealer facing account teams within the region

  • Collaborates with Strategic Account and Bus leaders – redirects and prioritizes work of A/E’s to accomplish regional and CSSNA wide initiatives

  • Industry & governmental connectivity

  • Critical connection point to EBU, NPBU, NRP and cross regional counterparts and other key internal stakeholders

  • Assist developing Account Executive strategies

  • Accountable for regional execution

  • Maintains relationships with key customers

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.

Compensation and Benefits

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

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 right to work using E-Verify. Cummins 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.


Primary Location United States-Illinois-Chicago-US, IL, Hodgkins, Cummins NPower Chicago

Job Type Experienced - Exempt / Office

Recruitment Job Type Exempt - Experienced

Job Posting Aug 1, 2022, 9:21:03 AM

Unposting Date Ongoing

Organization Distribution Business

Req ID: 220005X9