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Cummins Inc. Commercial Director - On Highway in Indianapolis, Indiana

Commercial Director - On Highway


We are looking for a talented Commercial Director - On Highway to join our team specializing in New Power Business Segment based in Indianapolis, IN. This is a hybrid role and would prefer a candidate and in Sacramento, California.

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

  • Responsible for new business growth opportunities in the Americas, On-Highway markets. Recommends and implements strategic actions.

  • Builds key business initiatives and plans in collaboration with other functions and product leaders to determine strategies targeting growth.

  • Oversees Business Development Manager analyses of opportunity. Uses the business development strategy, knowledge of the product pipeline and local analyses of opportunity to set specific business development goals.

  • Collaborates to prioritize those opportunities that will enable goal achievement. Actively promotes collaborations/removes barriers across Cummins to support conversion of priority opportunities to sales.

  • Oversees the success of account strategies and growth plans. Collaborates on/coaches adjustments to strategies and plans based on increased understanding of customer needs and opportunities.

  • Oversees identification of customer needs and priorities to maintain and strengthen understanding of market and competitor trends.

  • Development of relationships with major new accounts by building relationships at a potential customer's corporate/management team level.

  • Oversees that major proposals and negotiations for new business development

  • Oversees development of processes and procedures to understand competition and to provide input to market lead pricing propositions for designated areas.

  • Sets and meets goals for new business development. Formulates and maintains accurate product and sales forecasts; reports these at designated intervals. Oversees/manages annual operational and financial budgets as they relate to organizational objectives.

  • Champions initiatives to grow the business through the addition of new customers and/or accelerated adoption of new products. Oversees special projects that have cross-regional implications. Presents business development initiatives and reports to corporate leadership.

  • Coaches and motivates business development staff. Sets goals for their training and development, performance, and career planning. 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.

Education, Licenses, Certifications

College, university, or equivalent degree in sales, marketing, technical or a related subject required, or an acceptable combination of education and experience. MBA or equivalent degree highly preferred.

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


Significant experience of 10 plus years’ required including strategy, managerial, and budgetary oversight.

  • This role will work with large size OEM and fleet customers and would support major proposals and new businesses for fuel cell technology.

  • Strong understanding of OEM’s, supply execution, project management through product development cycles.

  • Work with fleet operator’s to dry pull marketing and other business expansion.

  • Will work alongside with Business Directors for other segments and regions.

  • This role will primarily be focused on North America and advise the business stakeholders on business development initiatives and plans.

  • Comfortable in dealing with ambiguity and passionate about the future technology offerings.

  • RFQ to Contract exposure and extensive experience in customer interface is required.

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.

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.


Primary Location United States-Indiana-Indianapolis-US, IN, Indianapolis, Cummins DBU Headquarters

Job Type Experienced - Exempt / Office

Recruitment Job Type Exempt - Experienced

Job Posting Jul 22, 2022, 8:04:26 AM

Unposting Date Ongoing

Organization New Power Business

Req ID: 220002CQ