Dealer Account Executive

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.

External Qualifications and Competencies

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.

Additional Responsibilities Unique to this Position

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.

About Us

Cummins is an equal opportunity employer. Our policy is to provide equal employment opportunities to all qualified persons without regard to race, sex, color, disability, national origin, age, religion, union affiliation, sexual orientation, veteran status, citizenship, gender identity, or other status protected by law.

Job Info

• Job Identification 2428710
• Job Category Sales
• Posting Date 06/15/2026, 04:33 PM
• Apply Before 07/16/2026, 03:59 AM
• Job Schedule Full time
• Role Category Off-site Remote
• Locations Not Applicable, Indianapolis, IN, 46228, US (Off-site Remote)
• Pay Range 78,800.00 - 118,200.00 USD ANNUAL
• Relocation Eligible? No
• Allowable Work Locations AK,AL,AR,AZ,CA,CO,CT,DC,DE,FL,GA,HI,IA,ID,IL,IN,KS,KY,LA,MA,MD,ME,MI,MN,MO,MS,MT,NC,ND,NE,NH,NJ,NM,NV,NY,OH,OK,OR,PA,RI,SC,SD,TN,TX,UT,VA,VT,WA,WV,WI,WY
• Does the role require work to be done 100% onsite due to its operational nature? No