On-Highway Account Executive @ Cummins

We are looking for a talented On-Highway Account Executive to join our Sales team in Saskatchewan. The candidate can be located in Saskatoon or Regina, SK.

Job Summary:

Responsible for managing the relationship and business strategies for less complex accounts (regional, single business unit, internal, etc.). May have responsibility for larger, more complex accounts when paired with a more senior Account Manager. Responsibilities include selling the organization's products to assigned business customers to achieve sales goals, expanding existing customer relationships and executing account sales plans in support of business strategy.

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

Strengthen strategic customer relationships — You develop, manage, and maintain strong business relationships with assigned accounts to support the organization’s sales strategy.

Drive revenue growth — You identify new business opportunities, engage prospects, and contribute to cost‑reduction initiatives that expand profitability.

Expand existing business — You extend and grow the sale of products and services with current clients, increasing account penetration and long‑term value.

Lead customer communication — You coordinate communication and interactions at the right levels, ensuring clarity, alignment, and a seamless customer experience.

Negotiate and execute agreements — You negotiate and implement contracts as authorized, securing terms that support both customer needs and business objectives.

Resolve operational issues — You manage production and distribution challenges tied to your accounts, ensuring continuity, service quality, and customer satisfaction.

Champion the customer voice — You represent customer needs internally, measure satisfaction, and build action plans that elevate the customer experience.

Support forecasting and cross‑business alignment —You maintain accurate sales forecasts, manage accounts receivable discussions, support Six Sigma initiatives, and collaborate across business units to balance inventory, service, and delivery expectations.

Requirements:

Experience in truck specifications is an asset and will be considered a strong advantage.

Proven ability to work independently while managing priorities effectively.

High level of accountability with respect to time management, organization, and deliverables.

Must be able to travel to the US.

Typical workday:

Engages directly with customers — Spends 40–50% of the time meeting with fleet and dealer accounts (in person, phone, virtual), identifying new opportunities, conducting business reviews, and serving as the primary relationship owner.

Manages sales opportunities and pipeline — Reviews and updates CRM forecasts, qualifies opportunities, prioritizes high‑value accounts, and coordinates pricing and proposals to advance deals.

Collaborates across internal teams — Works closely with dealers, service, operations, finance, credit, and product teams to align on customer expectations, resolve issues, and support execution.

Executes strategic account planning — Develops and implements account plans, identifies growth and competitive opportunities, and supports long‑term initiatives such as TCO, sustainability, and alternative power.

Handles administrative and planning tasks — Spends 15–20% of the time preparing call plans, documenting customer interactions, reviewing performance vs. targets, and organizing travel and visit schedules.

Builds trusted customer partnerships — Establishes strong, credible relationships with fleets and dealer partners, positioning the AE as a strategic advisor rather than a transactional seller.

Ensures forecasting and pipeline accuracy — Maintains consistent pipeline health and delivers accurate forecasts that support business planning and execution.

Influences across a matrixed environment

COMPENSATION AND BENEFITS

Base salary rate commensurate with experience. Additional benefits vary between locations and include options such as our Company Pension Plan, Medical/Dental/Life Insurance, and a full complement of personal and professional benefits.

At Cummins, we are committed to the principles of diversity and employment equity under the Employment Equity Act, and we strive to ensure that our workforce reflects the diverse nature of Canadian society.

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.

The successful candidate will be subject to our Pre-Employment Background Screening process which consists of a Criminal Background Check.

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

Value diverse perspectives — You actively recognize and leverage the strengths that different backgrounds, cultures, and viewpoints bring to customer relationships, internal collaboration, and strategic decisions.

Communicate with precision — You tailor your message, format, and delivery to each audience—customers, executives, technical teams, or partners, ensuring clarity, alignment, and impact across all communication modes.

Lead with customer focus — You build strong, trust‑based relationships and consistently deliver solutions that reflect customer needs, expectations, and long‑term goals.

Model accountability — You hold yourself and others to commitments, follow through reliably, and create a culture where performance, ownership, and transparency are non‑negotiable.

Build trust through integrity — You earn confidence by being honest, consistent, and authentic, especially when navigating challenges, negotiations, or competing priorities.

Articulate compelling value — You interpret customer needs and clearly demonstrate how your products and services solve problems, outperform alternatives, and differentiate them from competitors.

Navigate channels strategically — You understand industry structure, market dynamics, and routes to market, enabling you to position offerings effectively and advance organizational goals.

Drive strategic account performance — You plan accounts with intention, forecast accurately, manage pipeline health, integrate customer perspective, and use data to shape strategy, anticipate needs, and deliver results.

Education, Licenses, Certifications:
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.

Experience:
Significant level of relevant work experience, including previous customer and/or product experience required. Purchasing/commercial contract negotiation preferred.

On-Highway Account Executive

Cummins

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