Account Management Specialist Senior

Job summary

The Account Management Specialist Senior is responsible for driving account growth, identifying new business opportunities, and managing customer relationships within the On-Highway segment. They will also lead contract negotiations, resolve operational issues, and maintain accurate sales forecasts to support organizational goals.

Job details

We are looking for a talented Account Management Specialist Senior to join our team specializing in sales for our On-Highway segment in Alberta. In this role, you will make an impact in the following ways: * Account Growth Leadership — Expanding product and service penetration within assigned accounts, directly increasing revenue and strengthening long‑term customer value. * New Business Development — Identifying, qualifying, and engaging new business opportunities that accelerate pipeline growth and support the organization’s broader sales strategy. * Customer Relationship Stewardship — Building and sustaining trusted, positive relationships that enhance loyalty, reduce churn, and position the company as a preferred partner. * Contract & Negotiation Excellence — Leading negotiations that secure favorable terms, protect margins, and ensure clarity and alignment between customer expectations and organizational capabilities. * Operational Issue Resolution — Proactively managing production, distribution, inventory, and delivery challenges to maintain service reliability and uphold customer commitments. * Voice‑of‑Customer Advocacy — Championing customer needs internally, influencing decisions, and driving improvements that elevate satisfaction and strengthen competitive positioning. * Forecasting & Performance Accuracy — Maintaining precise sales forecasts and tracking progress to ensure business visibility, resource alignment, and strategic decision‑making. * Cross‑Business Collaboration — Coordinating across business units to unlock new opportunities, streamline communication, and deliver unified, high‑impact account strategies. RESPONSIBILITIES To be successful in this role you will need the following: * Values Differences — Embrace diverse perspectives and cultural insights to strengthen customer relationships and foster innovative solutions. * Communicates Effectively — Deliver clear, tailored messaging across multiple modes to ensure alignment with customers, stakeholders, and internal teams. * Customer Focus — Build strong, trust‑based relationships and consistently deliver customer‑centric solutions that differentiate the organization. * Ensures Accountability — Hold yourself and others to commitments, ensuring execution of account strategies and measurable business outcomes. * Instills Trust — Demonstrate integrity, honesty, and authenticity to gain confidence from customers and colleagues alike. * Articulating Value Proposition — Interpret customer needs and clearly explain product strengths to position solutions against competitors. * Account Planning — Define objectives, track progress, and align account strategies with business goals to drive execution. * Sales Pipeline Management — Proactively manage pipeline health, adjust strategies, and coach others to achieve sales objectives. 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. QUALIFICATIONS This position will cover northern Alberta and parts of northern BC. 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. 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.

What you’ll do

The Account Management Specialist Senior is responsible for driving account growth, identifying new business opportunities, and managing customer relationships within the On-Highway segment. They will also lead contract negotiations, resolve operational issues, and maintain accurate sales forecasts to support organizational goals.

Requirements

Candidates must possess a college or university degree in marketing, sales, or a related technical field, along with significant relevant work experience. Proficiency in commercial contract negotiation and a strong background in customer or product management are required.

Benefits

• Company Pension Plan • Medical Insurance • Dental Insurance • Life Insurance

Listed skills

• Account Management · Preferred
• Communication · Preferred
• Contract Negotiation · Preferred
• Cross-Functional Collaboration · Preferred

Other relevant skills

Identified from the job description. Confirm important requirements above.

• Account Management
• Sales Strategy
• New Business Development
• Contract Negotiation
• Customer Relationship Management
• Sales Forecasting
• Operational Issue Resolution
• Value Proposition Articulation
• Account Planning
• Pipeline Management
• Cross-functional Collaboration
• Customer Advocacy
• Strategic Planning
• Communication
• Customer Focus
• Account Strategy
• Employment Equity
• Sales Pipeline Management
• Accountability
• Advocacy
• Values Differences
• Customer Service
• Sales
• Forecasting
• Leadership
• Marketing
• Innovation
• Problem Solving
• Negotiation
• Purchasing
• Relationship Building
• Stewardship
• Value Propositions
• Coordinating
• Account Growth
• Honesty

Job areas

• Sales
• Management & Leadership
• Customer Service & Support
• Manufacturing
• Logistics
• Account Management Specialist
• Account Representative (General)
• Retail and Wholesale Trade Managers
• Sales Representatives, Wholesale and Manufacturing, Except Technical and Scientific Products