Account Management Leader

Cummins•Columbus, OH

9h•Remote

About The Position

We are seeking an experienced Account Management Leader to co‑lead a global strategic partnership within Cummins’ mining business, working alongside a co‑leader from our mining partner. This leader will advance Cummins’ global mining strategy by ensuring our integrated power solutions and joint support model enable mine sites to operate safely, reliably, and efficiently. They will strengthen customer relationships by showing up jointly with our partner, aligning on positions before customer engagement, and maintaining a unified, customer‑first posture. They will establish and steward shared governance routines, transparent information‑sharing, and common escalation pathways that eliminate confusion and accelerate issue resolution. Finally, this leader will drive disciplined action tracking and prioritization across regions, enabling consistent, coordinated One Team execution that improves responsiveness, builds customer confidence, and delivers measurable value. The Account Management Leader position offers an Off-site Remote work environment, requiring the selected candidate to be based in the United States and within close proximity to Indiana. In this role, you will guide account strategy, identify emerging customer needs, and lead complex contract negotiations while coordinating across business units. You will champion the voice of the customer, grow share, and drive initiatives that improve customer value, satisfaction, and operational excellence across one of Cummins’ most critical global segments. In this role, you will make an impact in the following ways: Strategy Execution: Set and direct account strategies that support key business customers and enterprise goals. Relationship Building: Develop and expand long-term, strategic relationships with complex, cross-region accounts. Customer Insight: Identify emerging customer needs and use insights to create growth strategies and solutions. Revenue Growth: Drive initiatives that increase Cummins’ share of customer business and achieve revenue targets. Negotiation Leadership: Lead complex contract negotiations, addressing customer questions and managing terms. Cross-Business Collaboration: Foster alignment across business units and internal stakeholders to deliver results. Customer Advocacy: Champion the voice of the customer and implement methods to improve satisfaction and loyalty. Team Development: Mentor and motivate account management staff, ensuring consistent use of the Cummins Sales Process.

Requirements

10+ years of global strategic account leadership, with a proven track record of delivering results in the mining segment, including cross ‑ region programs and complex stakeholder landscapes.
Experience managing budgets, financial controls, and leading teams.
Strong skills in operational governance, escalation design, and executive-level communication and negotiation.
Ability to travel approximately 50% domestically and 10% internationally based on business needs.

Nice To Haves

Familiarity with Microsoft Power Platform and SharePoint.
Knowledge of joint field operations and cross-OEM collaboration models.

Responsibilities

Manages Conflict: Address difficult situations directly and constructively, fostering healthy resolution and forward progress.
Builds Networks: Develop strong, trust-based relationships across customers, internal teams, and external partners.
Collaborate: Work effectively across functions, regions, and levels to achieve shared business goals.
Balance Stakeholders: Understand and navigate varying priorities to make decisions that align both customer and business needs.
Global Perspective: Apply an international mindset to customer relationships, market dynamics, and strategic opportunities.
Resourcefulness: Identify creative solutions, adapt quickly, and overcome obstacles to keep work moving efficiently.
Action Oriented: Demonstrate urgency, initiative, and accountability in driving results and advancing priorities.
Values Differences: Recognize and leverage the strengths that diverse perspectives and cultures bring to the team.
Communicates Effectively: Deliver clear, compelling communication adapted to the needs of varied audiences.
Customer Focus: Build strong customer relationships and deliver solutions that reflect a deep understanding of customer needs.