On-Highway Account Executive Southern Alberta

We are looking for a talented On-Highway Account Executive to join our team specializing in On-Highway Sales in Calgary/Southern, AB.

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

• Strategic account growth — You will strengthen key customer relationships and expand business within assigned accounts, directly supporting long‑term revenue growth.
• New business development — You will identify, pursue, and convert new opportunities, adding fresh revenue streams while supporting cost‑reduction initiatives that improve margin performance.
• Customer advocacy — You will serve as the voice of the customer, ensuring their needs, expectations, and challenges are clearly represented across the organization to drive better decisions and stronger alignment.
• Contract leadership — You will negotiate and implement agreements that protect the business, strengthen partnerships, and create clarity for both internal teams and clients.
• Operational excellence — You will proactively manage production, distribution, inventory balance, and delivery expectations to ensure reliability, consistency, and service excellence.
• Customer satisfaction improvement — You will measure customer satisfaction with rigor, translate insights into action plans, and drive improvements that elevate loyalty and retention.
• Financial stewardship — You will manage accounts receivable conversations, negotiate payment terms, and ensure financial discipline that supports healthy cash flow.
• Cross‑business collaboration — You will unite stakeholders across business units to execute account strategy, strengthen customer relationships, and deliver cohesive, high‑value solutions.

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

• Values differences — You must actively recognize and leverage diverse perspectives, cultures, and working styles to strengthen customer relationships, internal collaboration, and strategic decision‑making.
• Communicates effectively — You need the ability to tailor communication across multiple modes and audiences, ensuring clarity, alignment, and shared understanding whether speaking with customers, executives, or cross‑functional teams.
• Customer focus — You must build deep, trust‑based relationships and consistently deliver customer‑centric solutions that anticipate needs, resolve issues, and reinforce long‑term loyalty.
• Ensures accountability — You need to hold yourself and others to commitments, driving disciplined execution across forecasting, pipeline management, contract delivery, and service performance.
• Instills trust — You must operate with honesty, integrity, and authenticity, earning confidence from customers and internal partners through transparent actions and reliable follow‑through.
• Articulating value proposition — You need to interpret customer needs and clearly demonstrate how products, solutions, and services differentiate against competitors in ways that resonate with each account’s priorities.
• Channel awareness — You must understand industry structure, market dynamics, and the path to market to position offerings effectively and advance organizational goals.
• Pricing strategy — You need the ability to align pricing decisions with stakeholders, balancing customer expectations with business targets to support profitable growth.
• Account planning — You must define clear objectives, track progress against targets, and adjust plans proactively to ensure account strategy execution stays on course.
• Adapts to target audience — You need to simplify complex technical or commercial information so customers, sales teams, and partners can understand, retain, and act on it.
• Developing account strategy — You must assess the current state of each account, define the desired future state, and build strategies that balance customer requirements with business capabilities.
• Integrates customer perspective — You need to incorporate customer insights into sales content and engagement approaches that improve relevance, strengthen relationships, and increase revenue.
• Sales forecasting — You must analyze customer data, compare historical patterns, and build accurate forecasts that guide production, inventory, and strategic planning.
• Sales pipeline management — You need to evaluate pipeline health, adjust strategy based on progress, and ensure high‑impact activities are prioritized to achieve sales objectives.
• Sense making — You must synthesize complex internal and external information, ask the right diagnostic questions, and translate insights into tailored solutions that meet customer needs. 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.

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
• A valid passport is required, as travel to the USA will be necessary for this role.

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.

Job Sales

Organization Cummins Inc.

Role Category On-site with Flexibility

Job Type Exempt - Experienced

ReqID 2434265

Relocation Package Yes

Business Justification New Position

100% On-Site No