We are seeking an experienced OEM Account Leader to support the Eaton Cummins Joint Venture: Eaton Cummins Automated Transmission Technologies, responsible for leading strategic OEM customer relationships and driving commercial growth. This position is off‑site and fully remote, with 30–50% domestic travel to support customer engagement and program execution.
As a member of the ECJV leadership team and commercial organization, this role serves as the primary interface between ECJV and its OEM customers, coordinating across sales, engineering, operations, and program teams. The OEM Account Leader will ensure customer commitments are met, support new program launches, and advance ECJV’s long‑term business objectives through strong partnership and execution.
In this role, you will make an impact in the following ways:
- Account Strategy Execution: Set and direct execution of account strategies for key OEM customers, aligning cross‑business resources to achieve growth, revenue, and share objectives.
- Major OEM Relationship Leadership: Set direction for ownership of major account strategy and senior‑level relationships with major customers such as PACCAR, International, and DTNA, ensuring strong alignment between customer priorities and ECJV commercial goals.
- Competitive Defense Strategy: Develop and execute strategy to help ECJV and Cummins defend against vertically integrated powertrains with primary objectives of protecting share, strengthen positioning, and responding effectively to competitive pressures.
- Growth and Opportunity Development: Identify current and emerging customer needs and translate insights into strategies that expand existing business and unlock new OEM opportunities.
- Eaton Sales Integration: Manage Eaton sales needs across manual transmissions and clutches, ensuring cohesive OEM engagement and execution across platforms.
- Fleet and Dealer Collaboration: Partner with ECJV sales and service leadership to support fleets and dealers through OEM channels, driving consistent execution and customer satisfaction.
- Customer Advocacy and Satisfaction: Champion the voice of the customer within ECJV, using data‑driven insights to improve value delivery and strengthen long‑term relationships.
- Specialty OEM Expansion: Pursue and develop new opportunities with specialty OEMs, broadening ECJV’s market presence beyond core accounts.
Responsibilities
To be successful in this role you will need the following:
- Strategic Account Leadership: Apply a strategic mindset to anticipate future opportunities, develop breakthrough account strategies, and define achievable targets aligned with business objectives.
- Customer‑Centric Selling: Build strong customer relationships by integrating the customer perspective into sales strategies and delivering solutions that address complex needs and buying behaviors.
- Value Proposition Articulation: Clearly explain and demonstrate products, solutions, and services to differentiate ECJV capabilities and address customer‑specific requirements.
- Commercial and Pricing Acumen: Maximize profitability through effective pricing strategies and use of sales and marketing levers, aligning stakeholders to achieve financial targets.
- Account Planning and Execution: Develop and maintain disciplined account plans, tracking progress against objectives and adjusting strategies to drive execution and results.
- Sales Forecasting and Pipeline Management: Analyze internal and external customer data to forecast demand, evaluate pipeline health, and proactively adjust sales activities.
- Effective Communication and Sense Making: Translate complex technical and commercial information into clear, audience‑appropriate messaging that supports decision‑making and retention.
- Organizational Savvy and Collaboration: Build effective, diverse teams, navigate complex organizations, and leverage ECJV OEM experience to support corporate negotiations and cross‑functional alignment.
Qualifications
Education/Experience:
- College, university, or equivalent degree in Sales, Marketing, or a related field required, or an acceptable combination of education and experience.
- Significant experience in strategic, managerial, product, customer, and budgetary responsibility.
- Demonstrated experience leading customer‑facing activities and managing complex business priorities.
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.
This role is considered internal for employees of the Eaton Cummins JV [ECJV]: Eaton Cummins Automated Transmission Technologies. External candidates (including parent company employees) are welcome to apply using careers.cummins.com.
Company
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.