Account Management Specialist - Senior

Territory Market Manager

We are looking for a talented Territory Market Manager to join our sales department in the greater Montreal area.

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

• Management of key accounts. Develop, maintain, and strengthen relationships with assigned strategic accounts to support sales objectives and customer retention.
• Commercial development. Identify and exploit new growth opportunities, while participating in initiatives aimed at reducing costs and improving profitability.
• Sales expansion. Expand the range of products and services offered to existing customers, promoting solutions tailored to their needs.
• Negotiation and contractualization. Negotiate and implement contracts in accordance with authorizations, ensuring favorable and compliant conditions.
• Customer satisfaction and voice. Measure customer satisfaction, develop action plans to improve it, and promote the customer's voice within the organization.
• Internal and external coordination. Collaborate with internal stakeholders to align inventory, services, and delivery capabilities with customer expectations.
• Performance tracking. Manage sales forecasts, track progress and accuracy of results, and promote customer-centric initiatives.
• Operational issue management. Resolve issues related to production, distribution, and payment terms, maintaining proactive and effective communication.

External Qualifications and Competencies

To succeed in this role, you must possess the following skills:

• Market and distribution network knowledge. Understand the sector's structure, competitive dynamics, and levers to achieve organizational objectives.
• Analytical skills and business acumen. Analyze customer data, synthesize complex information, and develop tailored solutions while adjusting strategies based on results.
• Strategic planning and negotiation. Master pricing, contracting, and strategic planning techniques to align client objectives with company capabilities.
• Diversity and inclusion sense. Value cultural differences and diverse perspectives to enhance performance and innovation within the organization.
• Effective and adaptive communication. Master clear and targeted communication techniques, tailored to different audiences (clients, internal teams, partners), including complex topics.
• Client orientation and strong relationship management. Develop strong client relationships, understand their needs, and propose personalized solutions to maximize satisfaction.
• Leadership and empowerment. Take ownership of commitments and empower others to achieve set goals, inspiring confidence through integrity and authenticity.
• Commercial and strategic expertise. Ability to formulate differentiated value propositions, develop account strategies, manage the sales pipeline, and anticipate future needs through reliable forecasts.

Education, degrees, certifications: A graduate degree from a school or university, or equivalent, in marketing, sales, technical, or a related field, or equivalent experience in the sector is required. This position may require a license to comply with export controls or sanctions regulations.

Experience: High level of relevant professional experience required, including client and/or product experience. Experience in negotiating purchase/commercial contracts is desirable.

Additional Responsibilities Unique to this Position

• Diverse client management: The role involves both managing and developing relationships with dealers and supporting fleet clients.
• Technical skills: A solid understanding of Cummins products and systems is a major asset. We are also looking for someone comfortable with new technologies, able to quickly learn and integrate innovative digital tools to optimize processes and improve performance.
• Sales experience: Demonstrated track record in direct and indirect sales, with the ability to develop and maintain strong client relationships.
• Communication skills: Ability to speak and present effectively to large groups, with confidence and clarity.
• Bilingualism: Proficiency in both French and English, both spoken and written.

Compensation and benefits

Base salary based on experience. Additional benefits vary by location and include options such as the company's pension plan, medical/dental/life insurance, and a comprehensive set of personal and professional benefits.

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

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.

The selected candidate will be subject to our pre-employment background check procedure, which includes a criminal record check.