Account Management Specialist - Senior

Territory Market Manager

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

Job Summary:

In charge of managing the relationship and commercial strategies for less complex accounts (regional, particular commercial unit, internal, etc.). May be in charge of larger and more complex accounts when associated with a principal account manager. Responsibilities include selling the organization's products to assigned commercial clients to achieve sales objectives, expanding relationships with existing clients, and executing account sales plans in support of the commercial strategy.

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

• Key Account Management. Develop, maintain, and strengthen relationships with assigned strategic accounts to support sales objectives and customer loyalty.
• Commercial Development. Identify and exploit new growth opportunities, while participating in initiatives to reduce costs and improve 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 establish contracts in accordance with authorizations, ensuring favorable conditions and compliance with internal policies.
• Customer Satisfaction and Voice. Measure customer satisfaction, develop action plans to improve it, and promote the customer voice within the organization.
• Internal and External Coordination. Collaborate with internal stakeholders to align inventory, services, and delivery capabilities with customer expectations.
• Performance Monitoring. 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 Knowledge and Distribution Networks. 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, 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. Value cultural differences and diverse perspectives to enhance performance and innovation within the organization.
• Effective and Adaptive Communication. Master clear and targeted communication techniques, adapted to different audiences (clients, internal teams, partners), including complex topics.
• Customer Orientation and Strong Relationship Management. Develop strong client relationships, understand their needs, and propose personalized solutions to maximize satisfaction.
• Leadership and Empowerment. Take responsibility for commitments and empower others to achieve set objectives, 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 managing and developing relationships with both dealers and fleet clients.
• Technical Skills: Strong knowledge of Cummins products and systems is an 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, striving 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 undergo our pre-employment background check procedure, which includes a criminal record check.