Michael Sarro
Old Bridge
Summary
Senior account management specialist with 20 years of Cummins experience in driving revenue growth & managing complex multi-region accounts. Expertise in leading high-performing technical teams EBU & DBUs staff across transit, coach, school & EV bus sectors. Proven track record in developing cross-functional strategies, negotiating contracts, & delivering lifecycle solutions that enhance market share & profitability. Strong ability to align customer needs with innovative solutions while fostering long-term business relationships.
Overview
20
20
years of professional experience
Work History
Account Executive - Branch Sales (SGI)
Cummins Sales and Service
Kearny
01.2024 - Current
- Met & exceeded all work plan & SGI initiatives along side DBUs service / parts staff for NY/NJ in 25'.
- Strive to continuously build internal business relationships with support staff for stronger collaboration on SGI efforts.
- Meticulous documentation through Salesforce.
- Highly skilled with BI tools & utilizing data to evoke internal conversations and planning on how to grow in shop & Allied business. Holding accountability for all.
- Continued customer engagement building business relationships for the On-Highway segment to include Allied parts, in-shop service, expanded services & promotions.
- Focused on key accounts - top 25s to expand on wallet spend at our distributors.
- Internal BSAE team leader assisting new hires with roadblocks & consistently offering views on how to capitalize on SGI.
- Initiated an RX engine repower program for FDNY & gained 1 additional technician in-shop for continued growth / support.
- 300K on books for expanded services at CSSNA Kearny with target at 150K in 25'.
- 26' opportunities to date closed 346K, +200K in process and 1M over next 2 years for Academy Bus MR CM2350 OH Kits
Account Executive - Bus
Cummins Sales and Service
Kearny
01.2022 - 01.2024
- Maintained dual roles as TSM & AE for six consecutive months while supporting business segment.
- Consistently exceeded sales targets & revenue goals through strategic initiatives.
- Leveraged previous role responsibilities to strengthen relationships with customers, OEMs, DBUs & EBU.
- Achieved 100% close rate on all bids exceeding $4 million.
- Delivered presentations & training on various Cummins software and product updates to customers, OEMs, & DBUs.
- Participated in all business-related conferences & shows to enhance industry presence.
- Excelled in managing account receivables, collecting delinquent payments & heading the decommissioning of Coach USA accounts - responsible for all transactions start / finish for 8 months across NA.
- Partnered with NPBU, Business Development Team, OEM, Dealer Bird Bus for NY area 400 BEV school buses - 50 charging stations.
(TSM) Technical Support Manager - Bus
Cummins Sales and Service
Kearny
03.2016 - 01.2022
- Partnered with cross-functional bus support teams to resolve complex, high-impact technical issues for key transit & school bus customers, ensuring minimal downtime & strong customer satisfaction.
- Acted as escalation point for critical customer concerns, leading resolution of management-level inquiries and strengthening long-term customer relationships.
- Led & developed technical support staff EBU by setting priorities, aligning team goals, & ensuring consistent execution against operational and customer expectations.
- Collaborated closely with OEM partners & internal transit bus account teams to support Product Quality (PQC) initiatives and drive continuous product improvement.
- Supported NPBU electric vehicle (EV) transit & school bus programs, including vehicle deliveries, pre-delivery inspections (PDIs), and resolution of complex, unresolved product issues.
- Served as a key link between customers, engineering, & sales teams, bringing forward voice-of-customer insights to improve product performance and support lifecycle solutions.
- Partnered with AE, OEM Gillig, MOCO - MD to deliver / support battery electric transit buses.
- Supported delivery, technical, & service assistance during union negotiations for GATRA - MA.
- AOR Maryland, Delaware, New Jersey, Eastern PA up through Vermont.
(CFSE) Cummins Field Service Engineer - Bus
Cummins PowerSystems
Newark
09.2010 - 02.2016
- Delivered on-site technical support for transit & bus customers, installing & commissioning powertrain systems while ensuring alignment with customer specifications and operational requirements.
- Diagnosed complex engine & system failures, recommending cost-effective, performance-driven solutions that minimized downtime & improved fleet reliability.
- Partnered with engineering, product, & account teams to escalate and resolve critical customer issues, strengthening relationships and reinforcing trust with key stakeholders.
- Executed advanced technical functions including setup, calibration, maintenance, & troubleshooting of engine systems, supporting both product performance & customer satisfaction.
- Led & supported developmental testing and field validation activities, collecting & translating engineering data into actionable insights for product improvement.
- Trained customer personnel & internal teams to standardize operations, improve technical competencies, & ensure consistent service delivery across regions.
- Developed & implemented maintenance programs that enhanced operational efficiency, reduced lifecycle costs, & supported long-term customer success.
- Acted as a voice of the customer in the field, providing feedback that influenced design improvements, service strategies, & overall product lifecycle solutions.
- AOR New Jersey, Eastern PA up through Vermont.
(ASM) Assistant Service Manager
Cummins PowerSystems
Newark
03.2008 - 09.2010
- Executed comprehensive opening, closing, & shift change functions to uphold daily operational standards.
- Supervised a team of 5 customer service representatives, enhancing transit bus operations in New York/New Jersey.
- Established procedures & monitored team performance to ensure optimal service delivery.
- Cultivated robust business relationships with customers & original equipment manufacturers specific to buses.
- Analyzed financial statements & sales reports to assess productivity and track goal achievement.
(FSM) Field Service Manager
Cummins Metropower
Newark
02.2007 - 03.2008
- Managed a team of 10 service technicians in bus market to ensure operational efficiency.
- Established staff schedules & assignments based on customer needs and equipment availability.
- Mentored newly hired FS technicians on company policies and best practices.
(CSR) Customer Service Representative
Cummins Metropower
Newark
07.2006 - 02.2007
- Managed bus business operations.
- Managed transmission rebuild program, overseeing ZF & Allison components.
- Ensured technicians achieved certification through comprehensive transmission training programs.
Education
Associate of Science - Automotive Technology
Union County College
Cranford, NJ06.1993
Skills
- Strategic Account Leadership
- Transit, Coach, BEV & School Bus Market Expertise
- Cross-Region Sales Strategy
- Contract Negotiation & Risk Management
- Lifecycle Solutions - MLO Mid Life Overhaul Programs
- Sales Pipeline & Forecasting
- Customer Relationship Management
- Team Leadership & Coaching
- Revenue Growth & Market Expansion
- Voice of Customer / Customer Insights
- TCO - Total Cost of Ownership Projects
- GHG - Green House Gas Projects
- Geographically located 1-3 hours from transit authorizes
- 20 yrs of conducting bus business with DBUs, EBU, OEMs & bus customers
Timeline
Account Executive - Branch Sales (SGI)
Cummins Sales and Service
01.2024 - Current
Account Executive - Bus
Cummins Sales and Service
01.2022 - 01.2024
(TSM) Technical Support Manager - Bus
Cummins Sales and Service
03.2016 - 01.2022
(CFSE) Cummins Field Service Engineer - Bus
Cummins PowerSystems
09.2010 - 02.2016
(ASM) Assistant Service Manager
Cummins PowerSystems
03.2008 - 09.2010
(FSM) Field Service Manager
Cummins Metropower
02.2007 - 03.2008
(CSR) Customer Service Representative
Cummins Metropower
07.2006 - 02.2007
Associate of Science - Automotive Technology
Union County College