SoCal JCB - Product Support Sales Representative

Product Support Sales Representative

SoCal JCB is a highly successful, fast-growing business that prides itself in customer service. We invest in our workforce and offer a highly competitive compensation and benefit program. SoCal JCB is an authorized dealer for JCB construction equipment including skid steer loaders, backhoe loaders, wheel loaders, excavators and telehandlers.

The Product Support Sales Representative (PSSR) serves as the primary field-facing consultant bridging the dealership's aftermarket parts and service departments with our customer base. The core mission of the PSSR is to proactively help equipment owners lower their total cost of ownership, maximize machine uptime, and optimize fleet performance. Rather than waiting for a breakdown, the PSSR sells preventative maintenance programs, custom service agreements, telematics solutions, and replacement wear parts directly at customer job sites, aggregate mines, and yards.

Full Time, Exempt

Competitive base salary plus performance-driven commission structure.

Company-provided field vehicle, fuel card, laptop, and smartphone.

Comprehensive health, dental, and vision insurance.

401(k) plan with company matching contributions.

Paid time off (PTO) and paid holidays.

Ongoing OEM-certified product training and career advancement pathways.

To excel in this role, the PSSR must effectively balance consultative technical expertise with proactive relationship management across their assigned territory.

• Territory & Account Management: Proactively manage and grow assigned territory by executing regular site visits to current and prospective fleet owners, contractors, and maintenance/service managers.
• Consultative Aftermarket Sales: Promote and sell heavy equipment parts, service capabilities, custom hydraulic options, remanufactured components, and major machine rebuild programs.
• Preventative Maintenance & Telematics Promotion: Partner with customers to implement Preventive Maintenance (PM) agreements. Utilize OEM telematics platforms (e.g., remote machine monitoring) to track fleet health, anticipate service intervals, and intercept failures before they cause critical downtime.
• Field Inspections & Evaluations: Conduct walk-around equipment inspections on job sites. This includes performing undercarriage wear measurements, evaluating ground-engaging tools (GET), and providing technical data to assist customers with long-term maintenance budgeting.
• Cross-Departmental Collaboration: Work seamlessly with the Parts and Service Managers to coordinate accurate quoting, schedule field technicians, check stock availability, and ensure a flawless handoff from whole-goods sales representatives to the aftermarket lifecycle.
• CRM & Activity Tracking: Maintain disciplined records of customer touches, machine profiles, active quotes, and territory growth strategies within the dealership CRM.

The success of the PSSR will be measured by the health and profitability of their territory, specifically tracking:

1. Incremental Revenue Growth: Year-over-year increases in parts and service sales margins within the territory.
2. PM Agreement Capture Rate: Net-new Customer Value/Preventative Maintenance Agreements signed.
3. Territory Touch Frequency: Meeting established benchmarks for face-to-face customer and job site visits.
4. Quote-to-Close Ratio: Efficiency in converting field inspection recommendations into closed service work orders or parts invoices.

Experience & Education:

• Minimum 35 years: of experience in heavy equipment product support, machinery sales, or technical dealership service/parts operations.
• High School Diploma or equivalent required; a technical degree is a plus.
• Proven track record of managing a sales territory or working a field-based technical role.

Technical & Behavioral Competencies:

• Strong Equipment Aptitude: Familiarity with heavy machinery systems (hydraulics, powertrains, electrical, and diesel engines) and the ability to confidently inspect equipment.
• Relationship & Negotiation Skills: Excellent interpersonal communication skills, with an innate ability to build trust with a mechanic in the dirt as easily as an executive or fleet procurement manager in a boardroom.
• Digital Proficiency: Experience using dealership management systems (DMS), CRM software, and OEM telematics/diagnostic programs.
• Self-Discipline: A high degree of self-motivation to plan travel routes and execute daily schedules independently.

Physical & Environmental Demands:

• Must hold a valid Driver's License and maintain a clean driving record.
• Willingness to travel up to 80-100% of the workday within the regional territory, including frequent visits to active construction zones, quarries, and industrial environments.
• Ability to walk rough terrain, climb onto heavy machinery to check serial numbers or component wear, and occasionally lift up to 50 lbs.

JCB is an equal employment opportunity (EEO) employer in accordance with applicable federal, state, and local laws. JCB complies with applicable state and local laws governing non-discrimination in employment at every location where the company has facilities. All applicants will be considered for employment without attention to race, color, religion, sex, sexual orientation, gender identity, national origin, veteran or disability statute, or any other characteristic protected under federal, state, and local laws.

EEO EMPLOYER/VET/DISABLED.