Key Accounts & Municipal Sales Manager -West

JCB Sales Position

80 years and countless innovations later, JCB is the world's largest privately-owned manufacturer of construction and agricultural equipment. At 23 plants spanning four continents—and countries including the United States, the United Kingdom, India and Brazil—JCB manufactures a range of more than 300 products including telescopic handlers, backhoe loaders, excavators, wheel loaders, compact excavators, skid steer loaders, compact track loaders, access aerial work platforms, rough terrain forklifts, and tractors.

JCB people are at the heart of our business and as a family-owned business we answer to our customers, not a group of shareholders. That freedom allows us to concentrate on developing the latest technologies and incorporating them into our equipment. We focus on what our customer needs on the jobsite – a machine that holds up in the toughest environment and increases their productivity.

At JCB, we stand behind our products – and our name.

Position Purpose

This position is responsible for growing JCB's market share and revenue across the West Region by leading two distinct but complementary sales motions: (1) Key Accounts and (2) Municipal Accounts. This role develops new business while expanding and retaining existing relationships, driving product adoption across all JCB lines through consultative selling, coordinated dealer engagement, and disciplined pipeline management. Success requires building executive-level relationships, creating account strategies, and executing programs that improve customer outcomes (uptime, total cost of ownership, productivity) while delivering quarterly and annual sales targets. Territory consists of Colorado + all of the West Coast.

Position Type

Full Time, Exempt

Major Tasks, Responsibilities & Key Accountabilities

• Develop and grow Key Accounts across the West Region through new account acquisition and expansion of existing relationships.
• Develop and grow Municipal Accounts across the West Region by aligning to budget cycles, fleet needs, and departmental priorities.
• Build and maintain relationships with decision makers in operations, fleet, procurement, and executive leadership for both account types.
• Create and execute account plans that increase product adoption and long term customer retention.
• Sell all JCB product lines using a consultative approach focused on application fit, productivity, uptime, and total cost of ownership.
• Partner with dealers to plan and execute joint customer calls, demonstrations, evaluations, and closing activities.
• Lead municipal opportunity development, including specification development and bid response support in coordination with dealers and internal teams.
• Maintain an active pipeline and provide accurate forecasting, tracking, and reporting of all key accounts and municipal activity.

Minimum Qualifications

• 8 + years major account and/or outside sales experience in related industry or similar
• 3 + years Major Account management experience
• Established relationships in direct sales to national contractors
• BA in Business or similar
• Demonstrated success in achieving sales targets
• Demonstrated success in lead generation and business development
• Strong knowledge of sales cycles, from lead generation to closure
• Solid interpersonal skills; written, verbal and listening
• Ability to effectively manage and maintain peer and business relationships with a high degree of integrity and trust
• Ability to motivate others and drive for results
• Must pass any drug screens, background checks and pre-employment tests as applicable

Knowledge, Skills, Abilities & Competencies

• Proficient in Microsoft Office software
• Comfortable in an in-person office environment
• Technical competence is a plus
• Must be customer service oriented, flexible, and have a high energy level
• Must have excellent follow-through skills
• Must have a professional, polished, and sophisticated demeanor and be comfortable in most social settings
• Must be open to domestic and international travel
• Desire and proven ability to learn and grow

Job Conditions

• Both office environment and occasionally manufacturing/factory environment
• Subject to noise and temperature changes

Physical Requirements

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this job, the employee is regularly required to:

• Sit; use hands to finger, handle, or feel; reach with hands and arms; and talk or hear.
• The employee is occasionally required to stand and walk.
• The employee must frequently lift and/or move up to 10 pounds.
• Specific vision abilities required by this job include close vision, distance vision, depth perception, and ability to adjust focus.

JCB is an equal employment opportunities (EEO) employer in accordance with applicable federal, state and local laws. JCB complies with applicable state and local laws governing non-discrimination in employment in every location in which the company has facilities. EEO EMPLOYER/VET/DISABLED.

JCB Inc. is not currently hiring individuals for this position who now or in the future require sponsorship for employment visa status; however, as a global company, JCB offers many job opportunities outside of the U.S. which can be found through our website.