District Sales Mgr - Specialty (West)

JLG began in 1969, when our founder, John L. Grove, set out to resolve growing safety concerns in the construction industry. Since then, we have been committed to understanding the challenges and delivering innovative solutions to the access market. We partner with customers to provide quality equipment, training opportunities, and trusted support within the access industry. As a global company, our products—including mobile elevating work platforms, telehandlers, utility vehicles, and accessories—can be found all over the world.

About the role

To manage an assigned sales territory for Specialty products and establish new distribution channels. This role must be near a major airport (ideally SEA, DEN, PHX, or LAX).

Responsibilities

• Meet or exceed established sales goals.
• Create and execute sales strategies to achieve set goals.
• Establish new distribution channels through prospecting, demos, and training.
• Build annual forecasts with distributors and manage progress to achieving forecast.
• Conduct business reviews with distribution management.
• Manage distribution orders to achieve forecasts and ensure adequate stock levels to represent the brand.
• Analyze distribution sales coverage for their territory and work with them to assure sufficient coverage to maximize their sales potential.
• Ensure distribution competency through training on sales techniques, territory management, tools, product knowledge, resources, literature, etc.
• Attend product demonstrations with end users, distribution sales meetings, conventions, and other promotional activities.
• Support sales plans through distribution and end user visits.
• Provide tools to sales teams such as territory reviews, prospecting lists, features and benefits, PowerPoint presentations, videos, competitive analysis documentation, etc.
• Provide feedback on how to counter the success of competitors.
• Liaise with the aftermarket team to help resolve issues regarding customer dissatisfaction, such as quality issues, warranty claims, parts shortages, etc.
• Build internal stakeholder relationships with other District Sales Managers and District Service Managers to grow and support the territory.
• Prepare sales reports and provide information requested by leadership.
• Obtain market intelligence to help others better understand potential opportunities.
• Maintain good working relationships with end users and distribution in the assigned area.
• Coordinate with internal sales operations personnel as appropriate.
• Support the integration and development of new Specialty brands as required.
• Manage T&E expenses.

Requirements

• Bachelor’s degree in a related field.
• 6-plus years of related experience.
• Travel up to 70%.

Qualifications

• Equipment industry sales background.
• Experience operating equipment and conducting demos.
• Distribution channel management experience.

Working Conditions

The following represents general working conditions for this role. Specific conditions may vary depending on business needs and individual circumstances.

• Combines office-based administrative duties with physical activity in field or production environments.
• In the office setting, tasks may require extended computer use, sitting, and attending meetings.
• Field or floor work may involve walking across various terrains or shop floors, standing, moderate lifting (up to 50 pounds), climbing stairs, and exposure to varying temperatures or noise levels.
• Must be able to shift focus between detailed cognitive work and occasional physical tasks as needed.
• Reasonable accommodations will be provided for qualified individuals with disabilities to support performance across both office and field responsibilities.

Pay

Pay Range: $103,300.00 - $177,700.00. The above pay range reflects the minimum and maximum target pay for the position across all U.S. locations. Within this range, individual pay is determined by various factors, including the scope and responsibilities of the role, the candidate's experience, education and skills, as well as the equity of pay among team members in similar positions.

Beyond offering a competitive total rewards package, we prioritize a people-first culture and offer various opportunities to support team member growth and success.