Key Accounts & Municipal Sales Manager -West

About the role

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.

Position Type

Full Time, Exempt

Location

Remote with travel within the assigned territory: Colorado, California, Washington, Portland, Denver and Arizona.

Benefits & Other Compensation

JCB offers a comprehensive benefits package, including medical, dental, and vision insurance; 401(k) retirement plan; paid time off and paid holidays.

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.
• Create 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.
• Led 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.
• Other duties as assigned.

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
• Solid interpersonal skills; written, verbal and listening
• Able to effectively manage and maintain peer and business relationships with a high degree of integrity and trust
• Able to motivate others and drive for results
• Must pass any drug screens, background checks, and any pre-employment tests, which will be conducted in accordance with applicable law.

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

• Remain stationary, operate hands to finger, handle, or feel, reach with hands and arms, and talk or hear.
• The employee is occasionally required to stand and move and/or walk.
• The employee must frequently move and/or transport up to 10 pounds.

Specific vision abilities required by this job

• Close vision
• Distance vision
• Depth perception
• The ability to adjust focus.

Equal Opportunity Employer

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. Reasonable Accommodation Statement

JCB complies with federal and state disability laws and makes reasonable accommodations for applicants and employees with disabilities. If reasonable accommodation is needed to participate in the job application or interview process, to perform essential job functions, and/or to receive other benefits and privileges of employment, please contact the JCB Human Resources team at hrsupport@jcb.com.

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 at https://www.jcb.com/en-gb/about/careers.