Company Profile
80 years and countless innovations later, JCB is the world’s largest privately-owned manufacturer of construction and agricultural equipment. At 22 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 Loadall telescopic handlers, backhoeloaders, excavators, wheel loaders, compact excavators, skid steer loaders, compact track loaders, Accessaerial work platforms, rough terrain forklifts, and Fastrac 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 will be responsible for development of our strategic accounts network; the growth of JCB’s market share through the generation of new accounts and maintenance of existing accounts. The territory for this position is in the Northeast – PA, VA, NY, VT, MA, and New England.
Major Tasks, Responsibilities & Key Accountabilities
- Identify, build and develop strategic and profitable major account networks
- Establish relationships with potential client decision makers of national contractors
- Sell all of JCB product lines
- Forecast, track and report major account activities to management
- Identify areas of opportunity and develop strategies to improve revenue and overall profitability
- Achievement of quarterly and annual sales targets
- Maintain a high level of customer satisfaction
- Understand the key performance indicators that leverage our major accounts’ business
- Review major account target market opportunities and provide feeds into our major account pipeline
- Maintain an up-to-date understanding of JCB products to facilitate sales efforts that affect target markets
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 at https://www.jcb.com/en-gb/about/careers.
Disclaimer: This job description is general in nature and is not designed to contain or to be interpreted as a comprehensive inventory of all duties, responsibilities and qualifications required of employees assigned to the job.
