Key Accounts & Municipal Sales Manager -West at JCB in California

Company Profile With over 80 years of innovation, JCB is the world’s largest privately owned manufacturer of construction and agricultural equipment. Operating 23 manufacturing facilities across four continents—including the United States, the United Kingdom, India, and Brazil—JCB produces a diverse portfolio of more than 300 products. These include telescopic handlers, backhoe loaders, excavators, wheel loaders, compact excavators, skid steer loaders, compact track loaders, access aerial work platforms, rough terrain forklifts, and tractors.

At the heart of JCB’s success are its people. As a family-owned business, we are accountable to our customers—not shareholders—which gives us the flexibility to focus on long-term innovation and delivering real value. This independence allows us to continuously develop advanced technologies and integrate them into equipment designed to perform in the toughest environments while maximizing customer productivity.

At JCB, we stand behind our products—and our name—with pride and commitment to quality.

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.

Position Type Full Time, Exempt

Location Remote based in California with travel within the assigned territory: Washington, Oregon, California, Idaho, Nevada, Arizona, Montana, Wyoming, Utah, Colorado and New Mexico.

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

Application Process Applications will be accepted through Careers | JCB Careers | JCB Jobs | JCB or via LinkedIn. The anticipated application window will close on November 27, 2026.

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. 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 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 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 The physical demands described here are representative of those required of an employee to perform the essential functions of this job successfully. While performing the duties of this job, the employee is regularly required to:

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 include close vision, distance vision, depth perception, and 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.

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.