Account Manager -CF

DLL Group•Wayne, PA

2d•Hybrid

About The Position

As an Account Manager, Commercial Finance, you will create and grow financing relationships that support JCB’s dealer and distribution network and generate sustainable, profitable business for JCB Finance USA, a strategic joint venture between DLL and JCB, Inc. You will develop commercial-finance business by engaging JCB stakeholders, dealers, distributors, and strategic decision makers to design and implement customized inventory and distribution finance programs. You will negotiate program structures, commercial terms, and pricing; coordinate complex opportunities across the joint venture; and support a customer-focused, collaborative approach. The role manages the full sales cycle, from prospecting and discovery through program design, proposal, negotiation, approval, documentation, implementation, and handoff. It also involves strategic account planning, management of dealer and distributor relationships, oversight of credit limits and renewals, identification of cross-selling opportunities, and coordination with internal specialists and JCB stakeholders. The position is field-based and requires regular travel.

Requirements

More than five years of relevant experience in commercial finance, distribution finance, inventory finance, equipment finance, sales, or account management, along with comparable professional experience.
Demonstrated success originating and converting complex new business in commercial finance, distribution finance, inventory finance, equipment finance, sales, or account management.
Ability to understand dealer and distributor needs and translate them into customized financing programs and commercially clear recommendations.
Confidence opening new relationships, engaging strategic decision makers, and progressing complex opportunities through a complete sales cycle.
Ability to negotiate customized program structures, agreements, commercial terms, and pricing within established decision authority.
Strong knowledge of commercial finance concepts, credit processes, sales practices, and account-management tools.
Ability to analyze market and program information, apply judgment, and solve complex problems where standard approaches require adaptation.
Strong communication, presentation, and influencing skills across dealers, distributors, JCB stakeholders, customers, and internal specialists.
Disciplined pipeline, account, resource, and priority management in a field-based environment.
Collaborative approach and ability to manage interdependencies across business areas while working with initiative and accountability.
Willingness to travel regularly.

Responsibilities

Identify and engage JCB dealers, distributors, suppliers, and strategic decision makers to develop new commercial finance relationships.
Manage the complete sales cycle, from prospecting and discovery through program design, proposal, negotiation, approval, documentation, implementation, and handoff.
Translate dealer and distributor working-capital needs into practical inventory and distribution finance programs aligned with JCB’s commercial objectives.
Build and manage a high-quality pipeline using market mapping, referrals, JCB stakeholder engagement, and disciplined follow-up.
Develop strategic account plans for assigned relationships, secure internal alignment, and coordinate implementation across relevant business areas.
Negotiate customized program structures, commercial terms, and pricing within established authority, balancing customer value, risk, profitability, and speed.
Manage assigned dealer and distributor relationships, including credit limits, renewals, program performance, and opportunities to grow profitable business.
Identify cross-selling opportunities and connect commercial finance programs, including Edge, with retail finance solutions across the customer lifecycle.
Partner with credit, operations, legal, pricing, sales, and JCB stakeholders to resolve complex issues and deliver an effective customer experience.
Use accurate pipeline, account, market, and forecast insights to shape priorities, improve program performance, and deliver business results.
Travel regularly, guide peers on specialized activities, and help improve team practices.