Director - Agriculture Sales, West

JCB North America

10d•Hybrid

About The Position

The Agriculture Director will lead the development and growth of JCB’s agricultural business across the West Region, building the sales, distribution and commercial foundations required for long-term success. The role will have overall responsibility for driving sales volume, market share, revenue and profitability, while building and leading the regional AG sales team and supporting the continued expansion and development of JCB’s agricultural dealer network.

Requirements

Bachelor’s degree in Business or a related discipline preferred.
Willingness to travel extensively throughout the West Region.
5+ years of relevant sales, sales leadership or business development experience, preferably within agricultural, construction or capital equipment.
Demonstrated success in delivering sales growth and achieving commercial targets.
Experience managing and developing sales teams.
Strong understanding of dealer/distributor business models and operations.
Proven ability to develop sales strategies, operating plans and market growth initiatives.
Strong analytical capability with experience using performance data and forecasting to drive decisions.
Excellent relationship-management, communication and leadership skills.
Ability to build effective relationships with dealers, customers and internal stakeholders.
Must pass any drug screens, background checks, and any pre-employment tests, which will be conducted in accordance with applicable law.

Nice To Haves

Commercially focused, results-driven leader with strong knowledge of sales management and dealer distribution.
Ability to build teams, develop markets, analyze performance, identify growth opportunities and translate strategy into execution.
Strong organizational skills, commercial judgment, customer focus and the ability to operate effectively across a large geographical territory will be essential.
Knowledge of Microsoft Office products, including Word, Excel, PowerPoint, Teams, and Microsoft Project.

Responsibilities

Drive Agricultural Sales Growth – Develop and execute the regional AG strategy to deliver sustained growth in JCB machinery sales, market share, revenue and profitability.
Build & Lead the AG Sales Team – Recruit, develop and manage a high-performing regional AG sales team, establishing clear objectives, territory responsibilities and accountability for results.
Sales Strategy & Execution – Develop regional sales and operating plans, including territory planning, forecasting, lead generation, key account development and go-to-market strategies.
Develop Distribution – Work closely with the Dealer Development team to identify geographical and market coverage gaps and support the appointment, development and expansion of dealers capable of growing JCB’s agricultural business across the West Region.
Drive Dealer Performance – Work closely with JCB dealers to establish sales plans, targets and market-development activities, ensuring appropriate investment, resources and focus on the agricultural opportunity.
Market Development – Identify priority agricultural markets, customer segments and growth opportunities and develop strategies to increase JCB penetration within them.
Key Customer Development – Build relationships with major agricultural customers, contractors and industry partners, working alongside dealers and the AG sales team to develop and convert significant opportunities.
Data-Driven Performance Management – Analyze sales, market share, pipeline, forecasting and dealer performance data to identify opportunities, measure progress and guide regional business decisions.
Sales Process & Best Practice – Implement consistent and repeatable sales processes across the regional AG team, including pipeline management, forecasting, sales activity, lead management and conversion.
Team Development & Sales Enablement – Identify training and development requirements and ensure the AG sales team has the product knowledge, commercial skills, processes and tools required to succeed.
Commercial Management – Ensure growth is delivered profitably through effective management of pricing, programs, product mix and commercial opportunities.
Product & Market Intelligence – Provide clear feedback to the wider JCB organization on customer requirements, competitive activity, product opportunities and agricultural market trends.
Cross-Functional Leadership – Work closely with Dealer Development, Product, Marketing, Parts, Service and Finance teams to ensure the regional AG business has the support required to achieve its growth objectives.