Director - Agriculture Sales, West

JCB North America

9d•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 has overall responsibility for driving sales volume, market share, revenue, and profitability while building and leading the regional agricultural sales team and supporting the expansion and development of JCB’s agricultural dealer network. The position is hybrid and involves 60–70% travel throughout the West Region. It is full-time and exempt.

Requirements

Willingness to travel extensively throughout the West Region.
At least 5 years of relevant sales, sales leadership, or business development experience, preferably in agricultural, construction, or capital equipment.
Demonstrated success delivering sales growth and achieving commercial targets.
Experience managing and developing sales teams.
Strong understanding of dealer or distributor business models and operations.
Proven ability to develop sales strategies, operating plans, and market-growth initiatives.
Strong analytical capability, including experience using performance data and forecasting to guide decisions.
Excellent relationship-management, communication, and leadership skills.
Ability to build effective relationships with dealers, customers, and internal stakeholders.
Ability to pass drug screens, background checks, and pre-employment tests conducted in accordance with applicable law.
Strong problem-solving and analytical skills.
Ability to work in a high-stress environment.
Detail-oriented and able to work independently.
Collaborative approach to resolving issues affecting groups across the enterprise.
Ability to understand processes, troubleshoot, develop solutions, and recommend improvements.
Self-motivated team player who can work in a dynamic environment.
Working knowledge of Microsoft Office products, including Word, Excel, PowerPoint, Teams, and Microsoft Project.

Nice To Haves

Bachelor’s degree in Business or a related discipline.
Commercially focused, results-driven leadership 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 ability to operate effectively across a large geographical territory.

Responsibilities

Develop and execute the regional agricultural strategy to grow machinery sales, market share, revenue, and profitability.
Recruit, develop, and manage a high-performing regional agricultural sales team, with clear objectives, territory responsibilities, and accountability.
Create regional sales and operating plans covering territory planning, forecasting, lead generation, key account development, and go-to-market strategies.
Work with the Dealer Development team to identify geographic and market coverage gaps and support the appointment, development, and expansion of dealers.
Work with JCB dealers to establish sales plans, targets, and market-development activities, ensuring appropriate investment, resources, and focus on agriculture.
Identify priority agricultural markets, customer segments, and growth opportunities, and develop strategies to increase JCB’s market penetration.
Build relationships with major agricultural customers, contractors, and industry partners, working with dealers and the agricultural sales team to develop and convert significant opportunities.
Analyze sales, market share, pipeline, forecasting, and dealer-performance data to identify opportunities, measure progress, and guide regional business decisions.
Implement consistent sales processes for pipeline management, forecasting, sales activity, lead management, and conversion.
Identify training and development needs and ensure the agricultural sales team has the product knowledge, commercial skills, processes, and tools to succeed.
Manage pricing, programs, product mix, and commercial opportunities to deliver profitable growth.
Provide feedback to the wider JCB organization about customer requirements, competitive activity, product opportunities, and agricultural market trends.
Work with Dealer Development, Product, Marketing, Parts, Service, and Finance to support regional agricultural business objectives.