Key Accounts & Municipal Sales Manager -West

JCB North America

3d•Remote

About The Position

The Key Accounts & Municipal Sales Manager is responsible for growing JCB’s market share and revenue across the West Region through two complementary sales motions: Key Accounts and Municipal Accounts. The role develops new business while expanding and retaining existing relationships, promoting adoption across all JCB product lines through consultative selling, coordinated dealer engagement, and disciplined pipeline management. Success involves building executive-level relationships, developing account strategies, and executing programs that improve customer outcomes—including uptime, total cost of ownership, and productivity—while achieving quarterly and annual sales targets. The position is full-time and exempt, remote-based in California, with travel within the assigned territory of Washington, Oregon, California, Idaho, Nevada, Arizona, Montana, Wyoming, Utah, Colorado, and New Mexico. The work takes place in office environments and occasionally in manufacturing or factory environments, where noise and temperature changes may occur.

Requirements

At least 8 years of major account and/or outside sales experience in a related industry or similar field.
At least 3 years of major account management experience.
Established relationships in direct sales to national contractors.
Bachelor of Arts degree 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, written, verbal, and listening skills.
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.
Proficiency in Microsoft Office software.
Comfort with an in-person office environment.
Customer-service orientation, flexibility, and a high energy level.
Excellent follow-through skills.
Professional, polished, and sophisticated demeanor and comfort in most social settings.
Openness to domestic and international travel.
Desire and proven ability to learn and grow.
Must pass drug screens, background checks, and any pre-employment tests conducted in accordance with applicable law.

Nice To Haves

Technical competence is a plus.

Responsibilities

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 with 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.
Perform other duties as assigned.