Senior Account Manager

DLL Group•Wayne, PA

3d•Hybrid

About The Position

As a Senior Account Manager, you will drive new financing relationships and convert complex market opportunities into sustainable, profitable business for JCB Finance USA, a strategic joint venture between DLL and JCB, Inc. You will develop an assigned territory, engage strategic decision makers across JCB dealers and prospective equipment customers, and structure customized financing solutions. You will use sound judgment to negotiate deal structure and pricing, influence regional priorities, and coordinate complex opportunities across the joint venture. The role calls for bringing DLL’s values to life by putting customers first, taking ownership, strengthening collaboration, and helping others grow. The position focuses on leading territory growth, building a high-quality pipeline, influencing customer and dealer decisions, negotiating financing structures, and coordinating opportunities from proposal and internal approval through documentation and handoff. You will collaborate with the Managing Director and internal specialists, build trusted relationships, use accurate pipeline and market insights to guide territory priorities, solve complex challenges, and guide peers on specialized sales activities and initiatives that improve team alignment and efficiency.

Requirements

Professional experience; more than five years of relevant experience is identified as an indicative profile.
Demonstrated success originating and converting complex new business in field sales, territory sales, equipment finance, commercial finance, or a comparable customer-facing role.
Ability to understand strategic customer needs and develop customized financing recommendations that support equipment purchases and broader business objectives.
Confidence engaging strategic decision makers, opening new relationships, and progressing complex opportunities through a complete sales cycle.
Ability to negotiate customized agreements, deal structures, partnerships, and pricing within established authority.
Strong knowledge of sales and financing concepts, processes, and tools, with the ability to adapt standard practices to new situations.
Ability to analyze patterns, apply judgment, and solve complex problems where established approaches require adaptation.
Strong communication, presentation, and influencing skills across strategic decision makers, dealers, customers, sales teams, and internal specialists.
Disciplined territory, pipeline, resource, and priority management in a field-based environment.
Collaborative approach and ability to partner across business areas, manage interdependencies, and respond to shifting priorities.
Openness to learning, coaching, regular travel, guiding peers, and improving team practices.

Responsibilities

Lead a territory growth strategy to identify, qualify, and convert complex financing opportunities with JCB dealers, dealer sales teams, equipment customers, and strategic financial decision makers.
Build and manage a high-quality pipeline through targeted prospecting, market mapping, referrals, dealer engagement, and disciplined follow-up.
Translate business priorities into clear, customized financing recommendations for strategic customers and dealers.
Negotiate complex financing structures and pricing within established authority, balancing customer value, risk, profitability, and speed.
Coordinate the full sales cycle from proposal and internal approval through documentation and handoff to convert opportunities into funded business.
Collaborate with the Managing Director, credit, operations, legal, pricing, and other business areas to manage interdependencies, respond to shifting priorities, and strengthen sales outcomes.
Build trusted relationships with JCB stakeholders, strategic decision makers, and regional dealer teams while maintaining a focus on new business development.
Use accurate opportunity, activity, market, and forecast insights to shape territory priorities and deliver regional results.
Analyze patterns, apply judgment, and adapt or combine approaches to solve complex sales and financing challenges.
Guide peers on specialized sales activities and lead focused initiatives that improve team alignment, methods, and efficiency.