Strategic Account Manager - Northeast

JCB•New York, NY

7d•Onsite

About The Position

With over 80 years of innovation, JCB is the world’s largest privately owned manufacturer of construction and agricultural equipment. Operating 23 manufacturing facilities across four continents—including the United States, the United Kingdom, India, and Brazil—JCB produces a diverse portfolio of more than 300 products. These include telescopic handlers, backhoe loaders, excavators, wheel loaders, compact excavators, skid steer loaders, compact track loaders, access aerial work platforms, rough terrain forklifts, and tractors. At the heart of JCB’s success are its people. As a family-owned business, we are accountable to our customers—not shareholders—which gives us the flexibility to focus on long-term innovation and delivering real value. This independence allows us to continuously develop advanced technologies and integrate them into equipment designed to perform in the toughest environments while maximizing customer productivity. At JCB, we stand behind our products—and our name—with pride and commitment to quality. This role will own JCB strategic-account growth in the Northeast territory: Michigan, Indiana, Ohio, West Virginia, Pennsylvania, Maryland, Delaware, Washington DC, New Jersey, New York, Connecticut, Rhode Island, Massachussets, Vermont, New Hampshire, and Maine. You will hunt and grow your own book—accounts headquartered in or assigned to this territory—and be measured on pipeline, share, and closed revenue.

Requirements

8+ years major, national, strategic, key account or outside sales in construction, agricultural, or related capital equipment; OEM or large dealer group strongly preferred.
3+ years owning named accounts, including buying committees and multi-year or fleet agreements
Current relationships selling to national or regional contractors, fleet owners, or comparable enterprise buyers.
Bachelor’s degree in Business or related field, or equivalent experience.
Proven target attainment (units, share, or contract value you drove) plus new-logo and wallet-share growth.
Experience working in collaboration with a dealer channel and a multi-region account model with peers
Must pass any drug screens, background checks, and any pre-employment tests, which will be conducted in accordance with applicable law.

Nice To Haves

Willingness and Ability to demonstrate and operate all equipment.
Named-book evidence: accounts, deal size, multi-year contracts, share or retention wins.
Project-cycle fluency and consultative selling (utilization, dealer support, lifecycle cost—not price alone).
Dealer fluency and executive presence on the jobsite and with contractor leadership.
Collaborative and accountable
Proficient in Microsoft Office
High energy and follow-through
Open to domestic and international travel
Technical competence a plus.
Comfortable in an in-person office environment and on customer and dealer sites.
Desire and proven ability to learn and grow.

Responsibilities

Build and grow named strategic accounts; sell the full JCB line; hit quarterly and annual targets.
Engage decision makers and buying committees at national and regional accounts; keep an account plan that includes fleet, projects, share, and the plan to win.
Forecast, report, and feed a pipeline so the broader teams are following the business.
When a machine sold by another SAM lands in territory, prepare the dealer, be on site when it matters, and introduce dealer leadership and service to the customer’s site team.
When your accounts ship outside the territory, brief the receiving SAM early and stay accountable for the commercial result.
Keep territory dealer relationships strong so that a colleague’s deal can land without friction.
Stay current on JCB products and on the KPIs that matter to strategic accounts (uptime, TCO, utilization, and hitting their project schedule).
Other duties as assigned