Strategic Account Manager - Northeast

JCB North America•New York, NY

2d•Onsite

About The Position

JCB is hiring a Strategic Account Manager to own strategic-account growth in the Northeast territory, covering Michigan, Indiana, Ohio, West Virginia, Pennsylvania, Maryland, Delaware, Washington, DC, New Jersey, New York, Connecticut, Rhode Island, Massachusetts, Vermont, New Hampshire, and Maine. The position must be based in the New York City metropolitan area. The manager will develop and grow assigned or territory-headquartered accounts and be measured on pipeline, market share, and closed revenue. The role involves selling JCB’s full product line, developing account plans, engaging customer decision makers, forecasting opportunities, and coordinating with strategic-account peers and dealers on sales and equipment deliveries across regions. The manager is expected to maintain strong dealer relationships, understand customer performance priorities such as uptime and total cost of ownership, and support customer and dealer teams at job sites. The position includes both office and customer/dealer-site work, with occasional work in manufacturing or factory environments and domestic and international travel.

Requirements

At least 8 years of major, national, strategic, key-account, or outside sales experience in construction, agriculture, or related capital equipment.
At least 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 a related field, or equivalent experience.
Proven target attainment in units, share, or contract value, as well as new-logo and wallet-share growth.
Experience collaborating with a dealer channel and working in a multi-region account model with peers.
Must pass applicable drug screens, background checks, and pre-employment tests conducted in accordance with applicable law.
Willingness and ability to demonstrate and operate equipment.
Evidence of named-account results, such as accounts managed, deal size, multi-year contracts, or share or retention wins.
Project-cycle fluency and consultative selling skills, including utilization, dealer support, and lifecycle cost considerations.
Dealer fluency and executive presence on jobsites and with contractor leadership.
Collaborative and accountable work style.
Proficiency in Microsoft Office.
High energy and follow-through.
Willingness to travel domestically and internationally.
Comfort working in an in-person office environment and at customer and dealer sites.
Desire and proven ability to learn and grow.

Nice To Haves

Experience with an original equipment manufacturer (OEM) or large dealer group.
Technical competence.

Responsibilities

Build and grow named strategic accounts, sell the full JCB product line, and meet quarterly and annual targets.
Engage decision makers and buying committees at national and regional accounts.
Maintain account plans covering fleet, projects, market share, and strategies for winning business.
Forecast and report opportunities and maintain a pipeline that keeps broader teams informed.
Prepare dealers when equipment sold by another Strategic Account Manager arrives in the territory, attend on site when needed, and introduce dealer leadership and service personnel to the customer’s site team.
Brief the receiving Strategic Account Manager early when accounts ship outside the territory and remain accountable for the commercial result.
Maintain strong territory dealer relationships to support colleagues’ deals.
Stay current on JCB products and strategic-account KPIs, including uptime, total cost of ownership, utilization, and project schedules.
Perform other duties as assigned.