Director - Agriculture Sales, West

JCB; California (MO); Hybrid; USD 120,000 - 170,000; Full time

Benefits offered by this job

Medical, dental and vision insurance

401(k) retirement plan

Paid time off and holidays

Job summary

JCB is seeking an Agriculture Director to lead the West Region’s agricultural business, driving sales, market share and profitability. Hybrid role with 60-70% travel, leading a regional sales team and expanding the dealer network.

You will shape regional strategy, manage performance, and collaborate with cross-functional teams to deliver growth while ensuring strong customer relationships and dealer partnerships across the West Region.

Qualifications

• Bachelor degree preferred; travel across the West Region required.
• 5+ years in sales leadership or business development, preferably in ag, construction, or capital equipment.
• Proven ability to grow sales, manage dealer networks and meet targets.

Responsibilities

• Drive Agricultural Sales Growth and regional strategy.
• Build and lead the regional AG sales team.
• Develop distribution and expand dealer network.
• Forecast, plan, and oversee pipelines and performance.
• Develop market strategies and key account plans.
• Collaborate with Product, Marketing, Finance and Operations.
• Drive profitability through pricing and programs.
• Develop customer relationships and market intelligence.

Skills

Analytical skills

Leadership

Communication

Relationship-building

Problem-solving

Collaboration

MS Office

Education

Bachelor’s degree in Business or related

Tools

Microsoft Office

Job description

Company Profile

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.

Position Purpose

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 will have overall responsibility for driving sales volume, market share, revenue and profitability, while building and leading the regional AG sales team and supporting the continued expansion and development of JCB’s agricultural dealer network.

Position Type

Full Time, Exempt

Location

Hybrid with 60-70% travel throughout the West Region

Benefits and Other Compensation

JCB offers a comprehensive benefits package, including medical, dental, and vision insurance; 401 (k) retirement plan; paid time off and paid holidays.

Major Tasks, Responsibilities & Key Accountabilities

• Drive Agricultural Sales Growth – Develop and execute the regional AG strategy to deliver sustained growth in JCB machinery sales, market share, revenue and profitability.
• Build & Lead the AG Sales Team – Recruit, develop and manage a high-performing regional AG sales team, establishing clear objectives, territory responsibilities and accountability for results.
• Sales Strategy & Execution – Develop regional sales and operating plans, including territory planning, forecasting, lead generation, key account development and go-to-market strategies.
• Develop Distribution – Work closely with the Dealer Development team to identify geographical and market coverage gaps and support the appointment, development and expansion of dealers capable of growing JCB’s agricultural business across the West Region.
• Drive Dealer Performance – Work closely with JCB dealers to establish sales plans, targets and market-development activities, ensuring appropriate investment, resources and focus on the agricultural opportunity.
• Market Development – Identify priority agricultural markets, customer segments and growth opportunities and develop strategies to increase JCB penetration within them.
• Key Customer Development – Build relationships with major agricultural customers, contractors and industry partners, working alongside dealers and the AG sales team to develop and convert significant opportunities.
• Data-Driven Performance Management – Analyze sales, market share, pipeline, forecasting and dealer performance data to identify opportunities, measure progress and guide regional business decisions.
• Sales Process & Best Practice – Implement consistent and repeatable sales processes across the regional AG team, including pipeline management, forecasting, sales activity, lead management and conversion.
• Team Development & Sales Enablement – Identify training and development requirements and ensure the AG sales team has the product knowledge, commercial skills, processes and tools required to succeed.
• Commercial Management – Ensure growth is delivered profitably through effective management of pricing, programs, product mix and commercial opportunities.
• Product & Market Intelligence – Provide clear feedback to the wider JCB organization on customer requirements, competitive activity, product opportunities and agricultural market trends.
• Cross-Functional Leadership – Work closely with Dealer Development, Product, Marketing, Parts, Service and Finance teams to ensure the regional AG business has the support required to achieve its growth objectives.

Key Measures of Success

• AG retail sales and market share growth
• Revenue and profitability
• Achievement of regional sales plans
• Dealer performance and agricultural market coverage
• Expansion and development of the AG dealer network
• Development and performance of the regional AG sales team
• Sales pipeline, forecasting accuracy and conversion
• Growth in key agricultural customer relationships

Minimum Qualifications

• Bachelor’s degree in Business or a related discipline preferred.
• Willingness to travel extensively throughout the West Region.
• 5+ years of relevant sales, sales leadership or business development experience, preferably within agricultural, construction or capital equipment.
• Demonstrated success in delivering sales growth and achieving commercial targets.
• Experience managing and developing sales teams.
• Strong understanding of dealer/distributor business models and operations.
• Proven ability to develop sales strategies, operating plans and market growth initiatives.
• Strong analytical capability with experience using performance data and forecasting to drive decisions.
• Excellent relationship-management, communication and leadership skills.
• Ability to build effective relationships with dealers, customers and internal stakeholders.
• Must pass any drug screens, background checks, and any pre-employment tests, which will be conducted in accordance with applicable law.

Preferred Qualifications

• Commercially focused, results-driven leader 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 the ability to operate effectively across a large geographical territory will be essential.

Knowledge, Skills, Abilities & Competencies

• 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 impacting various groups across the enterprise.
• Ability to understand processes (system and non-system), troubleshoot, develop, and recommend solutions.
• Enjoy working in a dynamic environment and be a self-motivated team player.
• Working knowledge of Microsoft Office products, including Word, Excel, PowerPoint, Teams, and Microsoft Project.

Job Conditions

• Both office environment and occasionally manufacturing/factory environment.
• Subject to noise and temperature changes.

Physical Requirements

The physical demands described here are representative of those required of an employee to perform the essential functions of this job successfully. While performing the duties of this job, the employee is regularly required to:

• Remain stationary, operate hands to finger, handle, or feel, reach with hands and arms, and talk or hear.
• The employee is occasionally required to stand and move and/or walk.
• The employee must frequently move and/or transport up to 10 pounds.
• Specific vision abilities required by this job include close vision, distance vision, depth perception, and the ability to adjust focus.

Equal Opportunity Employer

JCB is an equal employment opportunity (EEO) employer in accordance with applicable federal, state, and local laws. JCB complies with applicable state and local laws governing non-discrimination in employment at every location where the company has facilities. All applicants will be considered for employment without attention to race, color, religion, sex, sexual orientation, gender identity, national origin, veteran or disability statute, or any other characteristic protected under federal, state, and local laws.

EEO EMPLOYER/VET/DISABLED.

JCB complies with federal and state disability laws and makes reasonable accommodations for applicants and employees with disabilities. If reasonable accommodation is needed to participate in the job application or interview process, to perform essential job functions, and/or to receive other benefits and privileges of employment, please contact the JCB Human Resources team at [e-mail].

JCB Inc. is not currently hiring individuals for this position who now or in the future require sponsorship for employment visa status; however, as a global company, JCB offers many job opportunities outside of the U.S., which can be found through our website at https://www.jcb.com/en-gb/about/careers.

Disclaimer: This job description is general in nature and is not designed to contain or to be interpreted as a comprehensive inventory of all duties, responsibilities, and qualifications required of employees assigned to the job.