Director of Sales

SoCalJCB; La Mirada (CA); On-site; USD 120,000 - 160,000; Full time

Job summary

SoCal JCB seeks a Director of Sales to lead our machine sales business in Southern California. This on-site role is based in La Mirada or Colton, CA, and reports to the Dealer Principal/Owner. You will guide the sales team, drive revenue targets, and grow equipment, parts, and services across key accounts.

You will collaborate with marketing, parts, and service to align plans with customer needs and industry opportunities, coach staff, and represent SoCal JCB at events and meetings.

Qualifications

• Bachelor’s degree or equivalent experience in business or related field.
• 10+ years of progressive sales leadership experience.
• 5+ years in senior management in heavy equipment dealership.
• Proven track record of achieving revenue and profitability goals.
• Excellent leadership, communication, negotiation, and organizational skills.

Responsibilities

• Lead and execute the company machine sales business on-site in CA.
• Oversee sales team and set revenue targets across equipment, parts, and services.
• Manage key accounts and guide business development initiatives.
• Monitor sales operations metrics and optimize territory coverage.
• Coach and mentor sales staff; optimize CRM usage and sales processes.
• Represent SoCal JCB at industry events and customer meetings.
• Collaborate with marketing, service, and parts departments to align plans.

Skills

Sales leadership

Strategic planning

Negotiation

Communication

Mentoring

Team building

Education

Bachelor’s degree or equivalent

Tools

CRM system

Sales analytics

Job description

SoCal JCB is an authorized JCB construction equipment dealer serving customers across Southern California. The organization supports contractors, builders, and infrastructure projects with a full range of JCB machinery, parts, and services.

Role Description

The Director of Sales is a full-time, on-site role based in La Mirada or Colton, CA and responsible for leading and executing the overall company machine sales business. This role oversees the sales team, sets revenue targets, and drives growth across equipment, parts, and related services. Day-to-day responsibilities include managing key accounts, guiding business development initiatives, monitoring sales operations metrics, and ensuring effective territory coverage, amongst other things. The Director of Sales collaborates with leadership, marketing, parts, and service departments to align sales plans with overall business objectives and customer needs. This role also includes coaching and mentoring sales staff, optimizing sales processes and CRM usage, and representing SoCal JCB at industry events and customer meetings.

Qualifications

• Bachelor’s degree in Business , Marketing, Finance, or related field, or equivalent experience
• 10+ years of progressive sales leadership experience
• 5+ years of senior management experience within a heavy equipment or related dealership environment
• Proven track record of achieving sales growth and profitability goals
• Excellent leadership, communication, negotiation, and organizational skills

Preferred Qualifications

• Experience in a multi-location, OEM dealership environment
• Strong knowledge of CRM system and sales analytics platforms

Reporting Structure

• Reports To: Dealer Principal / Owner
• Direct Reports: Sales Operations Manager, Key Account Managers, Field Sales Team and Inside Sales Team

Success Metrics

• Achievement of annual revenue and gross profit targets
• Market share growth within assigned territories
• Growth of strategic accounts
• Improved sales forecasting accuracy and inventory turns
• Enhanced collaboration between sales, service, and parts departments