Strategic Account Manager - Northeast

JCB North America; New York (NY); On-site; USD 90,000 - 140,000; Full time

Benefits offered by this job

Medical Insurance

401(k)

Paid Time Off

Paid Holidays

Job summary

JCB North America in the NYC area is seeking a results-driven Senior Major Account Manager to drive growth across the Northeast region. You will own a book of named accounts, develop executive-level relationships, and collaborate with local dealers to maximize revenue and uptime.

The role demands strong experience with national or regional contractors, proven target attainment, and willingness to travel across the territory.

Qualifications

• 8+ years in major, national, strategic, or outside sales in construction or related equipment.
• 3+ years owning named accounts with multi-year or fleet agreements.
• Current relationships selling to national or regional contractors or enterprise buyers.
• Bachelor’s degree in Business or related field, or equivalent experience.
• Proven target attainment and wallet-share growth.
• Experience with dealer channel and multi-region account model.

Responsibilities

• Build and grow named strategic accounts; sell the full JCB line; hit targets.
• Engage decision makers and buying committees; maintain an account plan.
• Forecast, report, and feed a pipeline for the broader teams.
• Coordinate with dealer leadership on site when machines land in territory.
• Brief receiving SAM when accounts ship outside territory.
• Maintain strong dealer relationships to enable deals with less friction.
• Stay current on KPIs like uptime, TCO, utilization, and project schedules.
• Other duties as assigned

Skills

Major Account Sales

Contract Negotiation

Pipeline Management

Dealer Channel Collaboration

Travel

Education

Bachelor’s degree in Business or related field

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.

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

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.

Position Type

Full Time, Exempt

Location

Must be based in the NYC Metropolitan area.

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

• 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

Minimum Qualifications

• 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.

Knowledge, Skills, Abilities & Competencies

• 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.

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.

Reasonable Accommodation Statement

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.