Government Product Sales Manager

Company Profile

78 years and countless innovations later, JCB is the world’s largest privately-owned manufacturer of construction and agricultural equipment.

At 22 plants spanning four continents and countries including the United States, the United Kingdom, India and Brazil JCB manufactures a range of more than 300 products including Loadall telescopic handlers, backhoe loaders, excavators, wheel loaders, compact excavators, skid steer loaders, compact track loaders, Access aerial work platforms, rough terrain forklifts, and Fastrac tractors.

JCB people are at the heart of our business and as a family owned business we answer to our customers, not a group of shareholders.

That freedom allows us to concentrate on developing the latest technologies and incorporating them into our equipment. We focus on what our customer needs on the jobsite a machine that holds up in the toughest environment and increases their productivity.

At JCB, we stand behind our products and our name.

JCB’s Government & Defense business is a critical pillar to the company’s overall success and has grown substantially over the last 15 years.

The company has active contracts throughout the DoD, along with various Federal, State, and local government entities for new equipment, developmental programs and aftermarket sales.

JCB’s North American Headquarters in Savannah Georgia serves as the home for the Government & Defense business globally.

Position Purpose

This position is responsible for growing machine sales & opportunities in North America by developing & maintaining relationships within Defense Logistics Agency (DLA), General Services Administration (GSA), key US Executive Departments, Canadian Department of National Defence (DND), individual regional, state, and local governmental entities (either direct or through our JCB dealer network).

This position will have measurable sales targets (both short & long term) to ensure meaningful and sustainable growth of our commercial equipment line within the Governmental space.

The Government Product & Sales Manager will be directly responsible for developing and growing the current and future sales pipeline within the Government sector.

Major Tasks, Responsibilities & Key Accountabilities

• productive, professional relationships with key personnel within DLA, GSA, key US Executive Departments, Canadian DND, individual regional, State, and local governmental entities (either direct or through our JCB dealer network).
• in expanding sales channel for JCB’s product range & capabilities through business development & demonstration activities.
• performance objectives and customers’ expectations.
• assesses, clarifies, and validates customer needs on an ongoing basis.
• track and report account activities to management.
• identify areas of opportunity and develop strategies to improve sales, revenue, and profitability.
• strategic objectives defined by executive leadership.
• strategic account plans that meet company goals and objectives.
• high customer satisfaction ratings that meet company standards.
• required training and development requirements.
• an up-to-date understanding of JCB products & services to facilitate sales and marketing efforts that create a compelling case and message for targeted customers.
• in executing business opportunities through various contracting and ILS requirements / actions (as required).
• activities as it pertains to growing JCB’s Government & Defense business.

Qualifications

• years of industry experience; Government sales experience is desired.
• of Government contracting & procurement policies and procedures is a plus.
• years sales experience within the construction or agricultural industry is a plus.
• Degree within related field / industry; MBA is preferred.
• sales management experience within the Government & Defense industry is preferred.
• pass any drug screens, background checks and pre-employment tests as applicable.
• Citizenship is required.

Knowledge, Skills, Abilities & Competencies

• to roll your sleeves up to accomplish the mission.
• to work cross-functionally efficiently and effectively.
• of Government procurement & contracting policies & procedures in a plus.
• success in achieving results.
• success in business development.
• success in analyzing and forecasting trends.
• customer relation skills.
• to build and lead an effective team (ultimately, this position will grow into leading a governmental sales team).
• interpersonal skills - written, verbal and listening.
• to effectively manage and maintain peer and business relationships with a high degree of integrity and trust.
• to motivate others and drive for results.
• in Microsoft Office Suite, Lotus Notes and SAP.
• to travel (dependant on individual customer requirements).
• in expanding sales channel for JCB’s product range through business development & demonstration activities.

Nature & Scope

• Reports to the Vice President Government & Defense and Product & Marketing.
• is based in Savannah, GA.

Physical Requirements :

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.

Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this job, the employee is regularly required to :

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

JCB is an equal employment opportunities (EEO) employer in accordance with applicable federal, state and local laws. JCB complies with applicable state and local laws governing non-discrimination in employment in every location in which the company has facilities.

EEO EMPLOYER / VET / DISABLED