Product Sales Specialist - Dealer Sales CE

Company Profile

80 years and countless innovations later, JCB is the world’s largest privately-owned manufacturer of construction and agricultural equipment. At 23 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 telescopic handlers, backhoe loaders, excavators, wheel loaders, compact excavators, skid steer loaders, compact track loaders, Access aerial work platforms, rough terrain forklifts, and 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.

Position PurposeThis role will further assist JCB North America’s efforts in building successful business relationships between JCB, our dealers and end-users. The Product Sales Specialist will be the product point person for the construction equipment providing JCB dealers training, support, and guidance in the construction equipment sales process. The Product Sales Specialist will be the recognized construction equipment expert across JCB’s North American region. The territory is Mid-West based in Chicago or St. Louis.

Position Type

Full Time, Exempt

Major Tasks, Responsibilities & Key Accountabilities

• Drive retail sales initiatives in coordination with Regional Business Managers and Dealers to achieve established sales goals and objectives
• Coordinate and conduct product demonstrations optimizing the performance of the equipment

Manage individual personalized customer demonstrations with key producers, including feature, advantage, and benefit discussions customized to localized end-user applications

Assist hosting and conducting Dealer open houses with focus on interactions with end-users, directly help retail equipment with dealer personnel, and build dealer-manufacturer credibility

Partner with internal resources to create and manage product literature that highlight special features, benefits, and advantages over competitive products and identify features with focus on benefits to end-user prospects, customers, and dealers

Provide additional Dealer and end-user support in partnership with Regional Business Managers by setting up and conducting field days, dealer meetings and customer visits to achieve established business strategies

• Support dealers on customer field visit calls individually or with Regional Business Managers
• Support dealers in planning, coordinating, and managing multiple customer demonstrations
• Conduct dealer and regional sales related product training
• Develop and maintain a relationship between key end-user customers and Dealers
• Act as the “point person” for district sales-related product questions for the products assigned
• Provide retailing support as required
• Assist Sales General Managers and Regional Business Managers with special needs and critical machine operation issues
• Support JCB participation in assigned trade shows

Minimum Qualifications

4+ years outside sales experience in the industry

BS in Business or possess the knowledge, skills and abilities to successfully perform in the role.

Agriculture equipment and product knowledge

Must be able to prepare concise and accurate demonstrations of JCB equipment.

Must be able to prepare and deliver oral and written presentations.

Must be able to drive a vehicle

• Must pass any drug screens, background checks and pre-employment tests as applicable

Knowledge, Skills, Abilities & Competencies

• Demonstrated success partnering with internal and external customers to achieve product sales goals and objectives
• Proven success in analyzing and forecasting trends
• Demonstrated success in achieving sales targets
• Strong relationship management skills
• Ability to build and develop key relationships with Dealers, end-user customers and JCB teams
• Solid interpersonal skills; written, verbal and listening
• Excellent verbal presentation skills to groups and individuals
• Ability to effectively manage and maintain peer and business relationships with a high degree of integrity and trust
• Ability to motivate others and drive for results
• Self-starter with minimal need for intensive supervision
• Demonstrated mechanical aptitude and knowledge
• Proficiency in Microsoft Office Suite, Lotus Notes or SAP
• Willingness to travel up to 90%

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 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:

Sit; use hands to finger, handle, or feel; reach with hands and arms; and talk or hear.

The employee is occasionally required to stand and walk.

The employee must frequently lift and/or move up to 10 pounds.

Specific 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.

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.