Government Product & Sales Manager

JCB, Inc., 2000 Bamford Blvd, Pooler, Georgia, United States of America Req #140
Tuesday, May 25, 2021

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. Position Reports to the Vice President – Government & Defense and Product & Marketing. 


Major Tasks, Responsibilities & Key Accountabilities

  • Establish 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).
  • Assist in expanding sales channel for JCB’s product range & capabilities through business development & demonstration activities.
  • Meet performance objectives and customers’ expectations.
  • Proactively assesses, clarifies, and validates customer needs on an ongoing basis.
  • Forecast, track and report account activities to management.
  • Continually identify areas of opportunity and develop strategies to improve sales, revenue, and profitability.
  • Achieves strategic objectives defined by executive leadership.
  • Completes strategic account plans that meet company goals and objectives.
  • Maintains high customer satisfaction ratings that meet company standards.
  • Completes required training and development requirements.
  • Maintain 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.
  • Assist in executing business opportunities through various contracting and ILS requirements / actions (as required).
  • Other activities as it pertains to growing JCB’s Government & Defense business.


  • 10+ years of industry experience; Government sales experience is desired.

  • Understanding of Government contracting & procurement policies and procedures is a plus.

  • 5 + years sales experience within the construction or agricultural industry is a plus.

  • Bachelor's Degree within related field / industry; MBA is preferred.

  • Prior sales management experience within the Government & Defense industry is preferred.

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

  • US Citizenship is required.  

Knowledge, Skills, Abilities & Competencies  

  • Ability to “roll your sleeves up” to accomplish the mission.

  • Ability to work cross-functionally efficiently and effectively.

  • Understanding of Government procurement & contracting policies & procedures in a plus.

  • Demonstrated success in achieving results.

  • Demonstrated success in business development.

  • Proven success in analyzing and forecasting trends.

  • Strong customer relation skills.

  • Ability to build and lead an effective team (ultimately, this position will grow into leading a governmental sales team).

  • Solid interpersonal skills - written, verbal and listening.

  • 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.

  • Proficiency in Microsoft Office Suite, Lotus Notes and SAP.

  • Willingness to travel (dependant on individual customer requirements).

  • Assist in expanding sales channel for JCB’s product range through business development & demonstration activities.

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

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.  



Other details

  • Job Family Management
  • Pay Type Salary
  • JCB, Inc., 2000 Bamford Blvd, Pooler, Georgia, United States of America