Regional Network Development Manager - West

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 Purpose

Responsible for executing JCB North America’s dealer network growth strategy across a defined geographic region. This role focuses on identifying, recruiting, onboarding, and developing high-performing dealers to expand JCB’s presence in both Agriculture (AG) and Construction Equipment (CE) markets.

Position Type

Full Time, Exempt

Major Tasks, Responsibilities & Key Accountabilities

Network Expansion & Market Coverage

• Identify market gaps using data analytics (population, industry demand, competitive presence, UIO, etc.)
• Develop and execute regional dealer growth plans aligned with North America network strategy
• Recruit, evaluate, and appoint new dealer partners in underserved or high-growth territories
• Lead dealer due diligence including financial health, operational capability, and cultural fit

Dealer Onboarding & Integration

• Manage end-to-end onboarding of new dealers, ensuring alignment with JCB standards
• Coordinate cross-functional onboarding (sales, service, parts, systems, finance programs)
• Serve as the primary point of contact during initial ramp-up period

Dealer Performance Development

• Work with Regional Sales and Service managers to drive performance improvements in sales, market share, and customer support for all dealers.
• Utilize KPIs such as sales volume, parts/service absorption, inventory turns, and market penetration
• Implement dealer improvement plans and track progress against defined targets

Strategic Planning & Execution

• Collaborate with the General Manager to translate national network strategy into regional execution
• Provide insights on competitive landscape (Deere, Kubota, CNH, etc.) and regional market dynamics
• Support annual network planning, including territory optimization and dealer alignment

Cross-Functional Collaboration

• Work closely with Sales, Marketing, Finance, and Product teams to support dealer success
• Ensure dealers are fully trained and utilizing JCB systems (CRM, EDA tools, dealer portals)
• Align regional initiatives with corporate programs, promotions, and financing offerings

Dealer Relationship Management

• Build strong, trusted relationships with dealer principals and leadership teams
• Conduct regular business reviews and field visits with Regional Sales and Aftermarket team

Minimum Qualifications

• Bachelor’s degree in Business, Agriculture, Engineering, or related field
• 3-5 years of experience in dealer development, sales, or distribution within heavy equipment, agriculture, or similar industries
• Demonstrated experience working with or supporting dealer networks (AG or Construction)
• Basic understanding of dealer financials (P&L, absorption rates, inventory turns)
• Strong communication skills with the ability to engage dealer personnel at multiple levels
• Willingness and ability to travel 50% within assigned region

Preferred Qualifications

• Bachelor’s degree in Business, Agriculture, Engineering, or related field
• 5+ years of experience in dealer development, sales, or distribution within heavy equipment, agriculture, or similar industries
• Proven track record of recruiting and onboarding new dealers in targeted markets
• Strong financial knowledge with ability to evaluate dealer balance sheets, profitability, and capital structure
• Experience leading dealer performance improvement initiatives and executing turnaround plans
• Experience working cross-functionally with sales, marketing, finance, and product support teams

Knowledge, Skills, Abilities & Competencies

• Proficient in Microsoft Office software
• Comfortable in an in-person office environment
• Technical competence is a plus
• Must be customer service oriented, flexible, and have a high energy level
• Must have excellent follow-through skills
• Must have a professional, polished, and sophisticated demeanor and be comfortable in most social settings
• Must be open to domestic and international travel
• 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 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.

JobFamily

Management

PayType

Salary