Position Purpose

Responsible for developing and strengthening JCB's Construction Equipment dealer network across the West Region. The role will identify and appoint new Construction dealers in underserved markets while working cross-functionally with Sales, Product Support, Parts, Marketing and Finance teams to improve the capability and performance of existing Construction dealers. The primary objective is to increase Construction network coverage, strengthen dealer capability and drive sustainable improvements in market share, sales, customer support and overall dealer performance.

Position Type

Full Time, Exempt

Location

Onsite - Santa Monica, California

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.

Application Process

Applications will be accepted through Careers | JCB Careers | JCB Jobs | JCB or via LinkedIn. The anticipated application window will close on October 23, 2026

Major Tasks, Responsibilities & Key Accountabilities

Construction Network Expansion & Market Coverage

• Identify geographic and market coverage gaps across the West Region Construction Equipment network using market data, UIO, industry demand, competitive presence and customer opportunity.
• Develop and maintain a strategic Construction dealer network plan for the region, aligned with West Region and JCB North America growth objectives.
• Identify, recruit, evaluate and recommend prospective Construction dealer partners in underserved or high-potential territories.
• Lead dealer assessments and due diligence covering financial strength, facilities, staffing, market presence, customer base, operational capability and cultural fit.
• Develop business cases and recommendations for new dealer appointments, additional locations and territory changes.
• Maintain an active pipeline of prospective Construction dealers and network opportunities.
• Continuously review territories to ensure appropriate Construction Equipment representation and customer coverage across the West Region.

Dealer Onboarding & Integration

• Manage the end-to-end onboarding and integration of newly appointed Construction dealers, ensuring alignment with JCB standards and expectations.
• Coordinate with Sales, Parts, Service, Training, Marketing, Finance and Systems teams to ensure new dealers are operationally ready.
• Establish clear launch plans, milestones and performance expectations for new dealers.
• Support new dealers through the initial development period to accelerate sales, aftermarket capability and market penetration.

Existing Construction Dealer Performance Development

• Work alongside Regional Sales, Parts and Service teams to identify and execute opportunities to improve the performance of the existing Construction dealer network.
• Conduct structured dealer business reviews covering sales, market share, inventory, customer coverage, parts, service, staffing and operational capability.
• Use agreed KPIs to identify dealer strengths, weaknesses and priority areas for improvement.
• Develop dealer improvement plans with measurable actions, responsibilities, timelines and expected outcomes.
• Track progress against agreed improvement plans and escalate areas requiring additional support or intervention.
• Support dealers in developing appropriate branch coverage, sales representation, service capability and parts availability within their territories.
• Identify opportunities for existing Construction dealers to expand through additional branches, satellite locations or increased resources.

Strategic Construction Network Planning

• Work with the West Region team to develop and execute the regional Construction network strategy.
• Translate JCB North America Construction network objectives into actionable regional plans.
• Monitor competitor Construction Equipment dealer networks and regional market dynamics to identify opportunities and vulnerabilities.
• Recommend territory changes, new locations, dealer appointments or other actions required to improve regional coverage.
• Support annual and longer-term Construction network planning based on market potential and JCB growth objectives.

Cross-Functional Collaboration

• Work closely with Regional Sales, Product Support, Parts, Marketing, Finance and other teams to maximize dealer performance.
• Coordinate internal resources to address capability or performance gaps identified within individual dealers.
• Ensure Construction network development priorities are aligned with broader West Region commercial objectives.
• Act as a central point of coordination for major dealer development initiatives.

Dealer Relationship Management

• Develop strong relationships with dealer principals, ownership groups and senior management.
• Conduct regular field visits and dealer business reviews with Regional Sales and Aftermarket teams.
• Understand individual dealer strategies, investment plans and challenges.
• Influence dealer leadership to make the investments in people, facilities, inventory and customer support necessary to grow JCB Construction Equipment.
• Maintain a clear understanding of dealer succession plans, ownership changes and other issues that could impact future Construction network coverage.

Other duties as assigned

Minimum Qualifications

• Bachelor's degree in Business, Engineering or related field preferred.
• 3-5 years of experience in dealer development, distribution, sales, product support or a related role within construction equipment, heavy equipment or a similar dealer-based industry.
• Demonstrated experience working with or supporting dealer or distributor networks.
• Understanding of dealer operations including sales, parts, service, inventory and basic financial performance.
• Strong commercial, analytical, communication and relationship-management skills, with the ability to engage dealer personnel at multiple levels.
• Willingness and ability to travel approximately 50% within the assigned region.
• Must pass any drug screens, background checks, and any pre-employment tests, which will be conducted in accordance with applicable law.

Preferred Qualifications

• 5+ years of dealer development or distribution experience within construction or heavy equipment.
• Proven track record of identifying, recruiting and onboarding new dealers or distributors in targeted markets.
• Experience improving underperforming dealers and developing structured dealer performance plans.
• Strong financial knowledge with the ability to evaluate dealer P&L, balance sheets, absorption, working capital, inventory turns and capital structure.
• Experience developing multi-location dealer networks and assessing new branch or satellite opportunities.
• Strong knowledge of the Western U.S. construction equipment market and competitive dealer landscape.

Knowledge, Skills, Abilities & Competencies

• Strong commercial judgment and strategic thinking.
• Data-driven approach to market and dealer analysis.
• Strong negotiation and influencing skills.
• Ability to build effective relationships at dealer principal and executive level.
• Excellent follow-through, organization and project management skills.
• Ability to work effectively across multiple internal functions and coordinate resources without direct authority.
• Comfortable challenging existing practices and driving measurable improvement.
• Self-motivated and capable of managing a large geographic territory.
• Strong presentation and written and verbal communication skills.
• Proficient in Microsoft Office and relevant CRM/data-analysis tools.

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.

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.