High Calibre Sales Role – South (South West Territory)

Job Title: High Calibre Sales Role – South (South West Territory)

Location: South of South West Region
Reports to: Craig Scanlan, Sales Director

Role Purpose

This is a high-performing sales role focused ondelivering exceptional results across the full Holt JCB product range within the southern area of the South West territory.

The primary objective is to personally drive new machine sales, win new business, and grow market share through direct customer engagement and strong deal execution.

Alongside personal performance, the role will also support and influence the wider sales team to maximise overall territory success.

The core objective remains:
“To achieve and exceed machine sales targets and drive profitable growth forHolt JCB Ltd.”

Targets will be based on unit volume and margin,agreed with the Sales Director and reviewed regularly.

Key Responsibilities

Direct Sales & Revenue Generation (Primary Focus)

• Personally deliver and exceed sales targets across the full product range.
• Identify, target, and convert new business opportunities, with a strong focus on high-value accounts.
• Own and manage key customer relationships, engaging at senior decision-maker and board level.
• Lead all aspects of the sales process from prospecting through to negotiation and deal closure.
• Structure and execute commercially strong deals that maximise profitability and competitiveness.
• Maintain a robust pipeline of qualified opportunities to ensure consistent performance.

Strategic Account & Territory Development

• Build and execute targeted plans for key customers and high-potential prospects.    
• Develop deep understanding of customer needs, buying behaviours, and market dynamics.
• Actively grow market share through strategic positioning and competitive awareness.    
• Continuously identify gaps in the territory and implement plans to capture opportunity.    

Team Collaboration & Enablement (Supporting Function)

• Work alongside Sales Territory Managers to support key opportunities and strengthen deal outcomes.
• Share knowledge, experience, and best practice to elevate overall team performance.
• Contribute to joint sales strategies and campaigns where appropriate.
• Provide guidance and commercial input on complex deals when required.

Customer & Market Engagement

• Build long-term, high-value relationships with customers across the territory.
• Represent Holt JCB at customer events, industry engagements, and JCB functions.
• Ensure a consistently high standard of customer experience and retention.

Commercial & Internal Alignment

• Collaborate  with JCB UK sales teams to secure the most competitive commercial  offerings.
• Work with finance and internal stakeholders to develop solutions that enable successful deal closure.
• Partner with the Sales Director to refine commercial strategies for key opportunities.

CRM, Reporting & Performance Management

• Maintain accurate and up-to-date pipeline management within Salesforce CRM.
• Actively manage opportunities, driving momentum through to close.
• Provide clear reporting, forecasting, and performance analysis to senior leadership.
• Prepare insights and updates for monthly sales reviews.

Key Competencies

• Proven  Sales Performance: Strong track record of delivering high-value,     complex sales.
• Commercial  Acumen: Ability to structure deals and negotiate profitable outcomes.
• Customer  Engagement: Confident operating at all levels, including senior     stakeholders.
• Market  Knowledge: Understanding of the construction equipment sector and     competitive landscape.
• Technical  Understanding: Ability to position product solutions based on     application and customer need.
• Influence  & Collaboration: Able to support and positively influence team     outcomes.
• Strategic Thinking: Identifies opportunities and executes plans to grow     territory performance.
• Organisation & Discipline: Strong pipeline management, prioritisation, and     execution.
• IT Skills: Proficient in Salesforce CRM, Excel, and PowerPoint.

Personal Attributes

• Highly driven with a strong focus on personal performance and results
• Confident, credible, and commercially aware
• Proactive and opportunity-focused
• Resilient  and competitive
• Strong sense of ownership and accountability
• Able to operate independently while contributing to team success

‍