National Accounts Manager

• Contract Permanent

Main Purpose of the Role:

The primary purpose of the National Accounts Sales Manager role is to manage, develop, and grow strategic relationships with key National Accounts across the UK for the JCB Construction range of machinery and products. This role is critical to driving revenue, securing long-term partnerships, and enhancing brand loyalty through tailored sales strategies and exceptional customer service.

This is a high-profile, customer-facing role requiring strong commercial acumen, strategic thinking, and outstanding relationship management skills. You will act as the primary liaison between key clients and the business, collaborating closely with internal teams and JCB to deliver customised solutions that meet national customer needs and business objectives.

Company Information:

Watling JCB Limited is a privately owned, independently managed business and one of the most successful and progressive JCB dealerships globally. We specialise in the sales and aftersales support of JCB Construction, Industrial, and Waste & Recycling equipment.

Following an internal promotion, we are seeking a high-calibre, forward-thinking individual with energy, drive, and a proactive mindset. We value individuals who thrive in a dynamic and fast-paced environment, embrace change, and take ownership of their role and its contribution to our continued success.

At Watling JCB, flexibility, dedication, and a strong team ethos are key to maintaining our position as the JCB dealer of choice. Our people are passionate, committed, and empowered to deliver excellence as part of a collaborative and ambitious workforce.

Responsible to:

Competitive salary, excellent uncapped OTE and commission structure, remote working, company car, health insurance etc.
Full IT package, Expenses Account, Pension, Ongoing Training and Development Programme and Career Progression.

Duties/Responsibilities:

Account Management:

• Own and manage relationships with key national accounts, acting as the single point of contact for strategic clients.
• Build strong, long-term partnerships through regular engagement, site visits, and strategic planning.
• Gain deep understanding of each customer's business model, objectives, and operational requirements.

Abilities, Skill Set and Experience:

Sales and Commercial Strategy:

• Develop and execute strategic account plans to drive sales growth and market penetration.
• Identify new business opportunities within existing accounts and secure new national account partnerships.
• Drive the adoption of full-solution packages including JCB machinery, attachments, service/R&M contracts, finance, and insurance.

Customer Solutions and Presentations:

• Tailor product and service offerings to align with customer requirements and operational goals.
• Lead product demonstrations, installations, and technical discussions with key stakeholders.
• Present value-based solutions that differentiate the JCB product line and service offering.

Quotations and Pricing:

• Prepare and manage competitive quotations and tender responses using JCB systems such as JDS and Salesmaster iPad App.
• Ensure all quotes include appropriate upselling of JCB attachments, contracts, finance, and insurance.
• Support pricing negotiations, framework agreements, and long-term commercial contracts.

Reporting and Forecasting:

• Maintain accurate sales pipeline and customer activity in the Watling JCB CRM system.
• Provide regular reporting and forecasting to senior management, including customer performance and risk.
• Monitor credit limits and account status in collaboration with finance to ensure timely payment collections.

Internal Collaboration:

• Work cross-functionally with marketing, aftersales, technical support, and logistics to ensure national accounts receive a premium service.
• Coordinate closely with the JCB team to ensure alignment on strategy, stock availability, and national campaigns.

Compliance and Administration:

• Ensure all sales processes and documentation meet company policy, compliance, and health & safety standards.
• Manage all administrative tasks in a timely, accurate manner to support business operations and reporting.

• Proven experience in B2B sales, preferably in the construction, plant hire, or heavy machinery sector.
• Strong track record of managing high-value or national/key accounts.
• Excellent negotiation, presentation, and communication skills.
• Commercially minded with the ability to build long-term strategic relationships.
• Self-motivated, proactive, and able to work autonomously.
• Familiarity with CRM systems, ideally Salesforce or similar platforms.
• Full UK driving license required.

• Strong team player with the ability to deliver results under pressure and meet tight deadlines.
• Highly focused on quality, professionalism, and service excellence.
• Trustworthy, reliable, punctual, and committed to high standards of integrity.
• Self-motivated and capable of working independently, managing multiple priorities and customer demands simultaneously.
• Effective communicator across all levels - verbally, in writing, and over the phone.
• Positive, professional, cooperative, and adaptable in a fast-paced environment.
• Demonstrates a strong customer-centric mindset and a proactive approach to problem-solving.