About JLG, An Oshkosh Company
JLG began in 1969, when our founder, John L. Grove set out to resolve growing safety concerns in the construction industry. Since then we have been committed to understanding the challenges and delivering innovative solutions to the access market. We partner with customers to provide quality equipment, training opportunities and trusted support within the access industry. We are a global company, and our productsincluding mobile elevating work platforms, telehandlers, utility vehicles and accessoriescan be found all over the world.
Role Summary
The Sales Manager is responsible for driving profitable growth, market share expansion, and long-term strategic relationships with key and strategic customers across the Middle East & Africa region. This role serves as the primary commercial interface between JLG and selected high-value accounts, ensuring alignment between customer needs, regional strategy, and internal stakeholders. The role requires strong leadership, strategic selling capability, and close collaboration with rental companies, internal sales operations, marketing, and service teams to deliver both short- and long-term business objectives.
- Meet or exceed established bookings, revenue, and market share goals for assigned Special Key Accounts (SKAs) across the region.
- Drive market share growth within SKAs, with clear penetration, utilization, and fleet growth objectives.
- Develop and maintain a quarterly travel schedule that includes on-site visits with SKAs across the territory.
- Analyze sales coverage and account management effectiveness for SKAs and work with internal teams to ensure sufficient coverage to maximize sales potential.
- Sales capability development support SKA stakeholders by improving sales engagement, commercial alignment, and product knowledge.
- Develop and execute sales strategies to target new Special Key Accounts and large regional or national rental opportunities.
- Provide sales tools such as product features and benefits, presentations, competitive analysis, and value-selling documentation.
- Analyze aftermarket service capability for SKAs and work collaboratively with internal teams to drive improvements through training, processes, or technology.
- Develop and support sales processes that focus on improving efficiency, accuracy, and execution through JLG sales and order management systems.
- Work closely with internal teams to ensure timely scheduling, order processing, approvals, contract bookings, and customer deliveries for SKAs.
- Support training and utilization of CRM and sales tools to achieve maximum effectiveness and data accuracy.
- Obtain market intelligence and prepare market share and competitive reports to better understand lost opportunities and define counter strategies.
- Assist SKAs in preparing monthly, quarterly, and annual fleet planning and bookings forecasts.
- Attend customer product demonstrations, SKA commercial meetings, trade shows, and other promotional activities.
- Participate in resolving issues related to SKA satisfaction, including delivery, aftermarket support, warranty, and service concerns.
- Manage travel and expense budgets in line with company policy.
Minimum Qualifications
- Bachelor's degree with eight (8) or more years of relevant sales experience, preferably in access equipment, capital equipment, or industrial markets, OR an equivalent combination of education and experience.
- Ability to travel up to 50% across the Middle East and Africa region.
- Fluency in English, French, and Arabic (spoken and written) is required.
