Managing Director - West

Set Your Future IN MOTION

Manitou is purposefully committed to you, its people. We continue to elevate our success based on a “One United Team” focus that enables our purpose-driven and agile work environment. We pride ourselves in fostering a work-life balance that allows flexibility in people's day-to-day lives. In an era when talent is in-demand, you will find an unwavering commitment to your personal and professional growth.

ABOUT OUR COMPANY CULTURE:

As a worldwide leader in handling, access platforms and earthmoving equipment, Manitou Group’s mission is to improve working conditions, safety and performance throughout the world, while preserving people and their environment. We design, manufacture, distribute and service products and solutions for the material handling, access equipment and compact earthmoving activities that work smarter, safer and reliably while delivering value to our customers.  Our high-profile brands include Manitou and Gehl, and we are proud of our network of 1,050 dealers throughout the world.  With sales in 140 countries, our team of 4,500 people are committed to delivering exceptional customer satisfaction.  We operate in more than 30 global locations to ensure proximity to our customers and services tailored to their needs.

Manitou continues on the forefront of innovation driving the green transition while also streamlining our operations guided by our customer-centric “New Horizons” roadmap. We are committed to providing safety and unique customer experiences worldwide. In sharing the same mission and values, our workforce remains engaged and passionate about what we manufacture and services we provide.

GENERAL ACCOUNTABILITY:

With a direct report to the VP of Sales, North America, the MD holds a key position of the MNA leadership team.  With a focus on the Western US (West) region, the MD will plan, lead, supervise, and coordinate all business activity and performance of the regional sales and support team members.  Goals include; maximizing the sales and profit potential of all Manitou BF products and services, developing and managing the go-to market strategy including dealer network, rental customers, and other channels to market, and driving the overall growth, team member development and customer experience within their region.  The MD is responsible for developing and executing the regional strategy, driving the new business and working in collaboration with MNA and MBF relevant stakeholders to develop sales growth while ensuring all functions (processes and policies) are followed consistently within the corporate structure.

DUTIES & RESPONSIBILITIES:

• Planning and execution of the region’s sales strategy to drive growth in share and sales of the full Manitou product and service offering.  Lead and coordinate strategic planning and middle and long-term business vision for the area together with the VP of Sales.
• Directs the sales and support activities of all regional team members. Sets performance objectives and holds team accountable for achieving goals.  Coordinates satisfying market needs with broader global Manitou team. 
• Recruits, develops, coaches, & mentors regional team members as part of building a strong, high performing team while working within a matrix structure.
• Fosters a positive and motivational environment for the team, emphasizing integrity, respect, and accountability while providing opportunities for team members to enhance their skills and build their careers in accordance with Group values.
• Sets up the guidelines of a comprehensive West US market penetration strategy (Manitou Group products, geography, business fields…)
• Prepares a yearly budget for the West region with the VP of Sales and commits to the respect of the approved budget.
• Ensures that approved policies and objectives are understood and implemented throughout the region.
• Creates and maintains accurate region and dealer level sales forecasts, providing input for production planning and product development.  Manage field inventory to maximize opportunity and returns.
• Keeps the VP of Sales informed on a regular basis of all significant and relevant matters related to the performance of the sales objectives, forecasts, and the impact of any reasonably foreseeable market influences.
• Analyzes the sales results of the West region relative to established objectives and ensures that appropriate steps are taken to correct unsatisfactory conditions and to otherwise enhance performance.
• Manages the financial performance of the region; prepares budgets, plans marketing and promotion actions, manages pricing and maximizing return on expenditures.
• Acts as market expert providing direction on product programs and activities that will drive brand awareness and sales growth. 
• Leads dealer and channel development:  Works with regional team to drive dealer performance in all aspects of the business relationship.  Creates dealer coverage map and works to blanket the market with a strong distribution network.  Drives new product and program initiatives across the network setting high standards and compliance with commitments. Develops and implements an ongoing dealer business planning process and works to ensure success in each market.
• Communicates company policies and procedures to team and market partners to insure compliance to the Dealer Agreement(s) and Terms Schedule(s).  Provides feedback on potential program improvements to drive competitive advantage.
• Heavy involvement with new product development and deployment of marketing actions.  This includes implementing new product introductions, hosting dealer/customer product information meetings, selecting trade shows, special events and other actions to promote Manitou Group products and services.
• Maintains high level of Commercial contact and understanding of business arena and key customer decision makers.  Demonstrates and promotes total commitment to supporting the needs of customers.
• Mitigates company risk and exposure by working closely with credit and collateral management, S&S teams and other stakeholders to ensure speedy and equitable resolution to issues.  Coordinates the implementation of corrective actions as required.
• Assesses present and future needs, trends, challenges, and threats to the profit, margin, market share, and revenue objectives and defines action plans accordingly to meet business plan and annual objectives
• Complete special projects as assigned.

EXPERIENCE:

• Minimum of 7 years proven leadership and sales management experience required with strong preference toward multi state/province responsibility.
• Prior experience in distribution of a manufactured capital product and managing a dealer network strongly desired.
• Demonstrated record of achievement and ongoing growth in responsibility.
• Ability to plan and manage both strategic and operational levels.
• Outstanding consultative selling abilities and excellent interpersonal skills with executive level customers and partners.
• Substantial experience with a specific sales methodology, sales channel management, and services.

EXPERTISE:

• Ability to develop a business culture in which teams are empowered and enabled.
• Excellent analytical and abstract reasoning skills.
• Ability to develop visionary and innovative solutions.
• Fluent in English.
• Proven strong verbal, written, presentation, and interpersonal skills; able to communicate in a manner that reduces complexity.
• Capable to work independently while coordinating activities with a variety of teams.
• Must be computer literate, proficient with Microsoft Office and Google software and comfortable working with a laptop computer on a daily basis.

EDUCATION:

• Bachelor’s degree or equivalent experience in business or related area required.  MBA or advance study a plus.

INTERNAL & EXTERNAL CONNECTIONS:

This role will require excellent communication skills to interact effectively with both internal and external partners

• dealer executives
• dealer personnel
• sales operations
• end-user clientele
• marketing
• after sales service team
• attachment personnel
• credit
• finance
• training

LOCALIZATION AND TRAVEL EXPECTED:

• This position is field based.
• Minimum of 65% travel both domestically and international may be required.

#manitouusjobs

#li-manitouusjobs

OUR REWARDS & RECOGNITION:
In addition to an inclusive compensation package, we offer a comprehensive benefits program, including: Medical/Dental/Vision, 401k including employer match, tuition reimbursement, community-oriented volunteer program, wellness activities, employee and family activities throughout the year, and so much more! See for yourself why Forbes ranked Manitou within the top 125 for World’s Best Employers.

Applicants must be authorized to work in the United States.  
Equal Opportunity Employer