LIFT – Sales Excellence Manager
Why work for Manitou Group?
Manitou is purposefully committed to you, its people. Based on a “One United Team” focus, we internationally cultivate our purpose-driven and agile work environment. As an equal opportunity employer, we cultivate, build and elevate our more than 6000 employees and their diversity across more than 30 countries we operate in. There are 6 main plants with locations in France, the USA, India, Italy and more than 30 subsidiaries all around the world.
Are you looking for a new opportunity? Join us to be part of our continuous success.
VISION AND KEY STAKES:
This position is part of the Commercial Excellence department in the Global Business Excellence function.
Its main mission is to support regions in their strategy by defining turnkey solutions to facilitate and increase sales for Manitou Sales teams (and by extension the Dealer Network) with a specific focus on sales of Manitou services. These turnkey solutions include core models, tools, processes, training and other actions.
The expected results are higher sales efficiency thru the upskilling of sales teams, high customer and team satisfaction, and the evolution of the Manitou Business Model toward services.
The Director will also oversee the deployment of Sales bundled with Services (Wet Sales) and other strategic solutions (e.g., Rental, Used, Digital). They will ensure and monitor all necessary training and in the long term, they will manage infrastructure strategies such as CRM and the future of distribution.
DUTIES AND RESPONSIBILITIES:
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Define the core models of consultative selling (Playbooks) in order to manage at best the sales to dealers (and potentially rental and key accounts), thus increasing the sales skills of Manitou as a whole, which will lead to maximizing the sales of Manitou products and services.
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Define, together with the Regions, the core model(s) of organizational structure of sales departments to the benefit of the subsidiaries
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Define the core model of selling services, the skills and the profiles needed, the roles & responsibilities, the organization on the field and inside the subsidiaries, the training – in order to contribute to the evolution of Manitou’s business model towards services
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Define the needs and content of all trainings related to these subjects (as Business Owner), ensure that these are produced by the Training Department (“the factory”), oversee their execution in collaboration with the Regions
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Define the most adequate support in terms of tools, processes (that they will create or improve when already present), dashboards and necessary KPIs, thus simplifying sales processes and increasing precision and efficiency of sales.
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Collect and share best practices from field teams in the different regions and integrate them into the Core Models for the benefit of the whole organization
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Create practical toolkits (turnkey solutions) for sales teams to tackle all most relevant aspects of their job or pain points: for ex. list of available machines, shortcuts to product data, to customer lists…Sales “best practices” what information to share, where to get it and drive effective sales behaviours to our customers.
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Support the Regions in structuring commercial offers (bundled) into Manitou’s IT systems
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Oversee the deployment of Wet Sales (Connected Solutions, Sales Financing, Extended Warranty and Attachments) and more in general the sales of services (Rental, Digital Offers…): by defining for every service the Value Proposition, the targeted customers, the sales arguments, and the commercial launching plan. Contribute to the definition of the targets with the Regions, ensure the Regional correspondents are trained, and capable to execute on the deployment plan, monitor and analyze results and propose corrective and/or incremental actions.
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Define the core models of the strategy to develop the sales of Manitou products into new markets: analysis of local solutions at date, presentation of our products, comparison with the local incumbent highlighting our outstanding benefits, training to the subsidiary, creation and execution of a development plan for the distribution network, for the market awareness, for the supply of the product….
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Act as a center of expertise level 2 (level 1 being the field/subsidiaries and level 3 being Global Offers) for all the services promoted by Manitou.
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Act as a go between Global Offers and the Regions in the field, ensuring the cascading of information and knowledge top down as well as the feedback from the field bottom up
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In the long run, concentrate the reflexion of Manitou Group and its stakeholders in whichever department they may be (Marketing, Regions, Category Managers, Customer experience), on transversal and strategic items of Commercial issues like (as matter of example) the Future of the Dealership, the Future of Distribution, CRM and other infrastructural elements of Sales Management.
Produce the correspondent Road Maps. -
Participate and contribute to the Management Committees of Commercial Excellence
EXPERIENCE & COMPETENCIES :
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Education Master Degree or above
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At least 10 years of experience in managing sales teams at the highest levels. Proven track record of target setting and results achievement.
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The knowledge of distribution networks is a plus, especially if related to equipment manufacturing in Agriculture or Construction or Material Handling
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Experience of CRM and other tool for sales activities
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Fluency in English. French recommended. A third language is a plus
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Customer oriented
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Analytical skills
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Planning and Execution
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Strategic thinking
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Out of the box thinking, ie open to new concepts and early adopter of new technologies and business practices
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Conceptual thinking: capacity to define best practices and core models to solve particular problems or needs, by going from data/practice to ideas and concepts
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Ability to influence and persuade teams to align goals, drive target setting, and ensure the Sales Excellence voice is heard.
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Negotiation skills
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Entrepreneurial spirit
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Excellent relationship skills
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International experience
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Capacity to drive change as well as continuous improvement to deploy Commercial Excellence Value Proposition
What does MANITOU Group offer? Above local legal requirements, of course
Work location : Ancenis, France
Travel Requirements : 40%
What is MANITOU Group?
To learn more about Manitou Group, click here
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