LIFT – Sales Excellence Manager

Job ID: 45927

Date: 10 June 2026

Job Family: Sales

Type of contract: Permanent (More than 12 months)

Location: Ancenis, France

Travel Requirements: 40%

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 through 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

• Define core models of consultative selling (Playbooks) to manage sales to dealers (and potentially rental and key accounts), increasing sales skills of Manitou and maximizing sales of products and services.
• Define, together with the Regions, core model(s) of organizational structure of sales departments for the benefit of the subsidiaries.
• Define core model of selling services, required skills and profiles, roles & responsibilities, organization on the field and inside subsidiaries, and training to contribute to the evolution of Manitou’s business model toward services.
• Define needs and content of all trainings related to these subjects (as Business Owner), ensure they are produced by the Training Department (“the factory”), oversee execution in collaboration with the Regions.
• Define the most adequate support in terms of tools, processes (to create or improve), dashboards and KPIs to simplify sales processes and increase precision and efficiency of sales.
• Collect and share best practices from field teams in different regions and integrate them into Core Models for the benefit of the whole organization.
• Create practical toolkits (turnkey solutions) for sales teams to address key aspects and pain points: e.g., list of available machines, shortcuts to product data, customer lists… Sales “best practices” information to share and drive effective sales behaviors to our customers.
• Support the Regions in structuring commercial offers (bundled) into Manitou’s IT systems.
• Oversee the deployment of Wet Sales (Connected Solutions, Sales Financing, Extended Warranty and Attachments) and, more generally, the sales of services (Rental, Digital Offers…). Define value proposition, target customers, sales arguments, and commercial launch plan; train, monitor results, propose corrective actions.
• Define core models of strategy to develop sales of Manitou products into new markets: analyze local solutions, present our products, compare with local incumbents, highlight benefits, train subsidiaries, create and execute development plan for distribution network, market awareness, supply of product.
• Act as a center of expertise level 2 (level 1 fields/subsidiaries, level 3 Global Offers) for all services promoted by Manitou.
• Act as a bridge between Global Offers and the Regions to ensure cascading of information and knowledge top‑down and feedback bottom‑up.
• In the long run, concentrate the reflection of Manitou Group and stakeholders in any department (Marketing, Regions, Category Managers, Customer experience) on transversal and strategic items of Commercial issues such as future of dealership, future of distribution, CRM and other sales management infrastructure. Produce corresponding road maps.
• Participate and contribute to the management committees of Commercial Excellence.

Experience & Competencies

• Education: Master Degree or above.
• At least 10 years of experience managing sales teams at the highest level. Proven track record of target setting and results achievement.
• Knowledge of distribution networks, especially in Equipment manufacturing in Agriculture, Construction, or Material Handling.
• Experience with CRM and other tools for sales activities.
• Fluency in English; French recommended; a third language is a plus.
• Customer oriented.
• Analytical skills.
• Planning and execution.
• Strategic thinking.
• Out of the box thinking – open to new concepts and early adopter of new technologies and business practices.
• Conceptual thinking – capacity to define best practices and core models to solve particular problems or needs, going from data/practice to ideas and concepts.
• Ability to influence and persuade teams to align goals, drive target setting, and ensure the Sales Excellence voice is heard.
• Negotiation skills.
• Entrepreneurial spirit.
• Excellent relationship skills.
• International experience.
• Capacity to drive change as well as continuous improvement to deploy Commercial Excellence Value Proposition.

What does MANITOU Group offer?

Work location: Ancenis, France.

Travel Requirements: 40%.

Above local legal requirements, of course.