LIFT – Sales Excellence Manager

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 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 the core models of consultative selling (Playbooks) to manage sales to dealers, rental and key accounts, increasing overall sales skills and maximizing the sales of Manitou products and services.
• Define, together with the Regions, the core model(s) of organizational structure of sales departments to benefit subsidiaries.
• Define the core model of selling services, the skills and profiles needed, roles & responsibilities, organisation on the field and in subsidiaries, trainings to contribute to the evolution of the business model toward services.
• Define the training needs and content, act as Business Owner, ensure production by Training Department, oversee execution with Regions.
• Define the suitable support in terms of tools, processes (create or improve), dashboards and KPIs to simplify sales processes and increase precision and efficiency.
• Collect and share best practices from field teams across regions, integrate them into core models for the whole organization.
• Create practical toolkits (turnkey solutions) for sales teams to address pain points (e.g., list of machines, shortcuts to product data, customer lists). Drive effective sales behaviours.
• Support regions in structuring commercial offers (bundled) into Manitou IT systems.
• Oversee deployment of Wet Sales and services (Rental, Digital Offers) – define value proposition, target customers, selling arguments, launch plan; train regional counterparts, monitor results, propose corrective actions.
• Define core models of strategy to develop sales of Manitou products into new markets, including local solution analysis, product comparison, training, development plans for distribution network, market awareness, supply.
• Act as center of expertise level 2 for all services promoted by Manitou (level 1 field/subsidiaries, level 3 Global Offers).
• Serve as liaison between Global Offers and Regions to cascade information and capture feedback.
• Concentrate reflexion of Group and stakeholders on transversal strategic commercial items (Future of Dealership, Distribution, CRM, infrastructure) and produce road maps.
• Participate and contribute to Management Committees of Commercial Excellence.

EXPERIENCE & COMPETENCIES

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

JOB LOCATION & TRAVEL

Work location: Ancenis, FranceTravel requirement: 40%