Vice President Sales

VISION AND KEY STAKES:

This position is responsible for the development and management of sales, profitability, and new business within the North American region for all Manitou/Gehl products, ensuring all sales functions are managed consistently within the corporate structure and policies. This position executes on the established strategy in order to  deliver maximum sales, margin, profit, cash, increasing market share, and evaluating the sales performance against the established objectives of the region.

DUTIES AND RESPONSIBILITIES:

General management:

The VP Sales is responsible for the general management of the sales function within the North American Region. 

Responsible for topline P&L, return, balance sheet and cash flows of MNA.

Strategic Leadership:

Leads and coordinates strategic planning and middle- & long-term business vision.

Sets up the guidelines of a comprehensive North American market penetration strategy for sales distribution, rental market and dealer management.

Group products, geography, business fields

Prepares a yearly budget for MNA, and commits to respecting the approved budget while ensuring cash collection.

Sales, Marketing, After Sales & Services management:

Defines and rolls out the MNA Sales goals.

Develops & successfully executes team action plans for Sales.

Ensures implementation and follow up of the North American strategy in order to reach the turnover target.

Ensures that the resources are adapted to the sales strategy. Ultimately, establishes priorities and ensures alignment across divisions.

Constantly vigilant of new business opportunities.

Contributes to markets’ data, evolution and surveys for the region & Global Marketing.

Actively involved with the Region Customer Experience function, and Group product development and marketing teams.

Assists Customer Experience to ensure the efficient and profitable running of after sales and service activities within the dealerships, key accounts, rental companies, achieving high level of customer satisfaction.

Measures Customer Satisfaction and Dealer Network effectiveness. 

Enables VoC is constantly heard by the Region Customer Experience Function and at the forefront of all regional activities.

Strategic sales:

Maintains high level of commercial contact and understanding of the business arena and key customer decision makers. Demonstrates and promotes total commitment to supporting the needs of customers.

Builds relationships with strategic clients to enhance client satisfaction.

Assesses the current sales department infrastructure and implements changes as appropriate to enhance the effectiveness of the sales function.

Directs analyses to assess market opportunity, penetration and performance.

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.

Keeps the North America President 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 his/her region relative to established objectives and ensures that appropriate steps are taken to correct unsatisfactory conditions and to otherwise enhance performance; develops pricing policies, including volume discounts and terms and conditions, for high-profile customers and channel partners.

Sales administration management:

Manages the US Sales Administration team ensuring proactive communication with field sales, customers and divisions to anticipate issues through analyzing delivery and status of orders as well as out-of-stock and replenishment dates.

Guarantees that order status, delivery issues, and questions about stock and allocations are duly and properly managed and solved.

Implements an optimal process of invoicing and order shipment.

Enhances close collaboration with Customer Experience, Marketing, Purchasing and Sales force.

Team management:

Ensures rewarding incentive plan design in partnership with HR/Compensation function, codevelops and deploys employee training & development programs.

Reviews and recommends to the NA President the appointment, employment, transfer or termination of key managers, in coordination with the HR department.

Ensures that approved policies and objectives are understood and implemented throughout his/her organization.

Ensures the North American organizational structures are sufficiently planned and staffed within established budget guidelines.

Specifies the limitations of authority of subordinates within applicable corporate policy.

Fosters a positive and motivational environment for the team, emphasizing integrity, respect and accountability, collaboration and providing opportunities for team members to enhance their skills and build their careers, in accordance with Group culture.

EXPERIENCE & COMPETENCIES :

At least 15 years of general management experience in comparable industries, with experience in a senior management or executive level position in international organizations.

Bachelors degree in Business Administration, Sales or equivalent 

Experience in key account management and dealer network management a prerequisite.

Ability to plan and manage both strategic and operational levels.

Established contacts and relationships with potential customers and channel partners.

Outstanding consultative selling abilities and excellent interpersonal skills with executive level customers and partners.

Ability to work collaboratively with colleagues and staff to create a result driven, team oriented environment.

Substantial experience with a specific sales methodology, sales channel management and services.

Mastery of office and IT tools 

Main leadership competencies : 

VISION – Strategic Mindset : Seeing ahead to future possibilities and translating them into breakthrough strategies.

VISION – Business Acumen: Have deep knowledge of company stakes and the industry trends

CHALLENGING – Cultivates Innovation: Creating new and better ways for the organization to be successful.

CHALLENGING – Drives results: Taking on new opportunities and tough challenges with enthusiasm challenging self & others positively to achieve results.

COLLABORATIVE – Collaborates: Building partnerships and working collaboratively with others to meet shared objectives.

ADAPTABLE – Change Management & Transformation: Leads large-scale transformations and fosters a culture of continuous improvement.

 LOCALISATION AND TRAVEL EXPECTED:

This position is located in the regional HQ

Travel is up to 60% of time

What does MANITOU Group offer? Above local legal requirements, of course

• Compensation: Base Range $230k – $280k plus 35% Bonus
• Work location: West Bend, WI
• Travel Requirements: Up to 60%
• In addition to an inclusive compensation package, we offer a comprehensive benefits program including Medical/Dental/Vision, a matching 401k, tuition reimbursement, volunteer program, wellness activities, employee and family activities throughout the year and so much more!
• Applicants must be authorized to work in the United States.