Manutan

Director of Sales Excellence (F/M)

Date de publication :  18/06/2022
Type de contrat : CDI
Département : Commerce / Vente / Relation client
Référence : BPZXM483

Contexte du recrutement

A family-run business created in 1966, Manutan is one of Europe's leading B2B e-commerce companies specialised in the distribution of equipment and supplies, thanks to a model that allies the strengths of digital to a human ambition.

Its vast range of carefully selected products and services enables its customers ? be they in the private sector, the public sector, or the trade ? to operate efficiently and sustainably on a daily basis, along with the implementation of a purchasing optimisation strategy.

With 26 subsidiaries established in 17 countries in Europe, the Group has more than 2,200 employees and a turnover of 820 million euros in 2020/2021. Manutan France and IronmongeryDirect were awarded Best Workplaces by Great Place to Work in 2021.

Manutan is looking for a Director of Sales Excellence (F/M). 

The Sales Excellence Director is part of Manutan's Divisional Management Board and will be accountable for driving the change process at European level aiming at delivering best in class operational excellence in sales at division level.

We are looking for a project-driven strategist, constantly helping leverage identified business opportunities to improve sales performances and optimize operational processes, aligning the sales director community around a common core process and best practices to drive growth and revenue in all markets.

Responsabilities and Missions 

1.     Sales core processes definition and planning (25%)

Define sales excellence core process at division level

  • Audit current sales processes, methodologies, and structures at divisional level, identifying internal & external (customer needs, competition...) areas for improvement
  • Keep abreast with market best practices, standards in terms of digital and CX, opportunities, competition moves and requirements
  • Define Group standards in terms of customer experience and form the core process in sales division wide in close collaboration with the local Managing Directors, Division and Group functions
  • Identify KPIs and defines targets broken down through the (new) organization for sales operational excellence
  • Prioritize the areas of necessary change and translate it into a roll-out plan.

2.     Sales excellence operational rollout (50%)

Frame the roll-out of revamped operational standards and pre-requisites in sales

  • Select the optimal omnichannel mix and prioritize channels at division level
  • Define tasks, competencies, responsibilities (e.g. client ownership, product ownership, pricing ownership, e-procurement ...) for all roles in sales and channels
  • Align the division on a common approach of CSR in the sales process
  • Define useful tools for sales process management and ensure their roll-out by local sales team (definition of processes, monitoring set-up and rollout projects, ...), in coordination with Group BT teams
  • Implement a division-wide CRM, mapping all customer related information and processes from cold calling to after sales (notably in close correlation with the European Strategic Accounts Team).

Empower and accompany sales directors to reach sales excellence and align on sales methodologies

  • Drive the process to leverage, communicate and use best practices as division wide standards in sales and CX
  • Act as the entry point of sales processes at Divisional level, in order to align around best-in-class customer experience and close the gap between local operating companies
  • Set up a division wide sales training programme in close collaboration with the HR Team
  • Buy in her/his peers in the countries' sales management discussing on equal standing as a sparring partner with them
  • Buy in sales staff in all functions to adopt the defined core process.

3.     Sales process and performance monitoring (25%)

  • Monitor, promote and sustain OKR | KPIs achievement | With Love Scores with the support of sales counterpart, local teams and OKR Champions
  • Control all defined measures concerning implementation status and impact on KPIs
  • Make sure that new sales methodologies are introduced successfully
  • Monitor the implementation of the sales process, aiming for additional efficiency, reducing fluctuation externally on customer side as well as internally in the sales staff.

This newly created role is reporting directly to the Managing Director Enterprise Division and is part of the Divisional Management Board.

  • Communicate regular reporting (QBPR, OKR reviews), analysis and information to Group stakeholders (Entreprise Division General Manager, GMB, Group Function Directors such as Marketing, BT, Offer & Supply)
  • Be accountable for embedding sales process and model across the organization
  • Work in close cooperation with the managing directors and sales directors of the countries as well as relevant Group Functions such as Marketing, Finance, BT, Offer & Supply

Your Profile

  • You have a Master's degree in one of the following fields: economics, finance, management and organisational management...
  • You have acquired at least 7 years of experience in a similar position with convincing results in the field of B2B sales (management and commercial development) in an international context.)
  • You have developed innovative sales processes in a multi-channel, international and product-oriented environment, preferably with a broad product range.
  • You have experience in reorganising and realigning sales forces, sales processes and organisations.
  • You have previous experience of successfully implementing and deploying CRM and data management systems.
  • Yous have successfully implemented CRM systems and Data Management Systems
  • You have already managed diverse and multicultural teams in a matrix organisation.
  • You have used to project management with clear milestones and KPIsYou are familiar with project management methodologies and are comfortable with key performance indicators

Language(s) 

Fluent in English and another European language, French is a plus, with a solid international background

Location


Gonesse or Benelux 

Our websites www.manutan.com and www.manutan.fr will also tell you about our company and the men and women who make it up. With equal skills, all of our positions are open to people with disabilities and disabled workers.

Only one position is open. This position is published simultaneously in French and English. Please send us your CV and cover letter in English. Otherwise applications will not be considered.