Managing Director - Canada

General Accountability Reporting to the VP of Sales, North America, the MD holds a key position of the MNA leadership team. With a focus on the Canadian (CDA) region, the MD will plan, lead, supervise, and coordinate all business activity and performance of the regional sales and support team members. Goals include maximizing the sales and profit potential of all Manitou BF products and services, developing and managing the go-to market strategy including dealer network, rental customers, and other channels to market, and driving the overall growth, team member development and customer experience within their region. The MD is responsible for developing and executing the regional strategy, driving the new business and working in collaboration with MNA and MBF relevant stakeholders to develop sales growth while ensuring all functions (processes and policies) are followed consistently within the corporate structure. Duties and Responsibilities Planning and execution of the region’s sales strategy to drive growth in share and sales of the full Manitou product and service offering. Lead and coordinate strategic planning and middle and long-term business vision for the area together with the VP of Sales. Directs the sales and support activities of all regional team members. Sets performance objectives and holds team accountable for achieving goals. Coordinates satisfying market needs with broader global Manitou team. Recruits, develops, coaches, and mentors regional team members as part of building a strong, high performing team while working within a matrix structure. Fosters a positive and motivational environment for the team, emphasizing integrity, respect, and accountability while providing opportunities for team members to enhance their skills and build their careers in accordance with Group values. Sets up the guidelines of a comprehensive CDA market penetration strategy (Manitou Group products, geography, business fields…) Prepares a yearly budget for the CDA region with the VP of Sales and commits to the respect of the approved budget. Ensures that approved policies and objectives are understood and implemented throughout the region. Creates and maintains accurate region and dealer level sales forecasts, providing input for production planning and product development. Manages field inventory to maximize opportunity and returns. Keeps the VP of Sales 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 the CDA region relative to established objectives and ensures that appropriate steps are taken to correct unsatisfactory conditions and to otherwise enhance performance. Manages the financial performance of the region; prepares budgets, plans marketing and promotion actions, manages pricing and maximizing return on expenditures. Acts as market expert providing direction on product programs and activities that will drive brand awareness and sales growth. Leads dealer and channel development: Works with regional team to drive dealer performance in all aspects of the business relationship. Creates dealer coverage map and works to blanket the market with a strong distribution network. Drives new product and program initiatives across the network setting high standards and compliance with commitments. Develops and implements an ongoing dealer business planning process and works to ensure success in each market. Communicates company policies and procedures to team and market partners to insure compliance to the Dealer Agreement(s) and Terms Schedule(s). Provides feedback on potential program improvements to drive competitive advantage. Heavy involvement with new product development and deployment of marketing actions. This includes implementing new product introductions, hosting dealer/customer product information meetings, selecting trade shows, special events and other actions to promote Manitou Group products and services. Maintains high level of Commercial contact and understanding of business arena and key customer decision makers. Demonstrates and promotes total commitment to supporting the needs of customers. Mitigates company risk and exposure by working closely with credit and collateral management, S&S teams and other stakeholders to ensure speedy and equitable resolution to issues. Coordinates the implementation of corrective actions as required. 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. Complete special projects as assigned. Education Bachelor’s degree or equivalent experience in business or related area required. MBA or advance study a plus. Experience Minimum of 7 years proven leadership and sales management experience required with strong preference toward multi state/province responsibility. Prior experience in distribution of a manufactured capital product and managing a dealer network strongly desired. Demonstrated record of achievement and ongoing growth in responsibility. Ability to plan and manage both strategic and operational levels. Outstanding consultative selling abilities and excellent interpersonal skills with executive level customers and partners. Substantial experience with a specific sales methodology, sales channel management, and services. Competencies and Skills Ability to develop a business culture in which teams are empowered and enabled. Excellent analytical and abstract reasoning skills. Ability to develop visionary and innovative solutions. Proven strong verbal, written, presentation, and interpersonal skills; able to communicate in a manner that reduces complexity. Capable to work independently while coordinating activities with a variety of teams. Must be computer literate, proficient with Microsoft Office and Google software and comfortable working with a laptop computer on a daily basis. Localisation and Travel Expected This position is field based. Minimum of 65% travel both domestically and international may be required. Benefits Work location: This position is field based. Travel Requirements: Minimum of 65% travel both domestically and international may be required. 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. #J-18808-Ljbffr