Fleet & Key Account Manager - General Contractors

Set Your Future IN MOTION

Manitou is purposefully committed to you, its people. We continue to elevate our success based on a “One United Team” focus that enables our purpose-driven and agile work environment. We pride ourselves in fostering a work-life balance that allows flexibility in people's day-to-day lives. In an era when talent is in-demand, you will find an unwavering commitment to your personal and professional growth.

ABOUT OUR COMPANY CULTURE:

As a worldwide leader in handling, access platforms and earthmoving equipment, Manitou Group’s mission is to improve working conditions, safety and performance throughout the world, while preserving people and their environment. We design, manufacture, distribute and service products and solutions for the material handling, access equipment and compact earthmoving activities that work smarter, safer and reliably while delivering value to our customers. Our high-profile brands include Manitou and Gehl, and we are proud of our network of 1,050 dealers throughout the world. With sales in 140 countries, our team of 4,500 people are committed to delivering exceptional customer satisfaction. We operate in more than 30 global locations to ensure proximity to our customers and services tailored to their needs.

Manitou continues on the forefront of innovation driving the green transition while also streamlining our operations guided by our customer-centric “New Horizons” roadmap. We are committed to providing safety and unique customer experiences worldwide. In sharing the same mission and values, our workforce remains engaged and passionate about what we manufacture and services we provide.

GENERAL ACCOUNTABILITY:

The Fleet & Key Accounts Manager - General Contractors drives our success with North American Construction companies with a centralized procurement team that chose to purchase directly from OEM's. These direct purchases will be supported by our dealer network. This manager will be responsible for creating account plans, establishing solid relationships with key decision makers and aligning our team to support all business related activity and performance. This position reports to the Fleet & Key Account Director.

Region: North America.

DUTIES & RESPONSIBILITIES:

• With the support of the FKA Director, establish and meet sales goals for each product line based on industry potential and current market share.
• Schedule and regularly be in front of Key Account customers promoting the Manitou value proposition of quality equipment, dedication to creating an outstanding customer experience and our focus on our customers ROI.
• Define the overall business strategies and align them with the Manitou business values and those of the entire FKA team.
• Consistently prospect for new key account customers that fit the profile deployed within the business relationship building.
• Negotiate, coordinate and implement contract “framework” for key accounts including global accounts working in North America. This includes the collaboration with other global sales regions to ensure consistency in approach.
• Establish and maintain key account sales forecasts to assist in proper production planning and inventory control.
• Meet financial objectives by forecasting requirements; preparing an annual budget; scheduling expenditures; analyzing variances; initiating corrective actions.
• Collaborate closely with after sales support (service, warranty and parts) to develop and implement support strategies consistent with the needs of the Key Accounts.
• Monitor the overall performance of Manitou with its Key Account customers and propose to implement action plans with relevant stakeholders, to improve the performance.
• Recommend and assist with the development of sales policies, advertising and promotional ideas, sales campaigns, etc. with the marketing team. This includes participation in conferences and trade shows.
• Lead the research and development of sales and market based information with Key accounts that is necessary to prepare various reports, which enable the leadership team to make educated, informed business decisions.
• Develop and disseminate market information and suggest solutions to problems regarding product types, trends, competitive market share, specifications, and state and local restrictions.
• Collect and analyze data on end user requirements, industry trends and competitive activities for product recommendations to ensure the voice of the customer is heard.
• Complete special projects as assigned.

EXPERIENCE:

• Experience in Key, Regional or National account management required.
• Prior knowledge and experience with MEWP’s, Compact equipment and material handling within the construction equipment or rental equipment industry preferred.
• Demonstrated record of achievement in a sales related position with major strategic/key accounts.
• Excellent negotiator and influencer, leveraging business analytics to achieve desired outcomes.
• Strategic thinker and passionate for achieving long-term success via hands-on, solutions oriented approach.
• Experience with leading business priorities, objectives and results across multiple departments.
• Allocate resources where the investment has the highest payback for strategic importance and relevance.

EXPERTISE:

• ERP System (such as IFS) and Google Suite systems knowledge is preferred but not required.

EDUCATION:

• College degree or equivalent experience in business or related area required.

INTERNAL & EXTERNAL CONNECTIONS:

• Sales Support including; Inside Sales, Parts & Attachment, Marketing, Product Management, Administration, Area Service Managers (ASM’s) and Regional Sales Manager (RSM’s).
• Fleet & Key Account customers throughout North America; Executives, Procurement Managers, Fleet Managers, District Managers, Branch Managers, Sales Managers, and Service Managers.
• Will also interact with Third Party Suppliers such as Service Centers and Used Equipment/Auction Houses.

LOCALIZATION AND TRAVEL EXPECTED:

• This position is remote.
• Minimum of 60% overnight travel required.

OUR REWARDS & RECOGNITION:
In addition to an inclusive compensation package, we offer a comprehensive benefits program, including: Medical/Dental/Vision, 401k including employer match, tuition reimbursement, community-oriented volunteer program, wellness activities, employee and family activities throughout the year, and so much more! See for yourself why Forbes ranked Manitou within the top 125 for World’s Best Employers.

Applicants must be authorized to work in the United States.
Equal Opportunity Employer