Group B2b Sales Director - Directeur Groupe des Ventes B2b H/F Europcar France

Main objectives :

Define and drive the global B2B commercial strategy for Europcar Mobility Group to maximize revenue and market share across all segments (SME, Key Accounts, IVR, TMC). Lead the digital transformation of sales processes and steer B2B business development across both Corporate and Franchise networks to ensure global network consistency and growth.



Major areas of accountability :



Strategic Vision & Business Development

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Global B2B Strategy: Define, orchestrate, and implement the multi-year B2B roadmap across all segments (Key Accounts, SMEs, Van & Truck, Vehicle Replacement).
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Franchise Integration: Steer B2B growth across the franchise network by ensuring strategic alignment, implementing Group standards, and integrating franchisees into global commercial tenders.
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Market Positioning: Monitor mobility trends and competitive landscapes to continuously adapt the Group's value proposition and maintain a market-leading position.

Sales Performance & Revenue Management

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P&L Accountability: Responsible for the Group B2B topline. Define annual budget targets (Volume, Revenue, Margin) and ensure their delivery across all corporate countries and franchises.
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Tactical Action Plans: Drive the "Sales Performance" cell to design and deploy short-term recovery or acceleration plans (notably for SME and Van & Truck segments).
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High-Level Negotiation: Provide strategic support for the "Head of Key Accounts" in closing major international tenders and managing relationships with C-level stakeholders at global clients.

Digital Transformation & Sales Enablement (CRM/Tooling)

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Industrialization of Processes: Lead the digital transformation of the sales force. Standardize the "Lead-to-Cash" process to ensure maximum efficiency and a unified customer experience.
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Salesforce Ecosystem Governance: Act as the ultimate business owner for the Salesforce instance (700+ users). Supervise the Salesforce Business Partner to ensure the roadmap (CPQ, Pardot, DocuSign) serves the commercial strategy.
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Data-Driven Leadership: Establish global standards for Data Quality. Utilize BI tools and CRM dashboards to provide the Executive Committee with accurate forecasting and strategic insights.

International Leadership & Change Management

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Cross-Functional Synergy: Act as the key bridge between Group HQ (IT, Marketing, Revenue Management, Legal) and the B2B Sales Directors in each country.
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Change Management: Lead the cultural shift towards a more tech-enabled and data-centric sales organization. Ensure high adoption rates for new tools and methodologies across a matrix environment.
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Talent Development: Manage and coach a senior team of functional experts, fostering a culture of excellence, agility, and intercultural collaboration.



Governance & Compliance

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Contractual Excellence: Oversee the digitalization of contracting (DocuSign) and ensure all international B2B agreements comply with Group legal and financial standards.
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Grievance & Resolution: Act as an escalation point for complex international commercial disputes or implementation roadblocks.



INTERNAL AND EXTERNAL RELATIONSHIPS

Internal: Country Sales Director, Controlling, Legal, Marketing, and RCM.

External: Strategic Partners, international Franchisees