Job Description

Responsable de la performance commerciale - Europe Sud - H/F
Vitrolles

-

France
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Ce que vous ferez :

Le/la Responsable de la performance commerciale Europe du Sud est responsable de l’amélioration de l’excellence commerciale à travers le déploiement et la gouvernance d’un playbook structuré de gestion du pipeline sur l’ensemble de la région.
Le poste vise à ancrer une exécution commerciale rigoureuse et cohérente en combinant efficacité commerciale, coaching terrain et pilotage de la performance.

Il s’agit d’un poste de contributeur individuel, orienté exécution et transformation, et non d’un rôle uniquement dédié à la formation.
Les objectifs principaux sont d’augmenter la productivité commerciale, d’améliorer la qualité du pipeline, d’accélérer les cycles de vente et de renforcer la fiabilité des prévisions.

Comment vous le ferez :

Déploiement et gouvernance du playbook pipeline

Vous pilotez le déploiement et l’adoption durable du Playbook de gestion du pipeline EMEA sur la région Europe du Sud.
Vous définissez et faites respecter des définitions communes, des standards de qualification et des rythmes de pilotage.
Vous garantissez l’utilisation cohérente des étapes du CRM, des critères de sortie et des pratiques de prévision.
Vous animez des revues de pipeline structurées, centrées sur la qualité des opportunités et leur progression, et suivez les indicateurs clés de santé du pipeline (couverture, conversion, vieillissement, vélocité, taux de gain).

Développement des capacités commerciales

Vous concevez et déployez des programmes d’enablement à destination des équipes commerciales, des managers de proximité et des leaders régionaux.
Vous traduisez les principes du playbook en comportements de vente clairs et observables.
Vous mettez en place et standardisez des cadres de qualification (ex. BANT), lorsque cela est pertinent.
Vous développez des parcours d’onboarding alignés avec les standards commerciaux EMEA et mesurez l’efficacité des actions menées au travers des résultats pipeline et performance.

Coaching terrain et accélération de la performance

En partenariat étroit avec les managers commerciaux, vous assurez un coaching terrain continu.
Vous contribuez aux réflexions stratégiques sur les opportunités et aux sessions d’inspection des deals.
Vous apportez un coaching opérationnel visant à renforcer la rigueur de qualification, la proposition de valeur et les plans de closing.
Vous développez la capacité des managers à coacher efficacement et en autonomie, tout en identifiant les écarts de compétences et en déployant des actions d’accompagnement ciblées.

Gouvernance commerciale et amélioration continue

Vous mettez en place une cadence de gouvernance alignée avec les priorités du leadership régional.
Vous suivez les indicateurs avancés de l’efficacité commerciale et identifiez les problématiques structurelles du pipeline.
Vous recommandez et pilotez des actions correctives, en collaboration avec les équipes Commercial Operations et CRM, afin d’assurer l’alignement des outils, des processus et des pratiques.
Vous faites évoluer en continu le playbook sur la base des données de performance et des retours terrain.

Ce que nous recherchons :

Vous disposez d’une solide compréhension des environnements commerciaux complexes et des cycles de vente structurés.
Vous êtes reconnu(e) pour votre capacité à conduire le changement, à structurer les pratiques commerciales et à influencer sans lien hiérarchique direct.
Orienté(e) résultats, vous savez traduire des méthodologies en actions concrètes et mesurables sur la performance commerciale.
Votre aisance relationnelle, votre posture de partenaire business et votre capacité d’analyse sont des atouts clés pour réussir dans ce rôle.

Qui nous sommes :

En tant que fabricant de premier plan de solutions de réfrigération industrielle, de refroidissement, de chauffage et d’énergie, Johnson Controls est un acteur essentiel de notre mode de vie moderne.
Nous aidons nos partenaires à garantir la qualité de leurs produits et services en offrant des solutions fiables et performantes pour maîtriser les environnements critiques.

Johnson Controls est porté par votre talent. Ensemble, nous construisons des environnements sûrs, agréables et durables.
Le monde de demain a besoin de vous. Parlons-en dès aujourd’hui.

#LI-JF1

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