Distribution Sales Manager

Title:
Distribution Sales Manager
Location:
Remote - Western US and Canada

About Us:

Ingersoll Rand is a Fortune 500 company with a passion for making lives better. We do this by living our values, and through a relentless focus on the success of our customers and partnering with our employees to think and act like owners. We believe in sustainability through the development and distribution of a broad range of global brands designed to meet the needs of our customers in both efficient and responsible ways. Ingersoll Rand is a diverse and inclusive environment. For more information visit: www.irco.com.

Job Overview:

Our Sales team at Ingersoll Rand's Precision Science and Technologies division is growing. We are hiring a Territory Sales Manager (TSM) to support our Ingersoll Rand Pumps (IRP) business unit at Ingersoll Rand.
The Territory Sales Manager (TSM) is an individual contributor within the Sales function in North America (USA and Canada). This position is responsible for promoting and selling gear and centrifugal pumps to customers across diverse segments (including but not limited to chemical and petrochemical transfer, transportation, energy, medical, construction and mining equipment, etc.). The position develops new business opportunities by leveraging traditional and contemporary prospecting methods and wins new business by successfully applying solution-based selling best practices, leveraging our internal support teams, and working closely with distribution partners.
The successful candidate is a collaborative, self-motivated and assertive team member, acting as trusted advisor to both internal and external stakeholders, with the ability to build business in new and existing markets.

Responsibilities:

• Develop strategic business plans in collaboration with internal teams, fostering market penetration and growth of distributors to achieve ambitious sales targets.
  
  
• Collaborate closely with distributors to identify and pursue prospects, cultivating new business opportunities.
  
  
• Lead pricing negotiations, technical specifications, and formal quotation processes for significant deals, ensuring effective execution by supporting distributors.
  
  
• Utilize CRM to track the status of inquiries, quotes, bids, and customer interactions, for streamlined sales process.
  
  
• Engage with existing and potential customers both in-person and virtually, delivering compelling presentations at various sales stages.
  
  
• Investigate and proactively communicate low or eroding margins due to competitive pricing, keeping management informed.
  
  
• Provide valuable feedback on territory to the Manager on customer needs, competitive offerings, pricing strategy, and initiatives to drive profitable growth within the assigned scope.
  
  
• Qualify leads and conduct regular Monthly and Quarterly Business Reviews (MBRs and QBRs) to assess performance and strategize for continuous improvement.
  
  

Requirements:

• Proficiency in a variety of software programs including Microsoft Office, CRM and ERP software required.
  
  
• Must demonstrate high energy level and commitment to setting and achieving goals.
  
  
• 3+ years of sales experience
  
  

Core Competencies:

• Product Knowledge: Possess and/or acquire gear and centrifugal pump technology knowledge.
  
  
• Technical Sales: Uses technical knowledge to assess the potential application of company products, recommending solutions that meet customer needs, and advance the sales process.
  
  
• Communication and Stakeholder Management: Effective communication with various stakeholders on a technical level, including Engineering, Purchasing, Customer Service, Quality, Project Team, and top management. Must be skilled at collaborating closely with customers in their development/validation processes and guide pump specification and selection process favorably.
  
  

Preferences:

• Bachelor's degree
  
  
• 5+ years of sales experience, preferably traveling extensively in the assigned area and working with distributors.
  
  
• Previous experience in technical sales and solution sales with gear and centrifugal pump technologies, positive displacement pumps in general, or related products
  
  
• Previous experience inclusive of prospecting, securing, and managing large channel partners with annual sales over $250,000.
  
  

Travel & Work Arrangements/Requirements:

• The role will be a remote position, with to 40-60% overnight travel.
  
  

What we Offer:

At Ingersoll Rand, we embrace a culture of personal ownership - taking responsibility for our company, our communities, and our environment, as well as our individual health and well-being. Our comprehensive benefits package is designed to empower you with the tools and support necessary to take charge of your health, ensuring that together, we can continue to make life better. Our range of benefits includes health care options like medical and prescription plans, dental and vision coverage, as well as wellness programs. Additionally, we provide life insurance, a robust 401(k) plan, paid time off, and even an employee stock grant, among other offerings. These benefits are our commitment to you, so you can be your best at work and beyond.

Ingersoll Rand is committed to achieving workforce diversity reflective of our communities. We are an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations, and ordinances.