Distribution Sales Manager

Career Opportunities: Distribution Sales Manager (12807)

At Ingersoll Rand we foster inspired teams. As a powerful and progressive global industrial company, we are looking for talented candidates with a bias for action and an entrepreneurial spirit to join our team. Our employees are empowered to act as owners every day for our customers, our communities and themselves. We offer a broad range of opportunities to build a successful and rewarding career with an innovative company.

Job Summary

The Distributor Manager is responsible for driving partnership and business growth with distributors in their designated geography. Job scope includes managing distributor performance to achieve annual sales targets, developing trust and strong partnership with distributors to ensure sustainable long-term growth, and executing the channel strategy with the support of the Country Leader & Channel Development team. Success will be measured in Sales (Completes & Aftermarket) revenues, bookings, and profitability; developing a strong, structured, and disciplined approach in managing a distributor; building together a solid growth plan in the country of responsibility; ensuring improvement in customer satisfaction as per the regional and SBU targets; and positively contributing to employee engagement based on the SBU targets.

Responsibilities

• Deploy standard work, Distributor Management Process (DMP) for distributors.
• Monitor revenue, bookings, backlog, unit volumes for completes and parts vs regional & distributor sales targets (i.e. DVP target or business plan targets).
• Develop overall financial and legal acumen related to distribution business, which includes understanding of distributor contracts, P&L’s, and financial & organizational structures.
• Deploy containment and risk mitigation actions to enable each distributor to achieve targets.
• Evaluate distributor sales pipeline sufficiency and deploy demand generation actions as needed.
• Align distributor inventory levels for parts and completes to their sales targets.
• Monitor and update distributor installed base data.
• Assess parts consumption in accordance with the installed base.

Basic Qualifications

• B.Tech/B.E.

Travel & Work Arrangements/Requirements

Flexible working with 50% travel.

• Experience and knowledge related to low-pressure business.
• Good technical skills and knowledge of products like Air Compressors (All Types), Air Treatment Equipment, and Gas Generators.
• Capability to perform basic financial analysis.