Sales Manager - Industrial Products & Channel Sales

Sales Manager

Job Title: Sales Manager

Location: Chennai

 

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:

To implement and drive growth of Distribution Sales (through Channel partners) and Direct Sales of Power Tools & Industrial Lifting business in the assigned territory.

 

Responsibilities:

• Account planning & execution using available CRM tools.
• Manage enquiry pipelines, booking forecasts, and generate new opportunities for profitable growth.
• Review channel partner’s performance on a monthly basis and make necessary changes in plan as & when required to ensure consistent monthly order booking against the assigned target.
• Evaluate performance of existing Channel Partners & appoint new Channel Partners to cover the white spaces.
• Understand customer requirements as per applications and arrange to submit the Techno-commercial proposals accordingly.
• Maintain business relationships & increase our share of wallet with the OEMs & Key Accounts.
• Develop, expand and sustain healthy and strategic relationship with Customers.
• Product Demo / trials sessions to be regularly conducted to promote our products.
• Understand customer requirements as per applications and arrange to submit the Techno-commercial proposals accordingly.
• Collaborate with internal teams of sales support, including the customer experience team, Project Management, and other cross functions in order to meet customers’ expectations.
• Explore business opportunities by identifying prospective customers and evaluating their position in the industry.
• Get information about competition initiatives and seek support from internal stakeholders to counter competition.
• Facilitate to resolve issues and improve Customer Satisfaction Experience.
• Support in account receivables

 

Qualifications:

• Bachelor or preferably master's in mechanical /Mechatronics Engineering. MBA will be an added advantage.
• 10-12 years relevant experience in the Industrial products/projects & Indirect Sales (Channel Sales)

 

Core Competencies:

 

• Achievement of Booking & Revenue AOP.
• Generate weekly enquiries by joint visit to customers with channel partner
• Increase footprint expansion by adding new channel partners/customers and increasing business from the existing customers.
• Ensure sufficient opportunities in pipeline, reduced forecast deviation & increased win rate.
• Review the hit rate of channel partners against submitted quotes every month. 
• Good at Data analysis.
• Month on month achievement of AOP target.
• Strong knowledge about the Customer spread in the territory. 
• Excellent interpersonal, relationship building, presentation, and communication skills.
• Result oriented and self-driven.
• Proficient in MS Office: MS-Word, MS excel, PPT
• Integrity and Ownership mindset

 

Travel & Work Arrangements/Requirements

• 50-75% Travel required.

 

What we Offer

• We are all owners of the company! Stock options (Employee Ownership Program) that align your interests with the company's success.  
• Yearly performance-based bonus, rewarding your hard work and dedication.  
• Leave Encashments 
• Maternity/Paternity Leaves
• Employee Health covered under Medical, Group Term Life & Accident Insurance
• Employee Assistance Program 
• Employee development with LinkedIn Learning 
• Employee recognition via Awardco 
• Collaborative, multicultural work environment with a team of dedicated professionals, fostering innovation and teamwork. 

Experience Level

Mid Level