Channel Manager - Marketing and Business Development

Marketing & Business Development - Channel Manager

Job title: Marketing & Business Development- Channel Manager 

Location: Pune 

 

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: 
The candidate should be passionate about empowering Internal & External Team to achieve peak performance. He has to design an enablement framework that supports all four Go-To-Market (GTM) sales strategy – Transactional Selling (Product Focus), Solution Selling (Process Focus), Transformational Selling (Business Focus) and selling through partners (focus on building alliances) for maximizing the revenue growth. 

Responsibilities: 

1. Channel Strategy & Coverage 

• Define optimal channel coverage for India; build a strong channel pipeline and evaluate, appoint, and realign distributors based on performance and market needs. 

• Establish clear parameters and criteria for new distributor appointments. 

2. Channel Development & Enablement 

• Drive and evolve the Distributor Value Program (DVP) aligned with global standards (e.g., Europe-based criteria). 

• Implement channel programs to enhance partner capability and engagement; maintain a healthy network through performance and capability analysis. 

• Organize training sessions for skill development of channel partners. 

3. Pricing & Discount Structure 

• Develop product pricing models based on value proposition and competitive benchmarks for the Indian market. 

• Design and evaluate discount structures for channel partners to ensure profitability and compliance. 

• Work closely with Product, CX, and Sales teams to enable smooth product transition narratives, including value-based replacement positioning. 

4. Data Analysis & Business Intelligence 

• Analyze Sell-In, Sell-Out, and inventory data; create actionable plans based on insights. 

• Utilize BI tools and dashboards for performance tracking, forecasting, and decision-making. 

• Work with BI, IT, and Sales Operations teams to define data structure, formats, governance, and reporting cadence. 

5. Go-To-Market (GTM) Strategy 

• Act as a key bridge between Market, Product, and Sales teams, translating market insights into actionable product and GTM inputs. 

• Deploy GTM strategies across India; identify target customers and guide sales teams and distributors for deep market penetration. 

6. Customer & Market Insights 

• Collect and summarize Voice of Customer (VOC) feedback; collaborate with sales and distributor teams to address gaps and improve customer experience. 

• Guide sales teams and channel partners on deep market penetration, solution positioning, and value selling. 

7. Channel Management Excellence 

• Develop and maintain a comprehensive Channel Management Playbook; ensure governance and continuous improvement in channel operations. 

• Design and own a centralized Channel Sales Enablement Dashboard. Ensure the dashboard provides single-source visibility for internal stakeholders and enables data-driven decision-making. 

Qualifications: 

• Bachelor’s degree in engineering. MBA will be an added advantage. 

• 8~14 years of experience in industrial/B2B sales, anywhere in India. 

• Strong communication, negotiation, and interpersonal skills. 

• Ability to work independently and as part of a team. 

• Willingness to travel frequently across India. 

• Proficiency in Data Analytical Skills. 

Core Competencies:  

• MS Office (MS-Word, MS Excel, PPT) 

• BI Tools 

• Team Player 

• Channel Management Excellence 

• Strong Analytical Skills 

• Communication and Presentation Skills 

Travel & Work Arrangements/Requirements  

• 50% Travel (As and When 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.    

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Experience Level

Senior Level