This position is responsible for managing distribution partners and building organizational competency for the Power Tools and Lifting business unit within Ingersoll Rand. The target customer segments are Retail: Agriculture like Tractor Supply and Northern Equipment; Automotive like Advanced Auto; and Hardware like True Value and Orgill. The account manager is responsible for sales growth and business development activities with channel partners in the United States and Canada region. Disciplines will include account management, tactical execution of strategic plan, organizational and analytical judgments specific to the sale Power Tools and Lifting products. Leading, inspiring, training and educating the channel partners is required to deliver upon the Ingersoll Rand brand promise.
The ideal candidate will have a strong working knowledge of the MRO market and specifically some of the key players in the industry. They will be able to seamlessly lead and manage the following groups: product manager, marketing teams, field sales leaders and account managers. This candidate must be able to transition between creating a growth strategy with key decision makers at the corporate level to supporting the products (training, demo, solution selling) at the end-user level.
Position can be located near any major US airport
Responsible for the go forward strategy and sales growth of the assigned accounts.
Develop winning go-to-market strategies in alignment with growth and margin objectives, and take leadership to ensure execution
Build channel capability, capacity and competency. Develop and foster talent, improve productivity and output on an ongoing basis
Promote a collaborative environment through enhanced communication and engagement with marketing, operations, product management, regional channels and other stakeholders
Capability to engage at all levels within an organization (internal/external), goal oriented-results driven, manage and measure work, build effective channel partners
Utilize balanced judgment, business acumen and an understanding of customer requirements to manage strategic channel programs through business planning and sales and service coverage resulting in value creation for Industrial Technologies and selected channel partners.
Develop and deploy formal training for sales professionals. (functional and technical product/application knowledge, business acumen to formal presentation/communication skills)
Coordinate with marketing or other business unit resources as necessary to resolve problems involving pricing, product application, product specifications, and warranties as required.
Responsible for the measurement of distributor performance and implementing distributor performance improvement programs for completes and services revenue.
Build, collaborate and management of promotional programs.
Collect and report trends and strategies of competitors to sales and management of channel partner and IR marketing group(s).
Actively conduct, seek out, and participate in both formal and informal training opportunities.
Bachelor's degree required, preferably in Engineering or Business Administration. In lieu of degree, Retail account management experience may be considered with 10 plus years of sales experience.
Proven business and sales acumen, including the ability to prospect accounts and effectively navigate within a customer organization.
Minimum of 5 years’ experience in an industrial sales business setting.
Excellent relationship-building and interpersonal skills, including verbal, written and presentation communication skills.
Strong computer skills with capability to do analytics and navigate different Microsoft systems.
Establishes and builds solid relationships with customers.
Customer focused, self-motivated with a strong desire to succeed
We are 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 race, color, religion, sex, sexual orientation, gender identify, national origin, pregnancy, age, marital status, disability, status as a protected veteran, or any legally protected status.
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