Job title: Business Development Manager- EMS

Location: Bangalore

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) of Power Tools & Industrial Lifting business in the assigned territory. Responsible for driving sales growth through account planning, channel partner management, and strategic customer relationships. The role includes managing enquiry pipelines, forecasting bookings, and expanding market presence by apponting new partners. Collaborates with internal teams to deliver customer satisfaction, conducts product demos, and prepares techno- commercial proposals. Focused on achieving revenue targets, improving with rates, and exploring new business opportunities.

Responsibilities:

• Account planning & execution using available CRM tools.
• Manage enquiry pipeline, booking forecast and generate new opportunities for profitable growth.
• Review channel partner’s performance on monthly basis & make necessary changes in plan as & when required to ensure consistent monthly order booking against the assigned target.
• Closely keep a track of dealer’s inventory levels, including spares parts to ensure it is aligned to our objectives to serve the Customer.
• Evaluate performance of existing Channel Partners & appoint new Channel Partners to cover the white spaces after proper territory mappingn.
• Develop, expand and sustain healthy and strategic relationships with Customers.
• Key Account Management - builds and maintains strong, long-term relationships with a company's most important, high-revenue customers, acting as the primary liaison to understand needs, drive satisfaction and find growth opportunities.
• Product Demo / trials sessions to be regularly conducted to promote our products.
• Understand customer requirement as per applications & arrange to submit the Techno-commercial proposals accordingly.
• Collaborate with internal teams of sales support, including 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.

Requirements:

• Bachelor or preferably master's in mechanical /Mechatronics Engineering. MBA will be an added advantage.
• 5 to 8 years relevant experience in selling Industrial products/projects & Indirect Sales (Channel Sales) in Electronics Manufacturing Services (EMS), Motor Vehicle, General Industries.
• Strong knowledge about the Customer spread in the territory.
• Excellent interpersonal, relationship building, presentation & communication skills
• Good at Data analysis.

Core Competencies:

• Proficient in MS Office: MS-Word, MS excel, PPT
• Result oriented and self-driven
• Integrity and Ownership mindset

KPIs:

• Achievement of Booking, Revenue & Price Realization as per 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 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.
• Month on month achivement of AOP target.

Travel & Work Arrangements/Requirements

• 70-80% 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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