Job title: Business Development Manager- VSS

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 Business Development Manager – Distribution Sales will lead channel development and drive sales growth for Ingersoll Rand’s Power Tools and Lifting division. The role focuses on expanding the distributor network, managing key accounts, and ensuring operational excellence through inventory control and training. Responsibilities include market engagement, customer relationship management, and competitive analysis to achieve revenue targets. Candidates should have 5–8 years of experience in B2B/channel sales within industrial tools, strong negotiation skills, and willingness to travel extensively.

Responsibilities:

1. Channel Development & Expansion

• Identify, recruit, and onboard new distributors and channel partners across key territories in India, ensuring strategic alignment with brand objectives and growth potential.
• Strengthen and expand the distribution network in targeted geographies and industry verticals (automobile aftermarket, MRO, infrastructure) for deep market penetration.

2. Sales Growth & Account Management

• Drive primary and secondary sales by building strong partner relationships, setting clear sales targets, and implementing effective engagement strategies.
• Develop and execute account plans using CRM tools; manage enquiry pipelines, booking forecasts, and generate new opportunities for profitable growth.
• Review channel partner performance monthly and adjust plans to ensure consistent order booking against assigned targets.

3. Inventory and Operational Excellence

• Monitor dealer inventory levels, including spare parts, to align with service objectives and avoid stock-outs.
• Ensure distributors maintain optimal inventory and merchandising standards, including in-store product visibility and promotional compliance.

4. Training & Market Engagement

• Conduct product training sessions and business development workshops for distributor teams to enhance product knowledge and upselling capabilities.
• Plan and execute region-specific promotions, technical seminars, roadshows, and dealer meetups in collaboration with marketing and product teams.

       5. Customer & Market Intelligence

• Understand customer requirements and provide tailored techno-commercial proposals.
• Gather and analyze market intelligence, sales data, and competitive benchmarks; share actionable insights with leadership.
• Track competitor initiatives and coordinate with internal stakeholders to counter competition effectively.

       6. Customer Experience & Issue Resolution

• Facilitate resolution of srvice, logistics, pricing, and credit issues promptly to improve customer satisfcation.
• Collaborate with internal teams (Customers Experience, Project Management, Sales Support) to meet customer expectations.
• Support in account receivables management.

Requirements:

• Bachelor’s degree in engineering (Mechanical / Electrical / Production / Industrial)
• 5-8 years of experience in distribution or channel sales
• Prior experience in companies dealing with: Branded MNCs - Power Tools, Pneumatic Tools, Cordless Tools, Abrasives, Accessories, Automobile After Sales etc.

Core Competencies:

• Excellent Communication & Relationship Building
• Strong B2B Negotiation & Problem-Solving Skills
• Knowledge of Distribution in Urban & Semi-Urban India
• Proficiency in CRM Tools & MS Excel (Reporting & Analysis)
• Strong Data Analysis & Forecasting Ability
• Willingness to Travel Extensively

Preferences:

• MBA in Marketing or Sales (Preferred)
• Prior experience of Industrial Tools / Pneumatic Tools / Power Tools.

KPIs:

• Achievement of Booking & Revenue AOP targets.
• Weekly enquiry generation through joint visits with channel partners.
• Expansion of footprint by adding new channel partners/customers and increasing business from existing ones.
• Maintain sufficient opportunities in pipeline; reduce forecast deviation and increase win rate.
• Monthly review of channel partner hit rate against submitted quotes.
• Month-on-month achievement of AOP targets.

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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