Direct Account Manager
Rivoli, IT, 10098 IT
Direct Account Manager
Location: Remote, based in Noth Ovest Italy
About Us
Ingersoll Rand is committed to making life better through innovative and mission-critical industrial solutions. We deliver industry-leading compressed air systems, services, digital solutions and energy-efficient technologies that help our customers improve productivity, reliability and sustainability.
We foster a culture of ownership, customer focus and continuous improvement, offering exciting opportunities for professional growth within a global and diversified organization.
Job Summary
The Direct Account Manager is responsible for driving profitable growth within an assigned territory by developing new business opportunities and expanding relationships with existing customers.
The role is strongly focused on the promotion and sale of:
- New compressed air equipment and system solutions
- Value-added service and maintenance agreements
- Advanced controls, monitoring and digital connectivity solutions
- Energy efficiency and productivity improvement projects
The successful candidate will act as a trusted advisor to industrial customers, identifying their operational challenges and proposing solutions that create long-term value while supporting Ingersoll Rand's growth objectives.
Key Responsibilities
Sales Growth & Business Development
- Achieve assigned sales targets and growth objectives for Equipment (compressor, dryer etc), Service Agreements and Digital Solutions.
- Develop and execute territory plans to maximize market penetration and customer acquisition.
- Identify, qualify and pursue new business opportunities across assigned industries and territories.
- Drive cross-selling and upselling activities by leveraging the full Ingersoll Rand portfolio.
- Maintain a healthy sales pipeline and accurately manage opportunities through CRM tools.
Customer Relationship Management
- Develop strong relationships with key decision-makers, influencers and stakeholders at customer sites.
- Act as the primary commercial contact for assigned accounts.
- Understand customer business objectives and identify opportunities to improve reliability, efficiency and total cost of ownership.
- Promote long-term customer loyalty through proactive engagement and continuous value creation.
Solution Selling
- Conduct customer assessments and identify opportunities for equipment upgrades, service programs, controls modernization and energy optimization projects.
- Prepare and present technical and commercial proposals tailored to customer needs.
- Negotiate commercial agreements and support contract finalization using approved company processes and tools.
- Collaborate with technical, service, engineering and application teams to develop winning solutions.
Territory & Business Management
- Maintain accurate customer records, forecasts and activity plans within company systems.
- Provide regular reporting and sales forecasting according to company guidelines.
- Monitor market trends, competitor activities and industry developments within the territory.
- Participate actively in strategic sales initiatives and business development programs.
Qualifications & Experience
Preferred Background
- Proven experience in industrial B2B sales, with a strong track record of business development and customer relationship management.
- Previous experience in the compressed air industry is strongly preferred.
- Experience selling capital equipment, industrial services, technical solutions or maintenance contracts is highly desirable.
- Solid commercial acumen with the ability to identify customer needs and convert opportunities into profitable business.
Education & Skills
- Bachelor's Degree in Engineering, Business, Economics or equivalent technical/commercial education is preferred but not mandatory
- Strong consultative selling and negotiation skills is mandatory.
- Ability to build credibility with both technical and commercial stakeholders.
- Good understanding of industrial manufacturing environments and customer decision-making processes.
- Proficiency with CRM systems and Microsoft Office applications.
- Professional English proficiency.
- Availability for frequent travel within the assigned territory.
Candidate Profile
We are primarily seeking professionals with experience in the compressed air or industrial equipment sector. However, we are also open to evaluating high-potential candidates coming from broader industrial B2B environments who demonstrate:
- Strong commercial drive and hunting mentality
- Proven success in developing new business
- Excellent relationship-building skills
- Knowledge of the assigned geographic territory and local industrial landscape
- Ability to learn technical products and articulate value-based solutions
The ideal candidate resides within the assigned commercial territory and is motivated by a customer-facing role focused on growth, entrepreneurship and long-term partnership development.
Assigned Territory
North Ovest Italy with focus on Piemonte, Liguria, Val D’Aosta and Varese area.
What We Offer
- Dynamic international environment within a global industrial leader
- Competitive compensation package including variable incentive plan
- Equity Grant Program
- Welfare and benefits program
- Meal vouchers
- LinkedIn Learning access
- Career development and growth opportunities
- Company car and business tools
Salary Range: 33900 - 60000 €
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