Regional Sales Mgr

Ingersoll Rand is 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 age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances. 

Regional Sales Manager:  MD-Kinney Division 

Sales Territory: Primarily Texas

Position Summary

Responsible for increasing revenue and achieving sales targets in the assigned geographic territory.  Works closely with the distribution network to identify the addressable markets and generate opportunities within the territory.  Maintains regular communication and constructive relationships with senior leadership, Customers, Channel Partners other internal and external stakeholders.  A strong understanding of the selling process, a technical acumen and outstanding written and verbal communication skills are essential in this role. 

Essential Functions

Sales Channel Management

• Manages and develops a robust network of Channel Partners, in the area of primary responsibility for the sale of MD-Kinney products.
• Constantly assessing Channel Partner competencies to identify strengths, weaknesses and areas of improvement within the individual organizations.  Develops action plans to address shortcomings.
• Locates and appoints new Channel Partners in underperforming areas or as needed. 
• Works closely with Principal and/or Product Champion at Channel Partner organizations to develop strategies that result in achieving the goals of the MD Kinney organization. 

Strategy

• Works closely with the Director of Sales to develop and execute territory strategy. 
• Maintains healthy relationships with Product Management Team that results in active exchange of information on market trends, pricing, and competition.
• Develops a strong understanding of the addressable market in the territory.
• Develops business with identified and segmented OEM, EPC and End-User accounts in the territory.

Sales Execution / Opportunity Management

• Possesses a strong understanding of the company’s products and can clearly articulate the value proposition of MD-Kinney products.
• Drives sales activity thru the Channel to achieve revenue, margin and growth targets.
• Supports the development and commercialization of new product launch initiatives. 
• Establishes specific, measurable, time-based outcomes for targeted accounts.  Provides ongoing input to the organization on the status of Opportunities via Salesforce and weekly communication. 
• Demonstrates excellence in completion of all other duties and as assigned.

Measurements

• Directly supervises a network of 6-7 Channel Partner organizations in a multi-state territory.
• Accountability for up to $19m annual sales revenue.

Qualifications

Education Requirements

• Bachelor’s Degree in Engineering, Business, or similar

Experience / Competency Framework

• 5+ years relevant product sales experience.
• 5+ years outside sales experience preferred.
• Expertise in positive displacement blowers, vacuum pumps or similar rotating equipment and appropriate applications preferred. 
• Demonstrated expertise in customer applications across a broad range of industries.  Fluency in the articulation of value proposition, in customer terms.
• Strong intrinsic motivation and disciplined work style.
• Disciplined, organized and able to work independently and as a part of a team.
• High level of business acumen.
• Effective negotiation and persuasion skills.

Tools / Technology Requirements

• Proficient use of Microsoft Office Suite, (Word, Excel, PowerPoint, Teams and Outlook).
• Working knowledge of Salesforce is helpful in this role.
• Ability to understand and operate blower/vacuum pump system configurator.

Physical Requirements

• Work environment includes inside and outside of an office environment.
• Ability to communicate information effectively through oral and written presentation.  Can convey detailed instructions to others.
• Able to operate a computer and other handheld technology devices.
• Visual acuity to travel via commercial aircraft and/or operate a motor vehicle as required.
• Up to 50%+ overnight travel is required.

Candidate will ideally reside within the Sales Territory. 

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Ingersoll Rand Inc. (NYSE:IR), driven by an entrepreneurial spirit and ownership mindset, is dedicated to helping make life better for our employees, customers and communities. Customers lean on us for our technology-driven excellence in mission-critical flow creation and industrial solutions across 40+ respected brands where our products and services excel in the most complex and harsh conditions. Our employees develop customers for life through their daily commitment to expertise, productivity and efficiency. For more information, visit www.IRCO.com.