Ingersoll Rand - Distribution Sales Manager

Job Details / Requirement :

- Handling regions Telangana, part of AP, Bangalore

- Candidates from Direct(having minimum 3 years of experience in Distribution sales) / Distribution Sales would be considered

- Candidates ready to relocate to Hyderabad would do

Skill Sets :

- Value selling, independent sales process mgmt, communication, problem solving skills

- Would be handling 1-2 Dealers in Ingersoll Rand

- Should be currently handling a sales target of 2 - 5 Crores

Travelling : 60%

JOB SUMMARY :

Distributor Manager is responsible for driving partnership and business growth with multiple Ingersoll Rand CTS distributors in their designated geography. Job scope includes managing distributor performance to achieve annual sales targets, developing trust and strong partnership with distributor to ensure sustainable long term growth, executing the CTS channel strategy with the support of Channel Development team and marketing team.

Success will be measured in Sales (Completes & Services) - revenues; bookings and profitability; linkage, connectivity rates as well as pro-active customer /distributor facing and customer satisfaction activity+ Ensure improvement in customer satisfaction as per the regional and SBU targets + Ensure employee engagement score to be above the SBU targets.

Job Responsibilities :

- Manage distributor business performance to achieve annual sales targets

- Deploy standard work, Distributor Management Process (DMP), for each distributor

- Monitor revenue, bookings, backlog, units for completes and parts vs regional & distributor sales target (DVP target)

- Deploy containment and risk mitigation actions to enable each distributor to achieve targets

- Evaluate distributor sales pipeline sufficiency and deploy demand generation actions as needed

- Align distributor inventory levels for parts and completes to their sales target

- Monitor and update distributor installed base data

- Assess parts consumption in accordance with the installed base

- Coordinate special/complex opportunities and special price requests with regional leadership and Marketing team in line with the levels of authority.

- Address any service, logistic, warranty, or credit issues with corresponding teams

- Develop distributor capability for sustainable long term growth

- Define distributor strategy aligned with IR priorities (market potential, verticals, org structure, etc.)

- Define and support in business development activities (trade shows, databases, mailing campaigns, etc.)

- Deploy and drive the DVP program for qualifying distributors (plan submittal, completion of activities, claims, etc.)

- Ensure distributor compliance with IR brand guidelines

- Coach distributor salesforce on selling skills, process, and tools, including joint customer visits and negotiations

- Identify commercial and technical training needs, coordinate training with the Marketing team

- Execute CTS channel strategy in their respective countries / region a with the support of Channel Development team

- Monitor local market trends and competitive channel activity

- Provide input on IR distributor capabilities and coverage

- Establish and maintain relationship with potential distributors to address the futuristic growth opportunities / challenges.

- Drive the distributor termination, appointment and onboarding processes following the standard work

- Propose acquisition targets in conjunction with the CTS channel strategy

Enable 2-Way Communication between Ingersoll Rand and its Distributors

- Develop full awareness of IR products, offerings and processes

- Communicate updates on new and existing products, aftermarket offerings, marketing programs, promotions, pricing, organizational changes and other important news to distributors

- Facilitate training on IR systems and processes (sales library, warranty, etc.)

- Identify and communicate internally the voice of customer and market developments

- Identify and participate to events to promote IR (conferences, seminars, trade shows)

- Coordinate distributor administrative processes such as compliance vetting and updating the distributor contact database

- Best-in-Class Sales & Pipeline Management

- Establish actionable services sales account plans to expand sales in the region & connectively 100% to the entire installed base and to increase services revenue from existing customers (share of wallet).

- Grow pipeline in value and volume in line with set targets and by timely recording sales activity in CRM systems.

- Develop and manage sales quotes, including management of special price request (if required).

- Call on existing, drifted and new customers (incl. cold calls) as well as work with Service Fulfillment team provided leads to identify and develop Services opportunities.

- Provide feedback on market conditions and manage installed base all to leverage and drive sales strategies.

- Increase Customer Loyalty & Satisfaction

- Develop lasting service relationships with existing and new customers, both IR and competitive accounts while working closely with distributors.

- Ensure required customer proximity by visit existing, drifted and new customers on a regular basis.

- Establish yourself as trusted advisor by demonstrating cost reduction and operations improvements.

- Increase customer satisfaction scores by demonstrating commitment and engagement to resolve customer satisfaction issues (sales related CSI issues) in close collaboration with internal stakeholders as well as pro-actively driving related initiatives.

- Keep current with all Products, market and customer knowledge

- Takes ownership to maintain the required product and technical knowledge by taking initiative to leverage day-to-day learning opportunities, connecting with subject matters experts, attending educational trainings and/or workshops and reviewing professional publications.

- Ensure sound market-knowledge; customer strategies; trends; challenges and current events related to customer base.

Manage Cash/Past due Receivables :

- Ensure all orders are obtained are error-free; contract language is aligned with and in compliance with business unit guidance as it relates to Terms and Conditions.

- Ensure resolution of all customer disputes. Manage all costs associated with selling efforts, including adherence to company policies on travel and entertainment expenditures.

Enhance Work environment by championing Safety :

- Ensure adherence to vehicle safety; customer site safety, as well as all company and customer locations.

- Participate in safety concerns and near-miss reporting.

- Scope risk assessment when quoting service orders to prevent safety issues for service technicians.

QUALIFICATIONS :

- To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required.

EDUCATION and/or EXPERIENCE :

- Experience in industrial business development, sales, application engineering, or product support in a multi-national organization

- Strong business acumen and relationship-building skills

- Passion to work independently, possibly based out of home-office

Zepheny