Territory Distribution Manager

Ingersoll Rand - Kansas City, MO3.8

30+ days agoFull-time
At Ingersoll Rand we are passionate about inspiring progress around the world. We advance the quality of life by creating comfortable, sustainable and efficient environments. Our people and our family of brands-includingClub Car®, Ingersoll Rand®,Thermo King®, Trane®, American Standard® Heating & Air Conditioning and ARO® - work together to enhance the quality and comfort of air in homes and buildings; transport and protect food and perishables; and increase industrial productivity and efficiency. We are a global business committed to a world of sustainable progress and enduring results. For more information, visitwww.ingersollrand.com.

Ingersoll Rand is a diverse and inclusive environment. We are an equal opportunity employer, dedicated to hiring a diverse workforce; including individuals with disabilities and United States qualified protected veterans.

Location: Ideal locations: St. Louis, MO or Kansas City, MO
Business Unit: Power Tools North America Indirect Sales

Job Summary:
Responsible for sales growth and business development activities with distribution partners and OEMs. Provide technical, application, product, and sales support for industrial tools and lifting products. Formulate business strategies and implement plans to grow overall sales revenue and market share within the region. Candidate must be knowledgeable of technical products, services, and solutions. You will establish yourself as the significant point of contact for each assigned distributor including business owners, sales teams and service leaders. Duties are clearly centered on territory and distributor business development and dramatic growth of revenue in conjunction with customer contact.

Additionally, this role is responsible for managing all industrial and precision fastening products for technical, application, product, and sales support for completes and services. And to formulate business strategies for Strategic Accounts and implement plans to grow overall sales revenue and market share for all Power Tool Strategic Business Unit tool portfolio and specific vertical segment. Responsibilities are clearly centered toward top down selling, plant level support, technical training, new product awareness and driving sustainable growth through engagement and communication.

Manage Tool, Assembly, and Hoist distribution network to provide sales growth.

Cultivation of product sales at end-users and ability to lead distributor sales people to close orders and create value.

Analyze target account requirements and develop penetration plans to increase market share.

Utilize distribution and Ingersoll Rand resources to provide the necessary level of technical expertise to the customer.

Develop and expand distributor, OEM, and end user relationships.

Resolution of conflict within the channel and regions.

Coordinate with marketing or other business unit resources as necessary to resolve problems involving pricing, product specifications, and warranties as required.

Responsible for the measurement of distributor performance and implementing accountability and performance improvement for new equipment and services sales revenue growth via the Distribution Sales Management Process (DSMP).

Demonstrate an understanding of key distributor business drivers.

Take an active role in coaching distribution personnel and evaluating their competency in the support of Ingersoll Rand products and services.

Management of promotional programs through the channel.

Assure consistent high level of distributor capabilities to serve and develop customers in the assigned geography.

Review training needs for sales and service quarterly.

Actively conduct, seek out, and participate in both formal and informal training opportunities

Deliver sales workshops as needed to demonstrate capabilities of Ingersoll; Rand Power Tools SBU.

Differentiate Ingersoll Rand & ARO Precision Fastening, Industrial, and Hoist products from competition utilizing product and non-product factors.

Leading and profitably managing Strategic Accounts with the Business Development Manager Team.Develop strategic account relationships at a plant and corporate level.

Set the course for success by clearly defining expectations (Goals, Resourcing, Market Share penetration) and holding the team accountable for achieving results.

Responsible for reviewing competitive conversion and business strategy with channel partners key stake holders on quarterly basis and course correction and actions if necessary within defined products, strategic accounts and vertical segments.

Engage and support Territory Sales Managers and other Business Directors in the Power Tool Strategic Business Unit.

Collect and report market trends and strategies to attack competitors and communicate to peers and senior management.

Demonstrate an understanding of strategic account selling and vertical segment business drivers and purchasing behaviors.

Champion new products being released via field trial or Go Live product or services launches

Job Requirements

Ability to sell solutions and services beyond products to achieve financial goals.

Self-Starter, ability to function independently without micro-management.

Strong written, verbal and presentations skills.

Well-organized relative to time and territory management, and associated administrative functions.

Strong interpersonal relationship skills.

Ability to prioritize and work the necessary hours to effectively execute the job responsibilities.

Responsible for accurate, ethical and timely handling of expenses, trial products, and other company assets.

Knowledge of industrial & assembly Air/DC/Battery Power Tools, Air/Electric hoists, ergonomic handling products, their applications, and markets.

Proficient in computer related skills; Microsoft Office applications.

Must possess a valid driver's license for a minimum of 12 months, with no major or frequent traffic violations including, but not limited to:

DUI in the previous 5 years
Hit & Run, License Suspension, Reckless/Careless Driving or multiple smaller infractions or preventable collisions in the previous 3 years
Desired Background

Minimum of three (3) years industrial and assembly tools and hoist sales experience, working for a manufacturer or distributor in the industry.

Understanding of impacts, grinders, hoists, assembly tools, ergonomic handling, air motors, and accessory products, competitors and applications.

Knowledge of multi-channel distribution functions and end user selling experience required. Prior management experience running a distribution business is preferred

Percentage of Travel: 50-60%
Min. Yrs. Experience: 5 years
Education Standard: Technical Bachelor's Degree or Engineering preferred

We are committed to helping you reach your professional, personal and financial goals. We offer competitive compensation that aligns with our business strategies and comprehensive benefits to help you live your healthiest. We are committed to building an inclusive and diverse culture that engages as well as values the different backgrounds and experiences of our employee, which, in turn, spurs innovation, generates creative solutions and enhances our customer relations.

If you share our passion for inspiring progress-for bringing about bold shifts in how people, economies and societies operate-then you belong with Ingersoll Rand. Progress begins with you.