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Account Sals Manager- GLI Kanpur

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Sales
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1811481 Requisition #

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—including Club 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, visit www.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.

SUMMARY

Account Manager is responsible for driving partnership and business growth with Ingersoll Rand CTS customer accounts in their designated geography. Job scope includes managing continuous relationship with customer to achieve annual sales targets, developing trust and strong partnership with customer to ensure sustainable long term growth, executing the CTS strategy of providing solution from enquiry generation until resolution to customer queries.

Success will be measured in Sales (Completes & Services) - revenues; bookings and profitability; share of entitlement (SOE), linkage, connectivity rates as well as pro-active customer facing and customer satisfaction activity+ Ensure improvement in customer satisfaction as per the regional and SBU targets.


Responsibilities: 

  • Maximize sales of General line Air products IR portfolio to our current and new customers through relentless sales prospecting activities focused towards the assigned market
  • Generating leads through various channels like scouting, web search, leads through campaigning, through service engineers
  • Promote IR’s Core value of Integrity, Respect, Innovation and Commitment in the market place
  • Formulate & submit projections based on market conditions and feedback
  • Meeting customer to build long lasting relationship and look out for potential business opportunities
  • Being connected with 100% existing customer accounts and take complete ownership to resolve concerns of customer and provide them timely resolutions
  • Develop new sales opportunities basis input from services and selling solutions basis customer need
  • Provide information to customer on services offerings and bind them with long-term CARE contracts to ensure we
  • Understand/gather information about the Market potential, competitor’s activities, new Applications etc.
  • Upgrade own Skills and knowledge on System Solutions through understanding of customer applications and requirements
  • Organize technical days to make sales pitch and presentation of new products to high level end user customers.
  • Liaise with Sales Support team for work related to Marketing, Factories, engineering, legal, logistics and credit and collections to allow the compilation of the most effective solutions.
  • Obtain and share Market Intelligence, defining and recommending market opportunities and provide to Marketing.
  • Prepare accurate sales reports(Visits and Opportunities) and forecasts in a timely manner using SFA
  • Review the sales scorecards, salesforce data daily to monitor progress against the sales plan
  • 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)
  • 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
  • Develop distributor capability for sustainable long term growth
  • Define and support in business development activities (trade shows, databases, mailing campaigns, etc.)
  • Address any service, logistic, warranty, or credit issues with support of inside sales team
  • Drive the distributor appointment and onboarding processes following the standard work
  • Facilitate training on IR systems and processes (sales library, warranty, etc.)

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, Channel sales,  or product support in a multi-national organization
  • Strong business acumen and relationship-building skills

 

LANGUAGE SKILLS

Desirable: English, ability to:

  • Read and comprehend instructions, correspondence, and memos. 
  • Write correspondence.
  • Effectively present information in one-on-one and small group situations to customers, clients, and other employees of the organization.

WORK ENVIRONMENT 

The work time will be usually split between the office (20%) and visiting clients (80%) in assigned region on a regular basis.

 

Knowledge

  • Technical – knowledge of compressed air equipment for the commercial and industrial marketplace.  
  • Customer and Personal Service — knowledge of principles and processes for providing customer and personal services. This includes customer needs assessment, meeting quality standards for services, and evaluation of customer satisfaction.
  • Sales – understanding of different sales tools for pipeline and account management, customer approach, as well as ability to identify and secure new sales opportunities.
  • Market Overview – knowledge of the compressed air market trends, competitors and new technologies.

Skills – demonstrates the below proactively.

  • Active Listening — giving full attention to what other people are saying, taking time to understand the points being made, asking questions as appropriate, and not interrupting at inappropriate times.
  • Ability to Combat Objections – being able to get to know the true prospect’s concerns as soon as possible, avoiding argues and getting defense.
  • Financial Acumen – understanding of probability and ROI.
  • Presentation skills – comfortable and effective while presenting offerings to different level employees.
  • Judgment and Decision Making — capability to define problems, collect data, establish facts, and draw valid conclusions;  considering the relative costs and benefits of potential actions to choose the most appropriate one.
  • Relationship and Trust Building – being able to build intimacy and trust so the customers will share details of their business.
  • Research skills – using different tools and look for innovative ways to identify new prospects, such as: google maps, social media, street hunting etc.
  • Attitude – ability to celebrate wins, as well as learning from rejections and stay positive moving forward. High aspirations and a desire to win.
  • Critical Thinking — using logic and reasoning to identify the strengths and weaknesses of alternative solutions, conclusions or approaches to problems. Looks from preventive side, not only reactive.
  • Team Player – works well with others; strive not only to achieve individual goals but common one. Individuals who team.

OTHER SKILLS/ Licenses

  • Must have the ability to use a computer and associated software (e.g., MS Office, MS Windows).
  • Valid Driver’s License

 

Key Motivators

  • Is driven to delight the customer with superior solutions. External Focus.
  • Enjoys working with people and building long term relations.
  • Is autonomous and self-disciplined.
  • Values learning as a means of self-improvement.
  • Challenging the status quo.
  • Is willing to travel on a daily/weekly basis.
  • Appreciates representing a brand with a reputation for quality and brings an infectious enthusiasm to everything we do. Passion & Energy.

 

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