West Coast Regional Sales Manager

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. Job Title: Regional Sales ManagerLocation: Remote - Western Territory (CA, AZ, UT, MT, NV, NM, ID, OR, WA)  About Us:  The Regional Sales Manager (RSM) role within its Industrial Technologies and Services (ITS) Business Unit will be responsible for sales growth and business development activities for air treatment solutions, to include air dryers, process chillers, nitrogen generators, oil-water separators, both new sales and rentals in the Western US. The Regional Sales Manager will utilize their technical expertise in how the equipment is utilized in the market and will work closely with channel partners to cultivate, foster, and grow the presence of our products in the marketplace. Establishing and growing the distributor and OEM business relationships, growing revenue and market share for the portfolio, and maintaining profit margins are key for this role. Join us in making the ITS division of Ingersoll Rand an outstanding place to work where both our team and our company thrive! Responsibilities:Develop and implement comprehensive sales strategies to expand the market presence and achieve sales targets in the Western region.Analyze market trends, customer needs, and competitive landscape to identify new business opportunities and areas for growth.Follow established visitation frequencies for channel partners and achieve a cadence structure for reporting new opportunities, forecasting, revenue progress, etc.Regularly track sales performance and key performance indicators (KPIs) to assess progress towards targets and identify areas for improvement.Identify and recruit new distribution/channel partners and acquire new distribution/channel partners to expand market reach and penetration. This includes establishing and growing synergistic channel partners throughout the region.Oversee the Distribution/Channel Partner network in the Western territory: act as the main point of contact for distributors, including business owners, sales teams, and service leaders and guide their activities and priorities. Partner with the ITS Support teams (manufacturing, service and warranty, customer service, e-commerce, etc.) to improve collaboration, establish best practices, and grow the channel partner and organizations market share.Develop, mentor and coach channel partner sales team in fostering customer relationships, train distribution personnel, and assess their proficiency in supporting products and services.Establish performance benchmarks for individual product lines to gauge distributor effectiveness and drive sales outcomes.Identify underserved areas and geographies, devising business plans to expand coverage.Spot gaps in market/industry coverage and competition and emerging market trends and refocus existing or new channels to address these gaps.Resolve conflicts within the channel and region.Maintain ongoing distribution engagement that supports consistent, high-impact activities.Develop and manage an active opportunity pipeline with all partner organizations, collecting regular feedback to monitor progress.Actively pursue and support competitive conversion opportunities identified in the pipeline.Collaborate with Marketing, Sales Enablement & Product Management to capitalize on pricing, product specifications, and new product potential.Provide hands-on feedback to sales team, sharing insights on trends, competition, economics, and other factors to help identify and prioritize strategic opportunities.Lead, motivate, and work with other members of the sales team and channel partners to meet revenue targets, ensure high level of new customer activity, and focus resources to achieve strategic account penetration.Seek and communicate the voice of the customer (VOC) to build strong customer relationships, understand their needs, and communicate risks and opportunities to the ITS leadership team.Collaborate with marketing & product management to establish market pricing and develop sales strategies to realize sales of existing and new products to meet or exceed revenue and profit targets.Establish sales forecasts, plans & objectives for your region and by product line and provide weekly / monthly / yearly forecasting to update the business on short and long-term trends.Track regional metrics to communicate key performance indicators relating to sales, profitability, market share and competitor activities.Requirements:  Bachelor's degree in engineering, engineering technology, or business with 5+ years of industrial sales through distribution experience. Demonstrated experience using data to drive distributors behavior and successCore Competencies:Region Leadership: Formulate a clear and compelling regional sales strategy that aligns with the overall business objectives. This includes identifying market opportunities, defining target customer segments, and outlining a roadmap to achieve sales goals.Sales Process Optimization: Optimizing the sales process, including following best practices, implementing sales methodologies, and continuously improving workflows through standard operating procedures. Communication and Stakeholder Engagement: Ability to gather, interpret and effectively communicate product information in a clear, concise, way, using multiple communication channels (verbal, written, email, chat) to various internal and external stakeholders.Technical/Mechanical Acumen: Ability to read, analyze, and interpret technical specifications, product technical literature, construction plans/drawings, commercial terms and conditions, and legal documents. Ability to respond to common inquiries from internal or external customers or suppliers.Complex Problem Solving:  Ability to apply principles of logical or scientific thinking to a wide range of practical problems.Technical Sales: Uses technical knowledge to assess the potential application of company products, recommending solutions that meet customer needs, and advance the sales process.Preferences: Experience with air compressors and/or air dryers preferred.Understanding of principles of air compression and/or air treatment, and applications.Work Arrangement and Travel Requirements: 75% travel as needed within the territory - you will received a car allowance and expense card What we Offer: ? At Ingersoll Rand, we embrace a culture of personal ownership "” taking responsibility for our company, our communities, and our environment, as well as our individual health and well-being. Our comprehensive benefits package is designed to empower you with the tools and support necessary to take charge of your health, ensuring that together, we can continue to make life better. Our range of benefits includes health care options like medical and prescription plans, dental and vision coverage, as well as wellness programs. Additionally, we provide life insurance, a robust 401(k) plan, paid time off, and even an employee stock grant, among other offerings. These benefits are our commitment to you, so you can be your best at work and beyond.  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. 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 .PandoLogic. Keywords: Regional Sales Manager, Location: Portland, OR - 97204

Created: 2025-01-30