Business Development Manager

About the position

Imagine a company with technology leadership of over 160 years, yet it operates with the energy of a startup. Ingersoll Rand has dedicated itself to Making Life Better for its employees, customers, shareholders, and planets. We produce innovative and mission-critical flow creation and life science technologies - from compressors to precision handling of liquids, gasses, and powers - to increase industrial productivity, efficiency, and sustainability. Supported by over 80+ brands, our products are used in various end-markets including life sciences, food and beverage, clean energy, industrial manufacturing, infrastructure, and more. Across the globe, we're driving growth with an entrepreneurial spirit and ownership mindset. The Territory Sales Manager (TSM) is an individual contributor within the Sales function in North America (USA and Canada). This position is responsible for promoting and selling gear and centrifugal pumps to customers across diverse segments (including but not limited to chemical and petrochemical transfer, transportation, energy, medical, construction and mining equipment, etc.). The position develops new business opportunities by leveraging traditional and contemporary prospecting methods and wins new business by successfully applying solution-based selling best practices, leveraging our internal support teams, and working closely with distribution partners. The successful candidate is a collaborative, self-motivated and assertive team member, acting as trusted advisor to both internal and external stakeholders, with the ability to build business in new and existing markets.

Responsibilities

• Develop strategic business plans in collaboration with internal teams, fostering market penetration and growth of distributors to achieve ambitious sales targets.
• Collaborate closely with distributors to identify and pursue prospects, cultivating new business opportunities.
• Lead pricing negotiations, technical specifications, and formal quotation processes for significant deals, ensuring effective execution by supporting distributors.
• Utilize CRM to track the status of inquiries, quotes, bids, and customer interactions, for streamlined sales process.
• Engage with existing and potential customers both in-person and virtually, delivering compelling presentations at various sales stages.
• Investigate and proactively communicate low or eroding margins due to competitive pricing, keeping management informed.
• Provide valuable feedback on territory to the Manager on customer needs, competitive offerings, pricing strategy, and initiatives to drive profitable growth within the assigned scope.
• Qualify leads and conduct regular Monthly and Quarterly Business Reviews (MBRs and QBRs) to assess performance and strategize for continuous improvement.
• Other responsibilities as assigned or required.

Requirements

• 5+ years of sales experience
• Previous experience inclusive of prospecting, securing, and managing large channel partners with annual sales over $250,000.
• Previous experience in technical sales and solution sales with gear and centrifugal pump technologies, positive displacement pumps in general, or related products preferred.
• Proficiency in a variety of software programs including Microsoft Office, CRM and ERP software required.
• Must demonstrate high energy level and commitment to setting and achieving goals.

Nice-to-haves

• Bachelor's degree in Engineering, Business, or related degree
• Experience traveling extensively in the assigned area and working with distributors.

Benefits

• Health care options like medical and prescription plans
• Dental and vision coverage
• Wellness programs
• Life insurance
• Robust 401(k) plan
• Paid time off
• Employee stock grant