Ingersoll Rand is a Fortune 500 company with a passion for making lives better. We do this by living our values, and through a relentless focus on the success of our customers and partnering with our employees to think and act like owners. We believe in sustainability through the development and distribution of a broad range of global brands designed to meet the needs of our customers in both efficient and responsible ways. Ingersoll Rand is a diverse and inclusive environment. For more information visit: www.irco.com.

Job Overview:

The candidate should be passionate about empowering Internal & External Team to achieve peak performance. He has to design an enablement framework that supports all four Go-To-Market (GTM) sales strategy - Transactional Selling (Product Focus), Solution Selling (Process Focus), Transformational Selling (Business Focus) and selling through partners (focus on building alliances) for maximizing the revenue growth.

Responsibilities:

Channel Strategy & Coverage:

- Define optimal channel coverage for India; build a strong channel pipeline and evaluate, appoint, and realign distributors based on performance and market needs.

- Establish clear parameters and criteria for new distributor appointments.

Channel Development & Enablement:

- Drive and evolve the Distributor Value Program (DVP) aligned with global standards (e.g., Europe-based criteria).

- Implement channel programs to enhance partner capability and engagement; maintain a healthy network through performance and capability analysis.

- Organize training sessions for skill development of channel partners.

Pricing & Discount Structure:

- Develop product pricing models based on value proposition and competitive benchmarks for the Indian market.

- Design and evaluate discount structures for channel partners to ensure profitability and compliance.

Data Analysis & Business Intelligence:

- Analyze Sell-In, Sell-Out, and inventory data; create actionable plans based on insights.

- Utilize BI tools and dashboards for performance tracking, forecasting, and decision-making.

Go-To-Market (GTM) Strategy:

- Deploy GTM strategies across India; identify target customers and guide sales teams and distributors for deep market penetration.

Customer & Market Insights:

- Collect and summarize Voice of Customer (VOC) feedback; collaborate with sales and distributor teams to address gaps and improve customer experience.

Channel Management Excellence:

- Develop and maintain a comprehensive Channel Management Playbook; ensure governance and continuous improvement in channel operations.

Qualifications:

- Degree in MBA (plus technical degree will be an added advantage)

- 8-14 years of experience in industrial/B2B sales, anywhere in India.

- Strong communication, negotiation, and interpersonal skills.

- Ability to work independently and as part of a team.

- Willingness to travel frequently across India.

- Proficiency in Data Analytical Skills.

Core Competencies:

- MS Office (MS-Word, MS Excel, PPT)

- BI Tools