Regional Sales Manager - West Coast - Desiccant Air Dryer

Ingersoll Rand is hiring a Regional Sales Manager for its Industrial Technologies and Services business unit. The role grows sales and develops distributor and OEM relationships for air treatment solutions, including air dryers, process chillers, nitrogen generators, and oil-water separators, across the Southwestern U.S.

Responsibilities:

• Develop and implement comprehensive sales strategies to expand market presence and achieve sales targets in the Southwest 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 Southwest 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:

• High school Diploma or Equivalent
• 5+ years of industrial sales ideally in industrial equipment, compressed air, air treatment solutions (dryers, filtration, condensate management) or related sectors
• 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
• 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
• Ability to apply principles of logical or scientific thinking to a wide range of practical problems
• Uses technical knowledge to assess the potential application of company products, recommending solutions that meet customer needs, and advance the sales process
• Bachelor's degree in engineering, engineering technology, or business
• Experience with air compressors and/or air dryers preferred
• Demonstrated experience using data to drive distributors behavior and success
• Understanding of principles of air compression and/or air treatment, and applications
• Understanding of commercial terms including payment terms, receivables, shipping terms, and contract terms and conditions review