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Job Title/ Regional/ Zonal Sales Leader – South (GLI Business)

Location: South India (Chennai / Bangalore / Coimbatore)

Reporting To: National Sales Head / Business Head – GLI

Team Handling: Regional Sales Managers, Account Managers, Distributor Managers

Role Purpose

The Zonal Sales Leader – South will be responsible for driving revenue growth, market expansion, and channel effectiveness for the GLI (General Industrial / relevant business line) segment across the southern region. This role will oversee both direct sales and distributor networks, ensuring strong customer engagement, channel profitability, and alignment with overall business strategy.

Key Responsibilities

Business Growth & Revenue Delivery
Own and deliver zone-level revenue targets (top-line & bottom-line).
Drive market share growth across key industries and accounts in the South region.
Develop and execute zonal sales strategy aligned with national objectives.
Identify new business opportunities and growth segments.
Direct Sales Management
Lead and mentor the direct sales team handling key accounts and large customers.
Build strong relationships with strategic clients and decision-makers.
Drive key account penetration and improve wallet share.
Ensure pipeline management, forecasting accuracy, and deal closures.
Distribution Channel Management
Develop and manage a high-performing distributor network across the region.
Drive channel expansion in untapped markets and geography.
Ensure distributor capability development, training, and performance management.
Monitor channel profitability, pricing discipline, and inventory health.
Implement channel sales programs and incentive schemes.
Market & Customer Strategy
Analyze market trends, competition, and customer needs to refine sales approach.
Position products effectively against competitors.
Lead pricing, negotiation, and contract strategies.
Capture VOC (Voice of Customer) insights and feed into product and marketing teams.
Team Leadership & Capability Building
Build, lead, and inspire a high-performance sales team.
Conduct regular performance reviews, coaching, and development planning.
Foster a culture of accountability, collaboration, and customer focus.
Drive sales capability enhancement and succession planning within the zone.
Cross-Functional Collaboration
Collaborate with marketing, product management, service, and supply chain teams.
Ensure smooth execution of customer orders and after-sales support.
Support product launches and go-to-market initiatives.
Sales Governance & Reporting
Maintain strong discipline in CRM usage, forecasting, and reporting.
Track KPIs such as revenue, margins, pipeline, conversion rates, and coverage.
Ensure compliance with company policies and ethical standards.

Key Performance Indicators (KPIs)

Revenue and margin achievement
Market share growth (South region)
Distributor performance & coverage
Key account growth and retention
Sales pipeline health and conversion ratio
Team productivity and engagement

Qualifications & Experience

Education

Bachelor's degree in Engineering / Business / related field
MBA (Sales/Marketing) preferred

Experience

12–18 years of sales experience in industrial / GLI / B2B sectors
Strong exposure to both direct and distribution-driven sales models
Proven track record of leading large regional teams and delivering growth
Experience managing multi-state operations in South India

Key Competencies

Strategic thinking & execution excellence
Strong leadership and people management skills
Channel management expertise
Customer-centric selling and negotiation skills
Analytical and data-driven decision-making
High ownership and result orientation

What We Offer

We are all owners of the company! Stock options(Employee Ownership Program) that align your interests with the company's success.
Yearly performance-based bonus, rewarding your hard work and dedication.
Leave Encashments
Maternity/Paternity Leaves
Employee Health covered under Medical, Group Term Life & Accident Insurance

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 www.IRCO.com.

Zonal Sales Leader- SOuth