Job title:Marketing & Business Development- Channel Manager
Location: Pune
About Us
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.
- Work closely with Product, CX, and Sales teams to enable smooth product transition narratives, including value-based replacement positioning.
- 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.
- Work with BI, IT, and Sales Operations teams to define data structure, formats, governance, and reporting cadence.
- Go-To-Market (GTM) Strategy
- Act as a key bridge between Market, Product, and Sales teams, translating market insights into actionable product and GTM inputs.
- 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.
- Guide sales teams and channel partners on deep market penetration, solution positioning, and value selling.
- Channel Management Excellence
- Develop and maintain a comprehensive Channel Management Playbook; ensure governance and continuous improvement in channel operations.
- Design and own a centralized Channel Sales Enablement Dashboard. Ensure the dashboard provides single-source visibility for internal stakeholders and enables data-driven decision-making.
Qualifications
- Bachelor's degree in engineering. MBA will be an added advantage.
- 814 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
- Team Player
- Channel Management Excellence
- Strong Analytical Skills
- Communication and Presentation Skills
Travel & Work Arrangements/Requirements
- 50% Travel (As and When required)
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
- Employee Assistance Program
- Employee development with LinkedIn Learning
- Employee recognition via Awardco
- Collaborative, multicultural work environment with a team of dedicated professionals, fostering innovation and teamwork.
