Job Information
Ingersoll Rand Marketing & Business Development - Channel Manager in Pune, India
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. Hehas todesign 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
Defineoptimalchannel 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;maintaina 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 enablesmooth product transition narratives, including value-based replacement positioning.
- Data Analysis & Business Intelligence
AnalyzeSell-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 definedata structure, formats, governance, and reporting cadence.
- Go-To-Market (GTM) Strategy
Act as akey bridge between Market, Product, and Sales teams, translating market insights into actionable product and GTM inputs.
Deploy GTM strategies across India;identifytarget 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 ondeep market penetration, solution positioning, and value selling.
- Channel Management Excellence
Develop andmaintaina comprehensive Channel Management Playbook; ensure governance and continuous improvement in channel operations.
Design and own acentralized Channel Sales Enablement Dashboard.Ensure the dashboard providessingle-source visibilityfor internal stakeholders and enables data-driven decision-making.
Qualifications :
Bachelors degree in engineering.MBA will be an added advantage.
814yearsof 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 travelfrequentlyacross India.
ProficiencyinData 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 Whenrequired)
What we Offer
We are all owners of the company! Stock options (Employee OwnershipProgram) thatalign 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 viaAwardco
Collaborative, multicultural work environment with a team of dedicated professionals, fostering innovation and teamwork.
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