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Summary

AM is responsible for driving direct business growth for Plant Air Centrifugal in their designated geography. Job scope includes:

Achieve annual sales targets, developing trust and strong relationship with customers to ensure sustainable long-term growth, executing the company strategy with the support of commercial team.

Success will be measured in Sales (Completes & Services) - revenues; bookings and profitability; linkage, connectivity rates as well as pro-active customer facing and customer satisfaction activity+ Ensure improvement in customer satisfaction as per the regional and SBU targets + ensure employee engagement score to be above the SBU targets.

Responsibilities

ESSENTIAL FUNCTIONS AND RESPONSIBILITIES include the following.

Manage business performance to achieve annual sales targets

• Deploy standard work.
• Monitor revenue, bookings, backlog, units for completes and parts vs regional sales target.
• Deploy containment and risk mitigation actions to achieve targets
• Evaluate sales pipeline sufficiency and deploy demand generation actions as needed
• Monitor and update installed base data
• Assess parts consumption in accordance with the installed base
• Coordinate special/complex opportunities and special price requests with regional leadership and Marketing teamin line with the levels of authority.
• Address any service, logistic, warranty, or credit issues with corresponding teams
• Monitor local market trends and competition activities.
• Establish and maintain relationship with potential/competition customers to address the futuristic growth opportunities /challenges.
• Develop full awareness of IR products, offerings and processes
• Identify and communicate internally the voice of customer and market developments
• Identify and participate to events to promote IR (conferences, seminars, trade shows)
  
  

Best-in-Class Sales & Pipeline Management

• Establish actionable services sales account plans to expand sales in the region & connectively 100% to the entire installed base and to increase services revenue from existing customers (share of wallet).
• Grow pipeline in value and volume in line with set targets and by timely recording sales activity in SFA.
• Develop and manage sales quotes, including management of special price request (if required).
• Call on existing, drifted and new customers (incl. cold calls) as well as work with Service Fulfillment team provided leads to identify and develop Services opportunities.
• Provide feedback on market conditions and manage installed base all to leverage and drive sales strategies.
  
  

Increase Customer Loyalty & Satisfaction

• Develop lasting service relationships with existing and new customers, both IR and competitive accounts.
• Ensure required customer proximity by visit existing, drifted and new customers on a regular basis.
• Establish yourself as trusted advisor by demonstrating cost reduction and operations improvements.
• Increase customer satisfaction scores by demonstrating commitment and engagement to resolve customer satisfaction issues (sales related CSI issues) in close collaboration with internal stakeholders as well as pro-actively driving related initiatives.
  
  

Keep current with all Products, market and customer knowledge

• Takes ownership to maintain the required product and technical knowledge by taking initiative to leverage day-today learning opportunities, connecting with subject matters experts, attending educational trainings and/or workshops and reviewing professional publications.
• Ensure sound market-knowledge; customer strategies; trends; challenges and current events related to customer base.
  
  

Manage Cash/Past due Receivables:

• Ensure all orders are obtained are error-free; contract language is aligned with and in compliance with business unit guidance as it relates to Terms and Conditions.
• Ensure resolution of all customer disputes. Manage all costs associated with selling efforts, including adherence to company policies on travel and entertainment expenditures.
  
  

Enhance Work environment by championing Safety

• Ensure adherence to vehicle safety; customer site safety, as well as all company and customer locations.
• Participate in safety concerns and near-miss reporting.
• Scope risk assessment when quoting service orders to prevent safety issues for service technicians.
  
  

Qualifications

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements

listed below are representative of the knowledge, skill, and/or ability required.

EDUCATION And/or EXPERIENCE

• Experience in industrial business development, sales, application engineering, or product support in a reputed organization
• Strong business acumen and relationship-building skills
• Passion to work independently, possibly based out of home-office.
  
  

Language Skills

Essential: Fluent in the language of the country, where the position is based.

Desirable: English, ability to:

• Read and comprehend instructions, correspondence, and memos.
• Write correspondence.
• Effectively present information in one-on-one and small group situations to customers, clients, and other employees of the organization.
  
  

OTHER SKILLS/ Licenses

• Must have the ability to use a computer and associated software (e.g., MS Office, MS Windows, SFA).
• Valid Driver’s License
  
  

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