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:

1. 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.

1. 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.

1. 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.

1. 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.

1. 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.

1. 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.

1. 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.

• 8~14 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.