Regional Sales Manager

Title:
Regional Sales Manager: Paragon Tank Truck Equipment
Location:
Northeast Territory (Remote): MI, OH, WV, PA, DE, MD, NJ, NY, CT, RI, MA, VT, NH & ME

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 Regional Sales Manager (RSM) will be responsible for increasing revenue and achieving sales targets in the assigned geographic territory. The RSM will work closely with the distribution network to identify the addressable market and generate opportunities within the territory. RSM will maintain regular communication and constructive relationships with senior leadership, Customers, Channel Partners, End Users and other internal and external stakeholders. A strong understanding of the selling process, a technical acumen and outstanding written and verbal communication skills are essential in this role. RSM must have the skill sets defined below to competently discuss, share knowledge, train and troubleshoot our products to a variety of stakeholders.

Responsibilities:

• Manage and Develop Channel Partners: Build, manage, and develop a robust network of Channel Partners to drive the sale of Paragon products. Assess partner competencies to identify strengths and areas of improvement, develop action plans, and appoint new partners in underperforming areas to meet business goals.
  
  
• Collaborate with Stakeholders to Drive Strategy: Work closely with Channel Partner Principals, Product Champions, and the Senior Regional Sales Manager to develop and execute territory strategies that align with revenue, margin, and growth targets.
  
  
• Lead Sales Activities and Pipeline Development: Identify, qualify, and pursue opportunities through cold calls, market research, and maintaining a network of industry contacts. Drive sales activity through Channel Partners to achieve measurable outcomes and maintain a documented pipeline via Salesforce.
  
  
• Provide Technical and Product Support: Offer product education and technical assistance to customers, including troubleshooting, installation guidance, and identifying causes of product malfunctions to maintain the high-quality image of Paragon products.
  
  
• Engage in the Sales Cycle and Account Management: Actively participate in all stages of the sales cycle, including quoting, account management, and assisting with collections. Establish measurable goals for targeted accounts and provide regular updates on progress and opportunities.
  
  
• Collaborate with Cross-Functional Teams: Work with internal teams such as Engineering, Product Development, and Operations to ensure seamless implementation, new product commercialization, and effective account growth.
  
  
• Lead Customer Engagement and Presentations: Schedule, facilitate, and lead presentations to customers while attending industry trade shows and conferences to establish contacts, identify trends, and proactively develop leads.
  
  
• Oversee Channel Partner Network: Supervise a large network of Channel Partner organizations across multiple states, ensuring alignment with Paragon's standards and objectives.
  
  

Requirements:

• Bachelor's Degree
  
  
• 5+ years relevant product sales experience.
  
  

Core Competencies:

• Channel Sales Expertise: Strong understanding of channel sales strategies, including managing partner networks, driving revenue growth, and achieving measurable results through collaboration.
  
  
• Product and Market Knowledge: Expertise in hydraulics, positive displacement blowers, and other rotating equipment, with the ability to articulate the value proposition of Paragon products in customer terms.
  
  
• Strategic Thinking and Planning: Ability to assess market opportunities, develop actionable strategies, and set specific, measurable goals to drive growth and profitability.
  
  
• Customer-Centric Approach: Skilled at building strong relationships, understanding customer needs, and providing tailored solutions to ensure high satisfaction and repeat business.
  
  
• Technical Proficiency: Proficient in providing technical support, troubleshooting product issues, and guiding customers through product selection, installation, and maintenance.
  
  
• Strong Communication and Collaboration: Excellent interpersonal, negotiation, and persuasion skills to foster positive relationships with customers, vendors, and internal teams.
  
  
• Time and Task Management: Highly organized with strong time management skills, ensuring timely execution of tasks while balancing multiple priorities effectively.
  
  
• Business Acumen: High level of business and financial acumen, enabling informed decision-making and alignment with organizational goals.
  
  
• Self-Motivation and Discipline: Demonstrates intrinsic motivation, a disciplined work style, and the ability to work independently while contributing as part of a team.
  
  
• Technology Proficiency: Skilled in using Microsoft Office Suite (Word, Excel, PowerPoint, Teams, Outlook) and CRM tools like Salesforce to document and manage sales opportunities.
  
  

Preferences:

• Bachelor's Degree in: Engineering, Business, or Business degree with strong hydraulic/pneumatic systems experience demonstrated.
  
  
• 5+ years outside sales experience preferred.
  
  
• Working knowledge of Salesforce
  
  
• Working knowledge of SAP
  
  

Travel & Work Arrangements/Requirements:

• Up to 50%+ overnight travel is common with this role.
  
  

What we Offer:

At Ingersoll Rand, we embrace a culture of personal ownership - taking responsibility for our company, our communities, and our environment, as well as our individual health and well-being. Our comprehensive benefits package is designed to empower you with the tools and support necessary to take charge of your health, ensuring that together, we can continue to make life better. Our range of benefits includes health care options like medical and prescription plans, dental and vision coverage, as well as wellness programs. Additionally, we provide life insurance, a robust 401(k) plan, paid time off, and even an employee stock grant, among other offerings. These benefits are our commitment to you, so you can be your best at work and beyond.

Ingersoll Rand is committed to achieving workforce diversity reflective of our communities. We are an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations, and ordinances.