Business Development Manager - National Accounts

Imagine a company with technology leadership of over 160 years, yet it operates with the energy of a startup. Ingersoll Rand produces innovative and mission-critical flow creation and life science technologies – from compressors to precision handling of liquids, gasses, and powers – to increase industrial productivity, efficiency, and sustainability. Supported by over 80+ brands, our products are used in various end-markets including life sciences, food and beverage, clean energy, industrial manufacturing, infrastructure, and more. Champion Pneumatic, part of Ingersoll Rand, provides industrial air compressors, dryers, and related compressed air system components through a strong distribution network.

About the role

The Business Development Manager – National Accounts is responsible for driving sustainable growth across strategic national accounts within the sales channel and developing business expansion. This role blends territory sales execution with proactive business development, including expanding the national account base, strengthening account program offerings, identifying new market opportunities, and directly supporting key customer engagements. Success requires a strong ability to build partnerships with large corporate customers, analyze market opportunities, develop growth strategies, and translate insights into actionable plans that increase Champion market share and revenue.

Responsibilities

• Manage and grow existing Champion national accounts across North America, including performance evaluation and improvement planning.
• Identify, recruit, onboard, and activate new national account partners, including competitive conversions.
• Conduct market and competitive analysis to identify new opportunities, target segments, and support territory growth strategies.
• Develop and execute strategic sales plans aligned with business objectives, including expansion into new verticals and applications.
• Build and maintain strong relationships with key accounts through distribution partners and direct customer engagement.
• Support customer-facing activities such as presentations, proposals, site visits, and solution positioning for high-value opportunities.
• Deliver training and onboarding for national accounts to improve product knowledge, capability, and sales effectiveness.
• Own sales performance and forecasting while collaborating cross-functionally with marketing, engineering, operations, and service teams.

Requirements

• Bachelor’s degree in Engineering, Business, Marketing, or a related field preferred.
• 5+ years of experience in industrial sales, business development, or channel management.

Skills

• Channel Leadership: Ability to influence and develop organizations to drive performance.
• Strategic Thinking: Capable of translating market insights into actionable growth plans.
• Business Development: Proven ability to identify, prioritize, and capture new opportunities.
• Customer Focus: Builds trusted partnerships with distributors, national accounts and end users.
• Communication & Training: Effectively conveys technical and commercial value propositions.
• Ownership Mindset: Accountable for territory results and continuous improvement.

Preferences

• Experience working with large corporate accounts.
• Demonstrated success in developing sales strategies, growing territories, and expanding market share.
• Strong proficiency with Microsoft Office and CRM tools.
• Experience working with or managing distributors in industrial equipment or related markets preferred.

Schedule

Remote-based role with approximately 30% travel (regular national account visits and customer engagement).

Pay

The total pay range for this role, not including incentive opportunities, is $90,000-$100,000. The pay range takes into account a wide range of factors that include a candidate’s skills; experience and training; licensure and certifications; and geographic location. Hired applicant will be eligible to receive (discretionary/nondiscretionary) annual bonuses and incentive compensation.

Benefits

At Ingersoll Rand, we embrace a culture of personal ownership. Our comprehensive benefits package includes:

• Health care options like medical and prescription plans, dental and vision coverage, as well as wellness programs.
• Life insurance.
• A robust 401(k) plan.
• Paid time off.
• Employee stock grant, among other offerings.