Strategic Account Manager - Air Compressors

Imagine a company with technology leadership of over 160 years, yet it operates with the energy of a startup. Ingersoll Rand has dedicated itself to Making Life Better for its employees, customers, shareholders, and the planet. We produce innovative and mission-critical flow creation and life science technologies – from compressors to precision handling of liquids, gases, 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. Across the globe, we’re driving growth with an entrepreneurial spirit and ownership mindset.

About the role

The Strategic Account Manager is responsible for developing and executing long-term sales strategies for assigned key and national accounts to drive sustainable revenue growth and strengthen customer partnerships. This role serves as a trusted advisor to customers, aligning Ingersoll Rand’s industrial compressed air solutions with customer business objectives, coordinating cross-functional resources, and expanding share of wallet through strategic planning, relationship management, and value-based selling.

Responsibilities

• Develops, deploys, and administers customer strategies based upon co-value creation.
• Serves as the point person for all customer-related activities, including but not limited to strategy development, resource coordination (financial, engineering, etc.), sales reporting, forecasting, technical support, and customer service.
• Communicates appropriate roles, responsibilities, rewards, processes, and tools to other team members as needed.
• Makes joint customer visits with other team members as appropriate.
• Utilizes defined account management processes, support tools, and resources.
• Cross-sells: contributes to the identification of potential opportunities with targeted customers for IR Industrial Segment as well as for Ingersoll Rand, the enterprise.
• Establishes, maintains, and enhances working relationships with key decision-makers and influencers within targeted customers to further business interests and commercial activities while advancing customer loyalty.
• Assumes lead role in customer relationship data and knowledge; outlines and maintains relationship map between customers and Ingersoll Rand.
• Reports progress, activities, and revenue generation with customers on a monthly schedule; manages all pipeline opportunities (documenting status of all major quotation activities).
• Develops, deploys, and maintains commercial programs (pricing, terms & conditions, non-disclosure agreements, customer incentive/rebate programs, etc.).
• Addresses and resolves issues respective of channels of distribution including aftermarket service support.

Requirements

• Bachelor’s Degree.
• 4+ years of experience in an industrial sales business setting.

Skills

• Excellent relationship-building and interpersonal skills, including verbal, written, and presentation communication skills.
• Establishes and builds solid relationships with customers, key institutions, and team members.
• Honest, self-motivated, and team-oriented; able to work within a team environment and independently.
• Mechanical and electrical expertise.
• Ability to assess customer needs, analyze and interpret data, perform basic equipment performance calculations, and recommend technical solutions.
• Proven business and sales acumen, including the ability to prospect accounts, effectively navigate within a customer organization, value sell, and win competitive accounts.
• Excellent prioritization and time management skills.

Preferences

• Bachelor’s degree in engineering, engineering technology, business, sales, or equivalent.
• Knowledge of Salesforce or another CRM.
• Experience working with air compressors.

Travel

• Travel 50 to 60% monthly across North America.
• Must have access to a major airport for travel.
• Must possess a valid driver’s license for a minimum of 12 months, with no major or frequent traffic violations including, but not limited to: DUI in the previous 5 years, hit & run, license suspension, reckless/careless driving, or multiple smaller infractions or preventable collisions in the previous 3 years.

Pay

The total pay range for this role, including incentive opportunities, is $120,000–$300,000. 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.

Benefits

• Comprehensive health care options including medical and prescription plans, dental, and vision coverage.
• Wellness programs.
• Life insurance.
• Robust 401(k) plan.
• Paid time off.
• Employee stock grant.