Strategic Account Manager

About the role

The Strategic Account Manager develops and executes long-term sales strategies for 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 strategy development, resource coordination (financial, engineering, etc.), sales reporting, forecasting, technical support, customer service, etc.
• 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 with the targeted customers to help 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 program, etc.).
• Adds addresses and resolves issues and channels respective of channels of distribution including aftermarket service support.

Requirements

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

Core Competencies

• 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.
• Able 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.
• Must have excellent prioritization and time management skills.

Priorities

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

Travel & Work Arrangements/Requirements

• Travel 50 to 60% monthly across North America.
• 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.

What We Offer

• Comprehensive benefits package including health care options, dental and vision coverage, life insurance, a robust 401(k) plan, paid time off, and employee stock grants.
• Additional benefits may include wellness programs and other offerings.

Pay Range

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.