Territory Sales Manager - Midwest

Imagine a company with technology leadership of over 160 years, yet it operates with the energy of a startup. Ingersoll Rand is dedicated 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, and infrastructure. Across the globe, we’re driving growth with an entrepreneurial spirit and ownership mindset.

Champion Pneumatic offers industrial air compressors, dryers, and related compressed air system components. Ingersoll Rand is a Fortune 500 company with a passion for making life better through living our values and a relentless focus on customer success. We believe in sustainability through the development and distribution of global brands designed to meet customer needs efficiently and responsibly.

About the role

The Territory Sales Manager – Champion Pneumatic is responsible for driving growth with dealers and distributors within an assigned regional territory (OH, KY, MI, IN, IL, WI, MN, ND, SD, NE, KS, MO, IA). This role focuses on both managing and developing existing dealers and aggressively recruiting, onboarding, training, and activating new dealers, particularly those operating in the industrial market space. Success requires strong channel development capability, strategic sales planning, and hands-on dealer engagement to expand Champion Pneumatics’ presence and market share.

Responsibilities

• Manage, develop, and grow existing dealers and distributors within the assigned territory.
• Identify, recruit, and onboard new dealers, including those currently representing competing product lines.
• Deliver ongoing product training and sales skills training to dealer sales teams to improve selling capabilities and technical knowledge.
• Provide training as needed for dealer technicians, office personnel, and internal support roles.
• Partner with dealer sales teams on account and project strategies to position Champion Pneumatic for maximum success.
• Work closely with dealer leadership teams to assess business performance, improve organizational structure, and elevate their effectiveness in selling Champion Pneumatic products.
• Conduct annual business planning, market development planning, and risk assessments with each dealer.
• Collaborate on written gap-closure plans to address performance issues where necessary.
• Quickly onboard and integrate new personnel within dealer organizations to accelerate productivity.
• Identify and resolve dealer issues or obstacles that hinder sales performance.
• Achieve bookings, revenue, dealer activation, and market share growth targets for assigned dealers.

Requirements

• Bachelor’s degree required.
• 3+ years of experience in industrial equipment sales, HVAC sales, or equivalent sales experience.

Skills

• Proven leadership and the ability to influence across multiple teams within dealer organizations.
• Strong strategic thinking and business planning skills, including assisting dealers in developing long-term growth plans.
• Ability to cultivate a collaborative, partnership-driven dealer culture that prioritizes customer success.
• Strong communication, training, and problem-solving skills.
• High level of ownership and accountability for territory performance, dealer development, and market share growth.

Preferences

• Demonstrated experience recruiting and developing new dealers or distributors, including those selling competitive lines.
• Bachelor’s degree in Engineering, Technical, Marketing, or Business preferred.

Schedule

Remote-based position. Approximately 50% travel is required (visiting each dealer location at least once per quarter).

Pay

The total pay range for this role, including incentive opportunities, is $100,000 – $120,000. The pay range takes into account a wide range of factors including skills, experience, training, licensure, certifications, and geographic location. Hired applicants will be eligible to receive discretionary/nondiscretionary annual bonuses and incentive compensation.

Benefits

• Healthcare coverage (medical, prescription, dental, and vision).
• Wellness programs.
• Life insurance.
• 401(k) plan with company match.
• Paid time off.
• Employee stock program.