Job Description

Job Title Account Manager-MSG

Description

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. We are committed to achieving workforce diversity reflective of our communities. Location - Saudi Arabia JOB DESCRIPTION Aftermarket Account Manager - AGS is responsible for driving partnership and business growth with distributors as well as direct customer for aftermarket in Middle East Countries- Saudi Arabia, Qatar, Oman & Pakistan. Job scope includes managing distributor performance to achieve annual sales targetsdeveloping trust and strong partnership with distributor as well as direct key customers to ensure sustainable long term growth, executing the channel strategy with the support of Sales Leader & Channel Development team. Success will be measured in aftermarket sales - revenues; bookings and profitability; developing a strong, structured and disciplined approach in managing a distributor; build together a solid growth plan in the country of responsibility; ensure improvement in customer satisfaction as per the regional and ITS targets + positively contribute to employee engagement based on the ITS targets. ESSENTIAL FUNCTIONS AND RESPONSIBILITIES include the following: Responsibilities: . Deploy AGS standard work. Monitor revenue, bookings, backlog, unit volumes parts vs regional & distributor sales target (i.e. DVP target or business plan targets). Develop overall financial and legal acumen related to distribution business which includesunderstanding of the distributor contracts, P&L's and financial & organization structures.. Evaluate distributor sales pipeline sufficiency and deploy demand generation actions as needed. drive SOE and connectivity for the assigned region for direct account as well as distributor to convert drifted accounts into loyal accounts.. promote upgrades and other aftermarket products keeping a log with all assets .. Assess parts consumption in accordance with the installed base. Coordinate special/complex opportunities and special price requests with regional leadership and Marketing team in line with the levels of authority.. Address any service, logistic, warranty, or credit issues with corresponding teams.. Define distributor strategy aligned with IR priorities (market potential, initiatives, etc. ) in collaboration with leadership / owner's at distributor's level.. Define and support in business development activities (trade shows, databases, mailing campaigns). Ensure distributor compliance with IR brand guidelines.. Coach distributor salesforce on selling skills, process, and tools, including joint customer visits andnegotiations.. Identify commercial and technical training needs, coordinate training with the Marketing team.. Monitor local market trends and competitive channel activity.. Develop Country plan for "Make- Life better" which would include play by each channel partner.. Provide input on IR distributor capabilities and coverage. Establish and maintain relationship with potential distributors to address the futuristic growthopportunities / challenges.. Drive the distributor termination, appointment and onboarding processes following the standard work. Develop full awareness of IR products, offerings and processes. Communicate updates on new and existing products, aftermarket offerings, marketing programs,promotions, pricing, organizational changes and other important news to distributors. Facilitate training on IR systems and processes (Tavant, etc.). Identify and communicate internally the voice of customer and market developments. Identify and participate to events to promote IR (conferences, seminars, trade shows). Coordinate distributor administrative processes such as compliance vetting and updating the distributor contact database.. Establish actionable services sales account plans to expand sales in the region & connectively to theentire installed base and to increase services revenue from existing customers.. Grow pipeline in value and volume in line with set targets and by timely recording sales activity in CRMsystems like Sales force.. Develop and manage sales quotes, including management of special price request (if required).. Visit / Call on existing, drifted and new customers (incl. cold calls) as well as work with Service fulfillment team provided leads to identify and develop Services opportunities.. Provide feedback on market conditions and manage installed base all to leverage and drive salesstrategies.. Develop lasting service relationships with existing and new customers, keeping every asset in the region connected and visited regularly. Ensure required customer proximity by visit existing, drifted and new customers on a regular basis.. Establish yourself as trusted advisor by demonstrating cost reduction and operations improvements.. Increase customer satisfaction scores by demonstrating commitment and engagement to resolvecustomer satisfaction issues (sales related NPS issues) in close collaboration with internal stakeholdersas well as pro-actively driving related initiatives.. Takes ownership to maintain the required product and technical knowledge by taking initiative toleverage day-to-day learning opportunities, connecting with subject matters experts, attendingeducational trainings and/or workshops and reviewing professional publications. Extend support to Credit & collection team on the receivables. In case of past dues or disputes, takeappropriate lead with the support of the other functions to get proper resolution.. Ensure all orders are obtained are error-free; contract language is aligned with and in compliance withbusiness unit guidance as it relates to Terms and Conditions.. Ensure resolution of all customer disputes. Manage all costs associated with selling efforts, includingadherence to company policies on travel and entertainment expenditures. . Ensure adherence to vehicle safety; customer site safety, as well as all company and customerlocations.. Participate in safety concerns and near-miss reporting.. Scope risk assessment when quoting service orders to prevent safety issues for service technicians. Language: fluent English. Location: Saudi Arabia- open for discussion. Years' experience: 5-10 years. Preferably from strong centrifugal Compressors Industry sales and services background. Travel Requirements: 70-80% time at customer Site. Education: Engineering or equivalent.

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