Regional Sales Manager

Job Description – Regional Manager (GLI) – West & Central Region

Position Title: Regional Manager – GLI

Location: Mumbai / Pune

Reporting To: Zonal Sales Leader – West & Central

Business: IR Products & Champion Range

Region: Mumbai, Chhatrapati Sambhaji Nagar (Aurangabad) and assigned West & Central Region territories

Position Purpose

The Regional Manager will be responsible for driving sales growth, market penetration, channel development, and customer engagement for the IR product portfolio across Mumbai and Chhatrapati Sambhajinagar territories. In addition, the incumbent will take ownership of the Champion range business across the region, with a strong focus on channel expansion, distributor management, business development, and market activation.

The role requires a highly motivated sales leader with strong channel management capabilities, the ability to work closely with distributors and customers, and the agility to identify and develop new business opportunities across assigned markets.

Key Responsibilities

A. IR Products Business Management (Mumbai & Chhatrapati Sambhaji Nagar)

Achieve regional sales, revenue, and profitability targets for the IR product portfolio.

Develop and execute territory-wise business plans to drive sustainable growth.

Strengthen relationships with distributors, dealers, key customers, and influencers.

Identify and develop new business opportunities across industrial segments.

Drive specification, conversion, and project-based selling activities.

Conduct regular customer visits and engage with key accounts to improve market share.

Ensure effective pipeline management and accurate forecasting.

Monitor competitor activities, market trends, pricing movements, and customer requirements.

Work closely with service, marketing, and application teams to improve customer experience.

Improve order booking, collections, inventory management, and overall business efficiency.

Ensure distributor profitability while maintaining focus on company objectives.

Conduct regular business reviews with channel partners and implement growth plans.

B. Champion Range – Assigned Territory Responsibility

Lead the Champion range business across the assigned West & Central Region.

Develop and implement a structured growth strategy to establish Champion as a preferred brand in the market.

Identify white spaces and market coverage through the appointment of new channel partners.

Strengthen the existing distributor network and improve channel productivity.

Drive channel engagement programs aimed at increasing market penetration.

Conduct market mapping and identify opportunities in untapped territories and customer segments.

Develop business plans with channel partners to accelerate sales growth.

Create awareness and visibility for the Champion range through market activation initiatives.

Build relationships with dealers, retailers, contractors, and industrial customers.

Monitor distributor performance against agreed KPIs and implement corrective actions where required.

Ensure adequate distributor stocking, inventory planning, and market availability.

Drive product launches and support promotional activities within the region.

C. Channel Management & Expansion

Recruit, develop, and manage channel partners to maximize regional coverage.

Conduct periodic distributor evaluations and business reviews.

Drive partner capability development through training and product education programs.

Ensure adherence to company policies, pricing guidelines, and business processes.

Resolve channel conflicts and maintain healthy business relationships.

Improve channel profitability and return on investment through structured business planning.

D. Business Development

Identify new customer segments, industries, and business opportunities.

Generate demand through direct customer engagement and channel-led activities.

Develop strategic relationships with consultants, OEMs, project influencers, and key industrial accounts.

Drive market share gains through acquisition of new customers and conversion of competitor accounts.

Support regional growth initiatives and strategic projects.

Key Performance Indicators (KPIs)

Sales Revenue Achievement

Champion Range Growth

Market Share Expansion

New Channel Partner Appointments

Distributor Productivity

New Customer Acquisition

Pipeline Generation & Conversion

Collections & Working Capital Management

Inventory & Stock Availability

Customer Satisfaction

Territory Coverage & Market Penetration

Desired Profile

Graduate in Engineering (Mechanical / Electrical preferred) or equivalent qualification.

12-15+ years of experience in industrial products, compressors, compressed air systems, or channel-driven industrial business.

Proven experience in channel management, distributor development, and business growth.

Strong understanding of the West & Central industrial market landscape.

Excellent relationship-building, negotiation, and business development skills.

Willingness to travel extensively across the region to drive business expansion and support channel partners.

Strong leadership, communication, and execution capabilities.

Preferred Base Location: Mumbai / Pune.

Ingersoll Rand Inc. (NYSE:IR), driven by an entrepreneurial spirit and ownership mindset, is dedicated to helping make life better for our employees, customers and communities. Customers lean on us for our technology-driven excellence in mission-critical flow creation and industrial solutions across 40+ respected brands where our products and services excel in the most complex and harsh conditions. Our employees develop customers for life through their daily commitment to expertise, productivity and efficiency. For more information, visit www.IRCO.com.