Regional Account Manager

Ingersoll-Rand; Northern (KY); Hybrid; USD 150,000 - 160,000; Full time

Job summary

Ingersoll Rand seeks a Regional Account Manager for its BioPharma Solutions segment. The role is remote in the Northeast US, with 50–60% travel to customer sites.

You will serve as the primary contact for key accounts, driving strategic plans and coordinating with sales, engineering, logistics, and field specialists to deliver value. Ideal candidates have a Bachelor's in Sales/Marketing/Engineering and 5+ years of direct sales experience, with strong negotiation and communication skills to grow

Qualifications

• Bachelor's degree in Sales, Marketing, or Engineering required.
• 5+ years of direct sales experience required.

Responsibilities

• Build and maintain strong relationships with key clients to drive growth.
• Develop customized account strategies aligned with client objectives.
• Address issues and provide technical support to ensure a positive experience.
• Coordinate with cross-functional teams to meet customer requirements.
• Identify upsell and cross-sell opportunities including IR Solutions.
• Negotiate contracts, pricing, terms, and NDAs to support partnerships.
• Maintain account data and pipeline in SFDC, with monthly activity and revenue updates.

Skills

Relationship management

Strategic account planning

Negotiation

Cross-functional collaboration

Sales forecasting & pipeline

Communication skills

Education

Bachelor's Degree in Sales/Marketing/Engineering

Tools

Salesforce

Job description

Ingersoll Rand is 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.
Job Title:Regional Account Manager
Location:Remote Mid Atlantic- NY, NJ, PA, MD, DE, VA, WV, DC- Must live in that territory

About Us

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 planets. We produce innovative and mission-critical flow creation and life science technologies – from compressors to precision handling of liquids, gasses, 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. Learn more at irco.com and join us to own your future.

Job Overview:

Serve as the primary point of contact for a sales region within the BioPharma segment of ILC Dover. This role represents the BioPharma Solutions to the customer and leads all commercial activities specific to the life sciences and pharmaceutical manufacturing environment. The RSM combines sales, business development expertise with strong relationship management skills to advance partnerships, increase profitable sales, and deliver customized solutions that meet stringent regulatory requirements and align with client goals in the BioPharma industry. Responsibilities include driving supporting customers in achieving operational excellence and sustainability objectives while improving business objectives.

Responsibilities:

• Client Relationship Management: Build and maintain strong, long-term relationships with key clients, decision-makers, and influencers to drive trust, loyalty, and business growth.
• Strategic Account Planning: Develop and execute customized customer strategies focused on co-value creation, aligned with client objectives and company goals.
• Customer Advocacy & Problem Resolution: Serve as the primary point of contact for customer needs, addressing issues, complaints, technical support, and service concerns to ensure a positive experience.
• Cross-Functional Coordination: Coordinate with sales, marketing, product, engineering, logistics, Field Application Specialists, and other teams to effectively meet customer requirements and communicate RACI responsibilities.
• Revenue & Opportunity Development: Identify, develop, and pursue upselling, cross-selling, and new business opportunities with targeted customers, including opportunities for IR Solutions.
• Commercial & Contract Management: Negotiate contracts, renewals, pricing, terms and conditions, NDAs, incentives, rebates, and other commercial programs to support mutually beneficial partnerships.
• Account Data, Pipeline & Reporting: Maintain customer relationship maps and account information in SFDC, manage pipeline opportunities, and provide monthly updates on activities, forecasts, account status, and revenue performance.
• Account Management & Channel Support: Utilize established account management processes, tools, and resources while resolving distribution-channel and aftermarket service issues and maintaining strong customer partnerships.

Requirements:

• Bachelor's Degree in Sales, Marketing, or Engineering required
• 5+ years of direct sales experience required.

Core Competencies:

• Ability to build and maintain strong professional relationships with customers, key institutions, and team members.
• Strong interpersonal and communication skills, including verbal, written, and presentation capabilities.
• Demonstrated ability to work effectively both independently and within a team environment.
• Mechanical and electrical knowledge applicable to industrial equipment.
• Capability to assess customer needs, analyze data, perform basic equipment performance calculations, and recommend technical solutions.
• Proficiency with technology tools; experience with Salesforce preferred.
• Proven business and sales acumen, including account prospecting, organizational navigation, value-based selling, and competitive account acquisition.
• Strong prioritization and time management skills.

Preferences:

• 3+ years of direct sales account management experience desired.
• Prior territory sales management and/or channel management experience. Prior industrial sales experience preferred.
• Proven record of ability in strategic thinking and growth leadership.
• Strong communication and analytical skills both verbal and written.
• Strong people skills, ability to influence customers.
• 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

Travel & Work Arrangements/Requirements

• Travel 50 to 60% monthly across the customer sites regionally.
• Remote position, however interested candidates should have access to a major airport for travel and be located within the Northeast US region

Pay Range:
The total pay range for this role, not including incentive opportunities, is $150,000-$160,000. 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. Hired applicant will be eligible to receive (discretionary/nondiscretionary) annual bonuses and incentive compensation.

What we Offer

At Ingersoll Rand, we embrace a culture of personal ownership — taking responsibility for our company, our communities, and our environment, as well as our individual health and well-being. Our comprehensive benefits package is designed to empower you with the tools and support necessary to take charge of your health, ensuring that together, we can continue to make life better. Our range of benefits includes health care options like medical and prescription plans, dental and vision coverage, as well as wellness programs. Additionally, we provide life insurance, a robust 401(k)/ pension plan, paid time off, and even an employee stock grant, among other offerings. These benefits are our commitment to you, so you can be your best at work and beyond.

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.

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What we Offer

At Ingersoll Rand, we embrace a culture of personal ownership — taking responsibility for our company, our communities, and our environment, as well as our individual health and well-being. Our comprehensive benefits package is designed to empower you with the tools and support necessary to take charge of your health, ensuring that together, we can continue to make life better. Our range of benefits includes health care options like medical and prescription plans, dental and vision coverage, as well as wellness programs. Additionally, we provide life insurance, a robust 401(k) plan, paid time off, and even an employee stock grant, among other offerings. These benefits are our commitment to you, so you can be your best at work and beyond.