Strategic Account Manager - Air Compressors

Ingersoll Rand; Fredericksburg (VA); On-site; USD 120,000 - 300,000; Full time

Benefits offered by this job

Comprehensive benefits package

401(k) plan

Employee stock grant

Job summary

Ingersoll Rand is seeking a Strategic Account Manager responsible for driving revenue growth through effective account strategies and customer partnerships. This role involves close collaboration with cross-functional resources to align solutions with customer objectives.

The ideal candidate will have a Bachelor's Degree, experience in industrial sales, and strong relationship-building skills. The position requires travel across North America, access to a major airport, and a valid driver's license.

Qualifications

• 4+ years’ experience in an industrial sales business setting.
• Ability to assess customer needs and recommend technical solutions.
• Must possess a valid driver's license.

Responsibilities

• Develop and execute long-term sales strategies.
• Serve as the point person for customer-related activities.
• Establish and maintain working relationships with key decision makers.
• Report progress and manage all pipeline opportunities.

Skills

Relationship-building skills

Verbal communication skills

Written communication skills

Interpersonal skills

Mechanical expertise

Sales acumen

Time management skills

Education

Bachelor’s Degree

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: Strategic Account Manager

Location: Remote (U.S.)

Job Overview

Strategic Account Manager responsible for developing and executing long-term sales strategies for assigned key and national accounts to drive sustainable revenue growth and strengthen customer partnerships. 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 but not limited to strategy development, resource coordination (financial, engineering, etc.), sales reporting, forecasting, technical support, and customer service.
• Communicates appropriate roles, responsibilities, rewards, processes and tools to other team members as needed.
• Makes joint customer visits with other team members as appropriate.
• Utilizes defined account management processes, support tools, and resources.
• Cross-sells by contributing to the identification of potential opportunities with targeted customers for the IR Industrial Segment and for Ingersoll Rand overall.
• Establishes, maintains, and enhances working relationships with key decision makers and influencers, helping to advance customer loyalty and commercial activities.
• Assumes lead role in customer relationship data and knowledge; outlines and maintains a 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 programs, etc.).
• Addresses and resolves issues in the distribution channels, including aftermarket service support.

Requirements

• Bachelor’s Degree.
• 4+ years’ 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.
• Ability 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, navigate within a customer organization, value-sell, and win competitive accounts.
• Must have excellent prioritization and time management skills.

Preferences

• 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. Candidates should have access to a major airport for travel.
• 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 within the previous 5 years, hit & run, license suspension, reckless or careless driving, or multiple smaller infractions in the previous 3 years.

Total Pay Range

The total pay range for this role, including incentive opportunities, is $120,000 - $300,000. The range takes into account a wide range of factors that include a candidate’s skills, experience, training, licensure and certifications, and geographic location.

What We Offer

Ingersoll Rand embraces a culture of personal ownership and offers a comprehensive benefits package designed to empower employees with health care options, dental and vision coverage, wellness programs, life insurance, a robust 401(k) plan, paid time off, an employee stock grant, and other competitive benefits.