Marketing & Business Development- Channel Manager

About the job

Job title: Marketing & Business Development- Channel Manager Location: Pune About Us Ingersoll Rand is a Fortune 500 company with a passion for making lives better. We do this by living our values, and through a relentless focus on the success of our customers and partnering with our employees to think and act like owners. We believe in sustainability through the development and distribution o ... f a broad range of global brands designed to meet the needs of our customers in both efficient and responsible ways. Ingersoll Rand is a diverse and inclusive environment. For more information visit: www.irco.com. Job OverviewThe candidate should be passionate about empowering Internal & External Team to achieve peak performance. He has to design an enablement framework that supports all four Go-To-Market (GTM) sales strategy – Transactional Selling (Product Focus), Solution Selling (Process Focus), Transformational Selling (Business Focus) and selling through partners (focus on building alliances) for maximizing the revenue growth. Responsibilities • Channel Strategy & Coverage • Define optimal channel coverage for India; build a strong channel pipeline and evaluate, appoint, and realign distributors based on performance and market needs. • Establish clear parameters and criteria for new distributor appointments. • Channel Development & Enablement • Drive and evolve the Distributor Value Program (DVP) aligned with global standards (e.g., Europe-based criteria). • Implement channel programs to enhance partner capability and engagement; maintain a healthy network through performance and capability analysis. • Organize training sessions for skill development of channel partners. • Pricing & Discount Structure • Develop product pricing models based on value proposition and competitive benchmarks for the Indian market. • Design and evaluate discount structures for channel partners to ensure profitability and compliance. • Work closely with Product, CX, and Sales teams to enable smooth product transition narratives, including value-based replacement positioning. • Data Analysis & Business Intelligence • Analyze Sell-In, Sell-Out, and inventory data; create actionable plans based on insights. • Utilize BI tools and dashboards for performance tracking, forecasting, and decision-making. • Work with BI, IT, and Sales Operations teams to define data structure, formats, governance, and reporting cadence. • Go-To-Market (GTM) Strategy • Act as a key bridge between Market, Product, and Sales teams, translating market insights into actionable product and GTM inputs. • Deploy GTM strategies across India; identify target customers and guide sales teams and distributors for deep market penetration. • Customer & Market Insights • Collect and summarize Voice of Customer (VOC) feedback; collaborate with sales and distributor teams to address gaps and improve customer experience. • Guide sales teams and channel partners on deep market penetration, solution positioning, and value selling. • Channel Management Excellence • Develop and maintain a comprehensive Channel Management Playbook; ensure governance and continuous improvement in channel operations. • Design and own a centralized Channel Sales Enablement Dashboard. Ensure the dashboard provides single-source visibility for internal stakeholders and enables data-driven decision-making. Qualifications • Bachelor’s degree in engineering. MBA will be an added advantage. • 8~14 years of experience in industrial/B2B sales, anywhere in India. • Strong communication, negotiation, and interpersonal skills. • Ability to work independently and as part of a team. • Willingness to travel frequently across India. • Proficiency in Data Analytical Skills. Core Competencies • MS Office (MS-Word, MS Excel, PPT) • BI Tools • Team Player • Channel Management Excellence • Strong Analytical Skills • Communication and Presentation Skills Travel & Work Arrangements/Requirements  • 50% Travel (As and When required) What We Offer  • We are all owners of the company! Stock options (Employee Ownership Program) that align your interests with the company's success.  • Yearly performance-based bonus, rewarding your hard work and dedication  • Leave Encashments  • Maternity/Paternity Leaves • Employee Health covered under Medical, Group Term Life & Accident Insurance • Employee Assistance Program  • Employee development with LinkedIn Learning  • Employee recognition via Awardco  • Collaborative, multicultural work environment with a team of dedicated professionals, fostering innovation and teamwork.