Business Development Manager - National Accounts

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. Position Title Business Development Manager – National Accounts Location Remote – Eastern US About Us Champion Pneumatic, part of Ingersoll Rand, provides industrial air compressors, dryers, and related compressed air system components through a strong distribution network. Ingersoll Rand is a Fortune 500 company committed to improving lives through innovation, sustainability, and a customer-first mindset. We foster a collaborative, inclusive culture where employees are empowered to think and act like owners. Job Summary The Business Development Manager – National Accounts is responsible for driving sustainable growth across strategic national accounts within the sales channel and developing business expansion. This role blends territory sales execution with proactive business development, including expanding the national account base, strengthening account program offerings, identifying new market opportunities, and directly supporting key customer engagements. Success requires a strong ability to build partnerships with large corporate customers, analyze market opportunities, develop growth strategies, and translate insights into actionable plans that increase Champion market share and revenue. Key Responsibilities Account & Channel Management Manage, develop, and grow existing Champion national accounts across North America. Identify, recruit, onboard, and activate new national account partners, including those transitioning from competitive brands. Evaluate account performance and implement improvement plans to increase productivity and market penetration. Collaborate with national account leadership on annual business planning, growth targets, and performance reviews. Business Development & Market Expansion Identify and pursue new business opportunities, target markets, and customer segments to expand Champion’s footprint. Conduct ongoing market and competitive analysis to inform territory strategies and uncover growth opportunities. Develop and execute territory-level strategic sales plans aligned with broader business objectives. Support expansion into new verticals and applications through sales enablement and targeted initiatives. Assist in the development of service program offerings to support large corporate accounts with a national footprint. Customer & Account Engagement Build strong relationships with key accounts, both through distribution and direct engagement when required. Partner with national accounts on high-value opportunities, project strategy, and solution positioning. Participate in customer visits, presentations, and proposals to drive conversion of strategic opportunities. Training & Capability Development Deliver product, application, service, and sales training to national accounts to improve effectiveness and technical knowledge. Support onboarding and ramp-up of new national account personnel to accelerate productivity. Educate customers on Champion value propositions, competitive positioning, and market applications. Sales Execution & Forecasting Own territory performance, including bookings, revenue, market share, and national account activation targets. Maintain visibility to national account sales funnel targets and actively contribute to forecasting and sales planning processes. Utilize CRM tools to track opportunities, customer interactions, and sales progress. Cross-Functional Collaboration Partner with marketing, engineering, operations, service and customer service teams to support sales initiatives and customer needs. Provide market feedback to internal teams to influence product development and go-to-market strategies. Qualifications Bachelor’s degree in Engineering, Business, Marketing, or a related field preferred. 5–7+ years of experience in industrial sales, business development, or channel management. Experience working with or managing distributors in industrial equipment or related markets preferred. Experience working with large corporate accounts. Demonstrated success in developing sales strategies, growing territories, and expanding market share. Strong proficiency with Microsoft Office and CRM tools. Core Competencies Channel Leadership: Ability to influence and develop organizations to drive performance. Strategic Thinking: Capable of translating market insights into actionable growth plans. Business Development: Proven ability to identify, prioritize, and capture new opportunities. Customer Focus: Builds trusted partnerships with distributors, national accounts and end users. Communication & Training: Effectively conveys technical and commercial value propositions. Ownership Mindset: Accountable for territory results and continuous improvement. Travel & Work Requirements Remote-based role with approximately 40% travel (regular national account visits and customer engagement). What We Offer Ingersoll Rand offers a comprehensive benefits package including medical, dental, and vision coverage, wellness programs, 401(k), paid time off, employee stock programs, and more, supporting your well‑being 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 #J-18808-Ljbffr