Regional Sales Manager - West Coast

Regional Sales Manager - West Coast

Home > Regional Sales Manager - West Coast

BH Job ID: BH-5088-8

SF Job Req ID: Regional Sales Manager - West Coast

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 Sales Manager

Location: Remote - Territory - CA, AZ, UT, MT, NV, NM, ID, OR, WA)

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: The Regional Sales Manager (RSM) role within its Industrial Technologies and Services (ITS) Business Unit will be responsible for sales growth and business development activities for air treatment solutions, to include air dryers, process chillers, nitrogen generators, oil-water separators, both new sales and rentals in the Southwestern US. The Regional Sales Manager will utilize their technical expertise in how the equipment is utilized in the market and will work closely with channel partners to cultivate, foster, and grow the presence of our products in the marketplace. Establishing and growing the distributor and OEM business relationships, growing revenue and market share for the portfolio, and maintaining profit margins are key for this role. Join us in making the ITS division of Ingersoll Rand an outstanding place to work where both our team and our company thrive!

Responsibilities:

• Develop and implement comprehensive sales strategies to expand market presence and achieve sales targets in the Southwest region.
• Analyze market trends, customer needs, and competitive landscape to identify new business opportunities and areas for growth.
• Follow established visitation frequencies for channel partners and achieve a cadence structure for reporting new opportunities, forecasting, revenue progress, etc.
• Regularly track sales performance and key performance indicators (KPIs) to assess progress towards targets and identify areas for improvement.
• Identify and recruit new distribution/channel partners and acquire new distribution/channel partners to expand market reach and penetration. This includes establishing and growing synergistic channel partners throughout the region.
• Oversee the Distribution/Channel Partner network in the Southwest territory: act as the main point of contact for distributors, including business owners, sales teams, and service leaders and guide their activities and priorities.
• Partner with the ITS Support teams (manufacturing, service and warranty, customer service, e-commerce, etc.) to improve collaboration, establish best practices, and grow the channel partner and organizations market share.
• Develop, mentor and coach channel partner sales team in fostering customer relationships, train distribution personnel, and assess their proficiency in supporting products and services.
• Establish performance benchmarks for individual product lines to gauge distributor effectiveness and drive sales outcomes.
• Identify underserved areas and geographies, devising business plans to expand coverage.
• Spot gaps in market/industry coverage and competition and emerging market trends and refocus existing or new channels to address these gaps.
• Resolve conflicts within the channel and region.
• Maintain ongoing distribution engagement that supports consistent, high-impact activities.
• Develop and manage an active opportunity pipeline with all partner organizations, collecting regular feedback to monitor progress.
• Actively pursue and support competitive conversion opportunities identified in the pipeline.
• Collaborate with Marketing, Sales Enablement & Product Management to capitalize on pricing, product specifications, and new product potential.
• Provide hands‑on feedback to sales team, sharing insights on trends, competition, economics, and other factors to help identify and prioritize strategic opportunities.
• Lead, motivate, and work with other members of the sales team and channel partners to meet revenue targets, ensure high level of new customer activity, and focus resources to achieve strategic account penetration.
• Seek and communicate the voice of the customer (VOC) to build strong customer relationships, understand their needs, and communicate risks and opportunities to the ITS leadership team.
• Collaborate with marketing & product management to establish market pricing and develop sales strategies to realize sales of existing and new products to meet or exceed revenue and profit targets.
• Establish sales forecasts, plans & objectives for your region and by product line and provide weekly / monthly / yearly forecasting to update the business on short and long‑term trends.
• Track regional metrics to communicate key performance indicators relating to sales, profitability, market share and competitor activities.

Requirements:

• High school Diploma or Equivalent
• 5+ years of industrial sales ideally in industrial equipment, compressed air, air treatment solutions (dryers, filtration, condensate management) or related sectors.

Core Competencies:

• Formulate a clear and compelling regional sales strategy that aligns with the overall business objectives. This includes identifying market opportunities, defining target customer segments, and outlining a roadmap to achieve sales goals.
• Optimizing the sales process, including following best practices, implementing sales methodologies, and continuously improving workflows through standard operating procedures.
• Ability to gather, interpret and effectively communicate product information in a clear, concise, way, using multiple communication channels (verbal, written, email, chat) to various internal and external stakeholders.
• Ability to read, analyze, and interpret technical specifications, product technical literature, construction plans/drawings, commercial terms and conditions, and legal documents. Ability to respond to common inquiries from internal or external customers or suppliers.
• Ability to apply principles of logical or scientific thinking to a wide range of practical problems.
• Uses technical knowledge to assess the potential application of company products, recommending solutions that meet customer needs, and advance the sales process.

Preferences:

• Bachelor’s degree in engineering, engineering technology, or business
• Experience with air compressors and/or air dryers preferred.
• Demonstrated experience using data to drive distributors behavior and success.
• Understanding of principles of air compression and/or air treatment, and applications.
• Understanding of commercial terms including payment terms, receivables, shipping terms, and contract terms and conditions review.

Travel & Work Arrangements/Requirements: Remote with the ability to travel up to 50% within the West region.

Pay Range: The total pay range for this role, not including incentive opportunities, is $90,000 - $110,000. The total pay range takes into account a wide range of factors that are considered in making compensation decisions including, but not limited to, skills; experience and training; licensure and certifications; and other business and organizational needs. The disclosed pay range estimate has not been adjusted for the applicable geographic differential associated with the location at which the position may be filled. At Ingersoll Rand, it is not typical for a candidate to be hired at or near the top of the pay range for their role and compensation decisions are dependent on the facts and circumstances of each case.

What We Offer:

• Our benefits include healthcare coverage (medical, prescription, dental, and vision), wellness programs, life insurance, a 401(k) plan with company match, paid time off, and an employee stock program, among other offerings.

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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.