Distributors Sales and Service Leader Central & Ea

Ingersoll Rand

Place of work
Bratislava, Czech Republic, Hungary, Poland
Contract type

Information about the position

Job description, responsibilities and duties

Ingersoll Rand is a diverse and inclusive environment. We are an equal opportunity employer, dedicated to hiring a diverse workforce; including individuals with disabilities and United States qualified protected veterans.

Currently for Trane we are looking for Distributors Sales & Service Leader, preferred base location is Czech Republic, Hungary, Slovakia or Poland .

Job Summary:
Responsible for sales and market share growth in the assigned geographic territory. Grows business with existing Distributors and establish new Distributors to maximize market penetration (including possible upgrades and/or replacements, etc). Develops long-term Distributors relationships. Provides sales leadership around all sales processes and functions required for ensuring success of Distributors Sales Forces. Ensures effective collaboration and cooperation between Distributors, Distributors Support Center and the Factory to offer the best total solution to the customer. Responsible for the achievement of budgeted gross sales and generated margin.

- Provide overall direction, coordination, and evaluation of the Equipment sales process
- Have ownership of P&L for the assigned geography– develop AOP and ensure its achievement regarding volume, gross margin, profit, product mix and market share.
- Establish sales targets per Distributor, communicate monthly distributors performance, support actions to reach targets.
- Own and drive monthly, quarterly and annual bookings and sales forecasting (with expected forecasting accuracy of 10%).
- Drive Sales Force Effectiveness for Distributors Sales Force.
- Increase business profitability by:
sales processes management,
strong Operating Mechanism with solid opportunities pipeline management,
active participation in District sales processes,
meeting end customers and supporting Distributors sales.
- Keep updated projects list of key CRM data metrics such as Close Date, Contract Valueand Confidence Levels.
- Collect information about HVAC investment in assigned geographic territory and drive Distributors activity.
- Consistently improve Distributors satisfaction and retention, by ensuring superior Distributor relationship management
- Drive new Distributors acquisition and maximize market penetration.
- Develop C-level relationships within the Distributor’s organization.
- Implement effective price management.
- Develop marketing strategy for the equipment stream and ensure its implementation.
- Actively support, coach and drive Distributors to develop Service their service organization (Trane model)
- Support and drive process for distributor organizations to develop Service Sales Skills
- Support and drive process for distributor organizations to develop Technical Skills for both sales and fulfillment (technicians)
- Support (train, coach, monitor) distributor organizations to build their customer bases/network and Installed Base penetration
- Support (train, coach, monitor) distributor organizations to implement service product portfolio (including Trane Advanced Services)
- Key contact for sales related Credit issues and responsible for addressing credit disputes in a timely manner to best support business results.
- Maintain effective internal communications flow to the Distributors Center Support team and the factory.
- Effectively cooperate with Distributors Support Center including service channel sales, to develop the best solution for the Distributor and end customer and maximize business opportunities for the company.
- Act in full compliance with the company policies, processes and procedures
- Adhere to high ethical standards of doing business and unconditionally follow the company Ethics and Compliance rules and ensure the same behavior from each individual team member.
- Drive and execute “Sales contract” management in compliance with the Legal Team recommendations, company policies, processes and procedures
- Any other ad hoc duties reasonably requested by the line manager.

Employee perks, benefits

We are committed to helping you reach your professional, personal and financial goals. We offer competitive compensation that aligns with our business strategies and comprehensive benefits to help you live your healthiest. We are committed to building an inclusive and diverse culture that engages as well as values the different backgrounds and experiences of our employee, which, in turn, spurs innovation, generates creative solutions and enhances our customer relations.

Information about the selection process

If you share our passion for inspiring progress—for bringing about bold shifts in how people, economies and societies operate—then you belong with Ingersoll Rand. Progress begins with you.

Requirements for the employee

Candidates with education suit the position

University education (Bachelor's degree)
University education (Master's degree)

Language skills

English - Upper intermediate (B2)

Personality requirements and skills

Education & Experience:
· University degree or equivalent in commercial, business or technical subject
· HVAC market knowledge
· Aftersales market knowledge
· 8 to 10 years of experience in industrial segment
· Industrial sales Background & Perspective -- HVAC, Building Construction, Controls
· 3-5 years experience in Distributors Sales Channel
· Engineering Degree
· 3-5 year sales management experience
· Proven track record of managing sales team

Technical skills:
· Should have good knowledge of HVAC equipment and the fundamental concepts of heating, ventilating, air conditioning & HVAC systems including building automation systems
· Should have HVAC service knowledge, design of HVAC systems and optimization
· Should have specialist HVAC skills; demonstrate thorough knowledge of electrical & mechanical components of HVAC equipment.

Computer skills:
· Must have the ability to use a computer and associated software (e.g., MS/ Office, Excel and MS Windows).

· Fluent English
· Fluent Russian will be an advantage


Brief description of the company

At Ingersoll Rand we’re passionate about inspiring progress around the world. We know that hour by hour and day by day, we advance the quality of life by making environments safe, comfortable and efficient. Our people and our market leading brands, including Club Car®, Ingersoll Rand®, Thermo King®, and Trane®, contribute to a world defined by sustainable progress and enduring results.

Company address

Ingersoll Rand
- Bratislava


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ID: 2715270   Datum zveřejnění: 7.9.2016