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Job Title/ Regional/ Zonal Sales Leader – South (GLI Business)
Location: South India (Chennai / Bangalore / Coimbatore)
Reporting To: National Sales Head / Business Head – GLI
Team Handling: Regional Sales Managers, Account Managers, Distributor Managers
Role Purpose
The Zonal Sales Leader – South will be responsible for driving revenue growth, market expansion, and channel effectiveness for the GLI (General Industrial / relevant business line) segment across the southern region. This role will oversee both direct sales and distributor networks, ensuring strong customer engagement, channel profitability, and alignment with overall business strategy.
Key Responsibilities
1. Business Growth & Revenue Delivery
- Own and deliver zone-level revenue targets (top-line & bottom-line).
- Drive market share growth across key industries and accounts in the South region.
- Develop and execute zonal sales strategy aligned with national objectives.
- Identify new business opportunities and growth segments.
2. Direct Sales Management
- Lead and mentor the direct sales team handling key accounts and large customers.
- Build strong relationships with strategic clients and decision-makers.
- Drive key account penetration and improve wallet share.
- Ensure pipeline management, forecasting accuracy, and deal closures.
3. Distribution Channel Management
- Develop and manage a high-performing distributor network across the region.
- Drive channel expansion in untapped markets and geography.
- Ensure distributor capability development, training, and performance management.
- Monitor channel profitability, pricing discipline, and inventory health.
- Implement channel sales programs and incentive schemes.
4. Market & Customer Strategy
- Analyze market trends, competition, and customer needs to refine sales approach.
- Position products effectively against competitors.
- Lead pricing, negotiation, and contract strategies.
- Capture VOC (Voice of Customer) insights and feed into product and marketing teams.
5. Team Leadership & Capability Building
- Build, lead, and inspire a high-performance sales team.
- Conduct regular performance reviews, coaching, and development planning.
- Foster a culture of accountability, collaboration, and customer focus.
- Drive sales capability enhancement and succession planning within the zone.
6. Cross-Functional Collaboration
- Collaborate with marketing, product management, service, and supply chain teams.
- Ensure smooth execution of customer orders and after-sales support.
- Support product launches and go-to-market initiatives.
7. Sales Governance & Reporting
- Maintain strong discipline in CRM usage, forecasting, and reporting.
- Track KPIs such as revenue, margins, pipeline, conversion rates, and coverage.
- Ensure compliance with company policies and ethical standards.
Key Performance Indicators (KPIs)
- Revenue and margin achievement
- Market share growth (South region)
- Distributor performance & coverage
- Key account growth and retention
- Sales pipeline health and conversion ratio
- Team productivity and engagement
Qualifications & Experience
Education
- Bachelor’s degree in Engineering / Business / related field
- MBA (Sales/Marketing) preferred
Experience
- 12–18 years of sales experience in industrial / GLI / B2B sectors
- Strong exposure to both direct and distribution-driven sales models
- Proven track record of leading large regional teams and delivering growth
- Experience managing multi-state operations in South India
Key Competencies
- Strategic thinking & execution excellence
- Strong leadership and people management skills
- Channel management expertise
- Customer-centric selling and negotiation skills
- Analytical and data-driven decision-making
- High ownership and result orientation
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
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 www.IRCO.com.
