Ingersoll Rand
Overview
Job Title: National Inside Sales Leader
Location: Davidson, NC
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 ID:
3050
SF Job Req ID:
15191
Summary Ingersoll Rand is looking for a dynamic professional to lead our National Inside Sales team within our North America Compression Systems and Services business. This position will report directly to the Director of Demand Generation and will have opportunities for cross-brand/channel collaboration and development. This role is key to scaling inside sales processes and strategies across 16+ brands/channels within the North America region, and to developing and deploying value-add capabilities that deliver growth. The right candidate will bring experience in customer service, problem solving, and direct-to-end-user sales.
Scope of Role This position will lead a team of inside sales representatives to achieve sales targets, revenue growth, and ensure a world-class customer experience. The team will contact and qualify inbound customer leads from various demand generation sources (e.g., Website, customer events, IoT) and nurture opportunities in the sales pipeline. The role will also develop outbound initiatives to drive growth aligned to critical focus markets.
Primary Responsibilities
Lead qualification:
achieve bookings goals by generating qualified opportunities from inbound leads and handing them off to the commercial channel to close.
Respond to 90% of leads within 5 minutes or less
Convert 23%+ of leads into qualified opportunities
Convert 10%+ of leads into orders
Opportunity nurturing:
increase win-rates on quoted opportunities by deploying nurturing tactics to move customers through the sales process
Service/parts quote follow-up
Aged opportunity nurturing
Outbound activities based on customer insights:
identify new opportunities to drive demand with end-customers aligned to commercial objectives
Provide pre-sale/chat support for industrial eCommerce customers within the customer portal
Contact and generate qualified leads/opportunities for existing customers leveraging IoT and account-based insights
Customer Experience:
deliver a world-class customer experience as measured by Net Promoter Score (NPS)
Set meaningful targets for team members related to NPS and Time to Respond to Leads
Regular problem solving and root cause analysis on closed-loop feedback
Countermeasure deployment with cross-functional teams to resolve root causes of customer pain points
Standard Work and Process Excellence:
develop and maintain standard work and best practices for consistency and performance
Standard operating procedures for team members
Best practices sharing across channels
Clear mapping and process documentation for Salesforce reporting
Commercial Channel program management:
optimize sales funnel end-to-end to maximize inbound lead potential across channels
Program requirements and expectations: enhance channel performance targets with direct and indirect partners
Reporting and performance reviews: Salesforce reporting and process improvement measures
Talent Development:
nurture and coach sales professionals to reach their potential, individually and as a team
Sales coaching and skills development
Career progression and organizational design
Sales Incentive Plan design and optimization
Professional Requirements
10+ years of experience in a sales and service environment
5+ years of experience in people leadership
Bachelor's degree from an accredited institution (marketing, engineering, operations, business management or equivalent experience)
Direct experience and comfort with Salesforce or equivalent CRM systems
Excellent communication skills with ability to discuss technical requirements and specifications
English fluency required
Competencies and Personal Characteristics
Customer-focused with ability to build relationships and exceed expectations
Robust leadership experience with coaching for performance
Results-oriented, creative, and energetic
Strong problem-solving skills and analytics-driven mindset
Effective communicator, understanding diverse customer needs
Comfort leveraging reporting to manage processes and hit targets (Salesforce)
Ability to work in a matrixed organization across peers
Excellent prioritization and organizational skills
Ingersoll Rand Inc. (NYSE:IR) is dedicated to helping make life better for employees, customers, and communities. For more information, visit www.IRCO.com.
APPLY NOW #J-18808-Ljbffr
Location: Davidson, NC
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 ID:
3050
SF Job Req ID:
15191
Summary Ingersoll Rand is looking for a dynamic professional to lead our National Inside Sales team within our North America Compression Systems and Services business. This position will report directly to the Director of Demand Generation and will have opportunities for cross-brand/channel collaboration and development. This role is key to scaling inside sales processes and strategies across 16+ brands/channels within the North America region, and to developing and deploying value-add capabilities that deliver growth. The right candidate will bring experience in customer service, problem solving, and direct-to-end-user sales.
Scope of Role This position will lead a team of inside sales representatives to achieve sales targets, revenue growth, and ensure a world-class customer experience. The team will contact and qualify inbound customer leads from various demand generation sources (e.g., Website, customer events, IoT) and nurture opportunities in the sales pipeline. The role will also develop outbound initiatives to drive growth aligned to critical focus markets.
Primary Responsibilities
Lead qualification:
achieve bookings goals by generating qualified opportunities from inbound leads and handing them off to the commercial channel to close.
Respond to 90% of leads within 5 minutes or less
Convert 23%+ of leads into qualified opportunities
Convert 10%+ of leads into orders
Opportunity nurturing:
increase win-rates on quoted opportunities by deploying nurturing tactics to move customers through the sales process
Service/parts quote follow-up
Aged opportunity nurturing
Outbound activities based on customer insights:
identify new opportunities to drive demand with end-customers aligned to commercial objectives
Provide pre-sale/chat support for industrial eCommerce customers within the customer portal
Contact and generate qualified leads/opportunities for existing customers leveraging IoT and account-based insights
Customer Experience:
deliver a world-class customer experience as measured by Net Promoter Score (NPS)
Set meaningful targets for team members related to NPS and Time to Respond to Leads
Regular problem solving and root cause analysis on closed-loop feedback
Countermeasure deployment with cross-functional teams to resolve root causes of customer pain points
Standard Work and Process Excellence:
develop and maintain standard work and best practices for consistency and performance
Standard operating procedures for team members
Best practices sharing across channels
Clear mapping and process documentation for Salesforce reporting
Commercial Channel program management:
optimize sales funnel end-to-end to maximize inbound lead potential across channels
Program requirements and expectations: enhance channel performance targets with direct and indirect partners
Reporting and performance reviews: Salesforce reporting and process improvement measures
Talent Development:
nurture and coach sales professionals to reach their potential, individually and as a team
Sales coaching and skills development
Career progression and organizational design
Sales Incentive Plan design and optimization
Professional Requirements
10+ years of experience in a sales and service environment
5+ years of experience in people leadership
Bachelor's degree from an accredited institution (marketing, engineering, operations, business management or equivalent experience)
Direct experience and comfort with Salesforce or equivalent CRM systems
Excellent communication skills with ability to discuss technical requirements and specifications
English fluency required
Competencies and Personal Characteristics
Customer-focused with ability to build relationships and exceed expectations
Robust leadership experience with coaching for performance
Results-oriented, creative, and energetic
Strong problem-solving skills and analytics-driven mindset
Effective communicator, understanding diverse customer needs
Comfort leveraging reporting to manage processes and hit targets (Salesforce)
Ability to work in a matrixed organization across peers
Excellent prioritization and organizational skills
Ingersoll Rand Inc. (NYSE:IR) is dedicated to helping make life better for employees, customers, and communities. For more information, visit www.IRCO.com.
APPLY NOW #J-18808-Ljbffr