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Area Sales Manager

Ingersoll Rand

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Norcross, GA
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Job Description

As posted by the hiring company

Job Overview:

Ingersoll Rand is committed to achieving workforce diversity reflective of our communities. We are 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. We are committed to achieving workforce diversity reflective of our communities.

POSITION SUMMARY:

Performs the Sales Engineering function within the East region of the USA (AL, CT, DE, FL, GA, IN, KY, MA, MD, ME, MI, MS, NH, NJ, NY, NC, OH, PA, RI, SC, TN, VT, VA, WV) which requires 50-75% travel. Promotes and sells liquid handling solutions (including syringe pumps and pipettes) as OEM components to manufacturers across various segments (predominantly, Life Sciences, Medical, Diagnostics Equipment, BioPharma, and Laboratory). The Area Sales Manager develops new business opportunities by leveraging traditional and contemporary prospecting methods and wins new business by successfully applying solution-based selling Best Practices and leveraging our internal support teams.

This position is responsible for promoting and driving automated liquid handling solutions sales to OEM customers, growing existing accounts, and developing new business. The successful candidate is a strong individual contributor able to build business from the ground up in growing and attractive markets by taking share from established brands. We are searching for a self-motivated and driven individual with “hunter” mentality who can successfully balance the assertiveness necessary to win new business with the polished business acumen required to establish themselves as a trusted advisor across functional areas and at all organizational levels.

ESSENTIAL FUNCTIONS:

  • Sales: Achieve sales goals through market penetration and by partnering with internal teams (Product Management, Inside Sales, Application Engineering, etc.) to grow existing accounts and secure new business. Actively pursue OEM prospects and leads in the development of new business opportunities. Responsible for major pricing negotiations, technical specifications, and toll-gate sales process. Develop opportunities to promote the organization to new customers in order to meet strategic growth objectives. Maintain updated forecasts and internal CRM reporting. Must be able to interface with various customer departments on a technical level, including Engineering, Purchasing, Quality, Project Team, and top management. Must be skilled at working closely with customers in their development labs and guide product specification and selection process favorably.

  • Product Knowledge: Possess and/or acquire knowledge of liquid handling solutions. Ability to use their technical sales experience in lab automation and control, microfluidics, IVD, PCR, or related processes and products to develop new and existing business.

  • Other responsibilities as assigned or required.

MEASUREMENTS:

Travel, consisting of 50-75%, is required to fully support the specific region.

QUALIFICATIONS:

Experience:

  • At least three (3) years of customer-facing sales experience, preferably traveling extensively in the assigned territory.
  • Position relies on extensive experience in the sale and application of liquid handling solutions or similar OEM components.
  • Previous experience inclusive of prospecting, securing, and managing OEM accounts (from start-ups to large scale global companies).
  • Must demonstrate high energy level and commitment to setting and achieving goals.
  • Must be creative and able to resolve open issues and technical problems, while building strong working relationships with customers and company inside support personnel.
  • Must demonstrate ability to manage team selling strategies and possess personal effectiveness in account management and new business development.
  • Experience in the BioPharma, Laboratory, Medical Devices, Diagnostics, Life Sciences, and Industrial markets is beneficial.
  • The ideal candidate has technical sales experience with syringe pumps, pipettes, liquid handling robots, OEM components for lab automation, or related products.

Education/Training Required:

  • Bachelor’s degree (or international equivalent) in Life Sciences, Engineering, Business or related degree.
  • Broad industry knowledge with laboratory automation, PCR/DNA sequencing process, is highly desired.
  • Proficiency in a variety of software programs including Microsoft Office, CRM software required. #LI-MA1

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.