Ingersoll Rand Dealer Channel Development Manager in Belgium, Belgium


At Ingersoll Rand we are passionate about inspiring progress around the world. We advance the quality of life by creating comfortable, sustainable and efficient environments. Our people and our family of brands—includingClub Car®,Ingersoll Rand®,Thermo King®,Trane®,American Standard® Heating & Air ConditioningandARO®- work together to enhance the quality and comfort of air in homes and buildings; transport and protect food and perishables; and increase industrial productivity and efficiency. We are a global business committed to a world of sustainable progress and enduring results. For more information,

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.

Thermo King partners with an extensive network of independent dealers, located all over the world, to bring its products to market and service its customers.The proficiency and footprint of our Dealer network has always been one of our key differentiators.

The transport refrigeration industry is undergoing significant changes such as electrification, increasing number of competitors, vertical integration, increased demand for data-driven solutions. The changes challenge our current business model and dealer capabilities.

The Channel Development Manager leads the channel development department which is responsible for coordinating and delivering strategic and tactical initiatives to address the different challenges.

Principal Responsibilities:

1.Leadership & Team Building– Oversee all EMEA channel development activities and provide leadership and guidance to channel development staff. Coach for performance and delegate work where necessary to share responsibility and accountability

2.Strategy Definition & Business Excellence– Define our Channel Stragy and provide direction to project teams and integrating activities between business functions. A special focus is put on Service Excellence with the objective to build a best-in-class dealer service uptime model for our customers. All this supported by operational excellence, connectivity and digitally enabled solutions

3.Territory Management– Monitor Dealer sales & service coverage and identifying improvement opportunities linked to the EMEA business strategy

4.Network Performance Management– Evaluate the qualitative and quantitative performance of our Dealer network. Managing the Dealer performance incentives program (DTE)

5.Dealer Life-Cycle Management– Manage the stages of prospection, recruitment, onboarding, conversion, and termination of Dealers across EMEA

6.Dealer Community Management– Develop strong relationships with our Dealer community. Ensuring clear, two-way communication between Dealers and the different business functions

Additional Information:

·Experience with building a service excellence culture. KPIs management and/or Dealership management are within the preferred skills.

·Experience in transportation and/or Refrigeration business

·Fluency in English, any other European language is an asset

·Travel 30% - 40% of time

Key Competencies:

Analytics and project orientation

·Strong analytical skills – Use a fact-based approach to indentify root causes of problems. Analyse data, interview stakeholders and perform desk research to define the main reasons behind a given problem.

·Strong project management skills – Apply PMO methods to coordinate and deliver projects into the Dealer network and/or across the Thermo King organization.

·Service KPIs and dealer management skills

Communication & Presentation

·Demonstrate strong verbal and non-verbal communication skills. Have the ability to develop clear and concise (executive) presentations

Change implementer

·Translate the change stategy into a workable plan and guide execution of that plan

·Anticipate and overcome resistance

·Relentlessly communicate change in ways that people understand the scale and scope of the change

Relationship builder

·Develop and maintain trusted, respected relationships at all levels of the organization.

·Interface with Dealer management and employees and become a trusted business partner to the Dealer

·Skillfully influence and build support from others in situations with no direct authority

Breadth and depth of functional knowledge

·Understand cross-functional implications when planning and implementing projects

·Understand organizational strenghts and weaknesses relative to each management function in achieving the strategy

·Understand the functions, systems and processes of the organization and their interrelationship

Interpersonal Skills

·Adjust to how individuals, organizational units and cultures function and react.Uses personal contacts and established rapport to get information and influence sensitive business situations.

Organization Chart:

Channel Development Manager will report to the Service Excellence Leader

Channel Development manager will have 5 direct reports.

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.

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.

Primary Location: Belgium-Belgium

Other Locations: EMEA-Portugal, EMEA-Germany, EMEA-Slovakia, EMEA-United Kingdom, EMEA-Hungary, EMEA-France, EMEA-Poland, EMEA-Spain, EMEA-Romania, EMEA-Finland, EMEA-Denmark, EMEA-Austria, EMEA-Netherlands, EMEA-Ireland, EMEA-Croatia, EMEA-Italy, EMEA-Greece, EMEA-Switzerland, EMEA-Czech Republic, EMEA-Norway

Job: Sales

Schedule: Full-time

Shift: Day Job

Status: Regular

Type: Experienced

Posting: Aug 7, 2018, 9:53:04 AM

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