Director, Distribution

The Director, Distribution is a strategic growth leader responsible for driving growth transformation and channel expansion across Ingersoll Rand's distribution network. This role focuses on accelerating market share gains, unlocking new revenue streams, and expanding customer reach through high-impact channel strategies. The Director plays a critical role in transforming distributor performance-scaling both equipment and aftermarket growth, strengthening competitive positioning, and expanding presence in target markets. Success in this role is defined by the ability to deliver outsized growth through the channel by improving coverage, increasing service penetration, and driving consistent execution in the field. This leader will also build and lead a high-performing team dedicated to enabling rapid channel growth and delivering measurable business outcomes. Key Responsibilities • Lead Growth Transformation o Drive accelerated revenue growth, market share expansion, and service attachment across assigned channels. o Identify and execute transformational growth opportunities across new equipment, aftermarket, and strategic market segments. • Drive Channel Expansion o Expand channel footprint and market coverage to increase customer access and penetration. o Enable growth through improved sales capacity, service capability, and expansion into underserved or high-potential markets. • Elevate Go-to-Market Execution o Strengthen competitive positioning and increase win rates through disciplined sales strategy and execution. o Accelerate pipeline development, conversion, and share capture across key accounts and regions. • Scale Distributor Performance o Drive step-change improvements in sales effectiveness, service delivery, and overall channel productivity. o Champion best practices in sales process, territory optimization, and aftermarket growth. • Enable Capability Development o Ensure distribution teams are equipped with the tools, training, and insights needed to deliver growth. o Strengthen commercial capabilities across selling, technical expertise, and customer engagement. • Lead and Develop Team o Build, coach, and lead a high-performing distribution management team focused on growth delivery. o Foster a performance-driven culture centered on accountability, speed, and external impact. • Sustain Performance and Continuity o Monitor channel performance and proactively address gaps to sustain growth momentum. o Maintain visibility to succession planning and business continuity risks to ensure long-term channel strength. Basic Qualifications • Bachelor's degree in Engineering, Business, Marketing, or related field required. • 10-15+ years of experience in industrial distribution, compressed air, or related B2B industries. • Demonstrated success driving growth through indirect/channel sales models. Key Competencies • Growth Transformation Leadership o Proven ability to lead large-scale growth initiatives and transform channel performance. • Channel Expansion Expertise o Track record of successfully expanding market coverage and increasing channel reach. • Commercial Excellence o Deep expertise in sales strategy, pipeline management, and competitive positioning. • Strategic Agility o Ability to translate market opportunities into actionable, high-impact growth plans. • Team Leadership o Experience building and leading teams that consistently deliver strong business results. Travel & Work Requirements • Remote role with 50%+ overnight travel required. • Significant in-market engagement with channel partners and customer-facing teams.