Ingersoll Rand (NYSE: IR) is looking for a senior and strategic NA Commercial Leader to drive growth for our high-capacity Material Handling business. Based in the US and reporting to the VP of Material Handling, this role will be a key partner in shaping strategy, strengthening our global commercial organization, and accelerating sustainable growth.
Ingersoll Rand is a leader in high-capacity hoists and winches, known for reliable, high-quality solutions for demanding lifting and pulling applications. Our Material Handling business, headquartered in Douai, France, is a strategic business unit within the Ingersoll Rand portfolio.
The NA Commercial Leader will drive the commercial strategy and execution, with a strong focus on the US market, organic growth, market share expansion, and distributor and channel development. Given the highly engineered nature of our products, the role requires strong technical and mechanical background and the ability to translate customer needs into actionable input for Engineering and Product Management.
Leading the NA commercial organization, this person will build a high-performing, customer-centric sales culture, develop talent, strengthen commercial capabilities, and use data to improve performance. Working across Product Management, Engineering, Operations and Marketing, they will act as the voice of the customer and help shape future products, investments, and growth opportunities.
The ideal candidate combines strong commercial acumen, strategic vision, operational discipline, and the ability to influence across a global matrix organization and deliver results in a competitive environment.
Job Summary and Responsibilities:- Manage, coach, & develop the team.
- Effectively recruit team members.
- Develop & execute detailed strategy for commercial sales, aftermarket operations and services
- Meet or exceed team targets identified to drive revenue growth.
- Proactively contact and partner with current and potential large customers for high level relationships.
- Partner with marketing on demand generation activities for adequate pipeline.
- Utilize all standard work tools/CRM for documentation and follow up.
- All other duties as assigned by management.
Key Competencies:- Strategic Thought Leadership: The candidate should be able to develop and influence the strategy for the region while playing a key part in the overall strategic roadmap of the business to achieve the goals for the SBU.
- Commercial Acumen: A very good understanding of the market, the product portfolio, the channels and the customers and ensuring the right focus on prioritizing the actions that would have the most impact on the end customers and the business.
- Product Stewardship: A proven track record of developing a successful strategic roadmap is going to be critical to help keep the business relevant and diversify out of the core markets.
- Organization Effectiveness: Manager and coach and develop the commercial teams. Hire and develop the right team members in all the regions and ensure they are given the right direction and support to succeed. Set the right goals and ensure the team meets or exceeds the goals for the financial period while building the long-term funnel for the business
- Commercial Standard Work: Develop and maintain high level of contact network with distributors and customers, ensure we use standard work to have a strong robust funnel and discipline around funnel management with continued accelerated velocity of the projects.
- Strong Financial Acumen: Ability to understand financial statements and to leverage it to strategically drive revenue and EBITDA. Leverage your deep understanding of financial statements, particularly the profit and loss statement (P&L), to strategically drive revenue and enhance EBITDA. Ability to have the insights and drive the right actions to influence the P&L rapidly is going to be a key trait for success. While IR is a $40B company, we operate as a startup and ensure we are driving the right actions to help add value to our customers and stakeholders.
- Technical & Application Acumen: Strong technical understanding of mechanical and engineered industrial products, with the ability to understand complex customer applications, technical specifications and solution requirements. Able to engage credibly with customers and translate application needs into clear requirements for Engineering and Product Management. Experience with lifting equipment, hoists, winches, material handling or other engineered capital equipment is highly desirable.
Qualifications- 7-10 years of commercial business management experience, including relevant global experience in a distributor-led environment.
- Proven track record in senior leadership roles focused on business growth, profitability and consistent delivery of results.
- Strong financial acumen, including familiarity with profit and loss statements and the ability to use financial insights to drive business performance.
- Ability to understand complex technical products, customer applications and solution requirements within an industrial or engineered products environment.
- Strong technical background, ideally supported by an engineering qualification or equivalent experience in mechanical, material handling or engineered industrial products. Experience with technically complex, engineered-to-order or configured-to-order solutions is highly desirable.
- MBA or relevant postgraduate business qualification preferred.
- Experience leading and developing commercial teams across multiple regions or in a global matrix organization.
CompetenciesCommunication and Influence: Exceptional communication and interpersonal skills, with the ability to influence stakeholders, customers, distributors and senior leaders across a global organization.
Accountability and Performance Excellence: Demonstrated ability to foster a culture of accountability, ownership and high performance.
Leadership Development and Coaching: Strong capability to coach, develop and empower teams, while building commercial talent and succession strength.
Analytical and Commercial Mindset: Analytical approach with a strong focus on KPIs, margin enhancement, pricing discipline and data-driven decision-making.
Continuous Improvement: Passion for process improvement, commercial standard work, system optimization and operational effectiveness.
Customer-Centric Leadership: Strong customer focus, with the ability to understand customer needs and translate them into value-creating commercial actions.
Strategic Agility: An agile leader with the ability to balance long-term strategic direction with hands-on execution and fast decision-making.
