Sales Manager - Instrumentation

IMI plc
IMI plc is a sector focused organization at the forefront of delivering motion and fluid control technologies that create a more sustainable world, improving the quality of life for our customers and communities and ultimately delivering our purpose of Breakthrough Engineering for a Better World.

The Automation platform leverages deep automation technology and applications expertise to improve productivity, safety and sustainability for our customers, Industrial Automation operates across many important industry sectors and is a world leader in supporting customers with motion and fluid control technology.

Our one big team work fairly and effectively but most importantly together to ensure we maintain the foundations that have enabled IMI’s success through over 150 years of heritage.

Role Overview:

Reporting to the Sales Director, Instrumentation, the sales manager will take responsibility for developing sustainable customer relationships, creating new solutions through value engineering/Growth Hub projects and ensuring specification on future project and aftermarket activities. They will look to exceed sales targets while maximizing profitable growth for IMI.

Work Environment: Remote

Key Responsibilities:

To perform this role successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required.

Achieve Sales targets in line with forecast

• Drive bookings and margins in line with IMI Forecasts.
• Collaborate with other team members (US and Global KAMs, Commercial,
• Engineering, Operational, Finance and leadership team) to achieve agreed goals.
• Propel the sales process for key projects and deliverables.

Lead the development of Key Accounts focusing on accelerated and sustainable growth

• Proactively work with Key End Users and OEM’s as well as their supply base to drive product specification.

• Work on aftermarket opportunities, whether replacing competitor products or finding new solutions to solve customers’ key concerns.

• Successfully cross and up sell instrumentation products and drive sales growth from New Products.
• Create detailed account and action plans, enabling further understanding of customers’ needs and IMI’s
• market. This will include mapping stakeholders, understanding key decision makers, influencers promotors etc.
• Provide strategic inputs to IMI’s 3-year plan for major accounts and drive the plan’s execution.

Develop & Drive a Global Project Pursuit Structure

• Work with the Commercial Project director to create a framework and governance for Global Project Pursuit
• Gain detailed understanding on upcoming projects, drive project specific specifications and lead Global

Project Pursuit with our global sales team to ensure IMI have complete coverage throughout the project cycle.

• Working alongside the Commercial Project Director to help facilitate engagement with out of region teams.

Lead the development of new markets and applications

• Map target customers, understanding their needs and actively engage with key decision makers and

influencers to influence their perception of IMI Instrumentation.

• Develop new non-traditional markets for IMI Instrumentation, ensuring that IMI products are specified early on to ensure long term sustainable growth.
• Develop new relationships and technically support customer development to become a supplier of choice.
• Partner with the Marketing Manager to ensure clear and concise marketing activities are completed to

support sales growth with target customers. Use specific channels such as digital channels, customers labs and technical days to generate leads, RFQ’s and ultimately revenue in line with the 3 year plan.

Expand our footprint of products with the existing customer base

• Strategically align distributors to increase market share and target new customers/markets in line with the target mapping.
• Provide direction to local KAMs/Customer Services who will support on day-to-day activity.
• Gain a clear understanding of products that IMI Instrumentation currently do not support to existing customers and create business plans to expand our portfolio.
• Gain a detailed understanding of competitors, their product offering and technology employed in these target areas.
• Successfully win new packages of work that have traditionally been won by IMI competitors.

Work with Growth Hub Teams to develop new products and solutions

• Feedback key customer insights to the Growth Hub community along with competitor activity.
• Engage and lead Growth Hub projects that relate to Instrumentation ensuring
• customer interaction is fully supported.
• Drive sales growth in relation to new product development for IMI Instrumentation.

Forecast and report in line with requirements

• Ensure that relevant day-to-day sales reporting is completed accurately and in a timely manner including:

• Visit reports
• Activity tracker
• Forecast reports
• Project tracking

Critical Competencies for Success

• Educated to degree level or equivalent qualification or experience.
• Demonstrable technical understanding of products and applications in the Instrumentation market.
• Demonstrable search optimization skills with a thorough knowledge of marketing techniques.
• Demonstrable excellence in customer service with the ability to build excellent relationships with, and gain respect of, external and internal customers.
• Demonstrable experience of nurturing and developing customer relationships.Ü Influencing skills that are effective at all levels of management, internally and externally, in order to harness the matrix organization across various IMI businesses.
• Ability to work comfortably with colleagues and management at all levels of external organizations to

maximize sales potential.

• Ability to drive change and improvement, from concept to completion.
• Excellent communication skills, both written and verbal with the ability to produce presentations and business proposals.
• Excellent understanding of the Company’s products, services and its associated markets.
• Excellent interpersonal skills with the ability to build relationships and gain respect of internal and external customers.
• Demonstrable positive attitude and ability to work calmly under pressure.
• Flexible with the ability to work to deadlines and the determination to see a job through to a satisfactory

conclusion.

• Highly IT literate, specifically in PowerPoint, Outlook, Word, Project and Excel.
• Excellent organizational and planning skills.
• Strong team player with the ability to influence others.
• Demonstrable desire to succeed.

What IMI Can Offer You

At IMI, one of our top priorities is to create an inclusive culture of health. We strive to remove barriers to care (whether that be physical or financial) and in doing so, we offer choice for all your health and wellbeing needs.

See below for a general overview of our amazing perks and benefits:

• Multiple health plans to choose from: HMO, PPO, and High Deductible Health Plans with a low-cost share
• Best-in-class 401K plan with zero vesting and up to 6% contribution matching
• 14-week maternity leave at full pay following one year of service (Adoption benefits are equivalent)
• 4-week paternity leave at full pay following one year of service (Adoption benefits are equivalent)
• Employee Resource Groups that offer community and support, like our Pride Network and Network of Women groups
• PTO, encompassing inclusive holidays
• Career Development opportunities (IMI’s ‘Catalyst’ Program)
• Employer contribution for Health Savings Account, and in many cases free virtual telemedicine, and teletherapy.\
• Mental Health and wellness programs to support you and your family
• Full suite of voluntary benefits to tap into, including but not limited to: Critical illness insurance, hospital indemnity, legal insurance, identity theft protection, and pet insurance or home & auto insurance through our discount advantage platform
• Short & long-term disability as well as basic life insurance at 2x your basic salary at no cost to the employee
• Free financial advisors, webinars, and classes through Charles Schwab
• Annual Employee Stock Purchase Plan with option to purchase IMI shares at a reduced employee only price - no opportunity to lose, only to profit or refund your investment 100%
  **Benefits plans change year over year, but we have guiding principles in place to ensure our employees have the tools and resources available to stay connected and up to date**

Health & Safety

The physical demands described within the Key Duties & Responsibilities section of this job description are required to perform the essential functions of this position. Reasonable accommodations may be made for individuals with disabilities. Please contact your local HR representative to discuss the specific Work Conditions and Physical Requirements of this role.

Health, Safety, and Environmental Duties – At IMI we are all personally committed to protecting our people, minimizing our impact to the environment, the communities we operate in and our company. All members of our workforce have the duty to ensure the health, safety and welfare of themselves, others, and the environment. Every employee is expected to follow all HSE operating procedures, also to challenge any observed behaviors or unsafe acts.

Code of Ethics

IMI requires the highest standard of ethics in all business dealings, particularly with customers, suppliers, advisors, employees, and the authorities. In accordance with the IMI Way: Our Code of Responsible Business.

Changes to This Job Description

IMI may amend this job description in whole or part at any time.

IMI is an equal opportunity employer. Qualified applicants will be considered without regard to age, race, creed, color, national origin, ancestry, marital status, affectional or sexual orientation, gender identity or expression, disability, nationality, sex, or veteran status.