Strategic Account Manager

IMI plc

We are a global specialist engineering company that creates breakthrough solutions. We are curious and like to solve problems, partnering with our customers to solve the demands of today and prepare for the challenges of tomorrow.

We embrace innovation and care about outcomes that are good for business, everyday life and making a better world creating lasting impact for everyone.

We design, build and service highly engineered products in fluid and motion control applications. We focus on five market sectors : Industrial Automation, Process Automation, Climate Control, Life Science and Fluid Control, and Transport.

Instrumentation

Instrumentation goes to market with IMI’s range of high integrity instrumentation products for offshore oil and gas platforms, refineries and chemical plants.

Our precision components are at the heart of the energy and chemical industry’s most marvellous machines with market leading fluid control products tackling the most extreme operating conditions and engineering challenges on the planet.

At the heart of our offering are Actuators, Positioners Final Control elements like solenoid valves, air preparation equipment, pneumatic and hydraulic pressure switches, I / P and E / P convertors, and redundant valve manifold systems (RVM).

In addition, Instrumentation will be working to bring a new range of monitoring devices to market.

Role Overview

The SAM will be responsible for strategically handling strategic accounts and taking actions to take a command position within this segment.

The SAM will be focused on accelerating IMI’s growth with strategic customers and determining new opportunities.

The SAM will take responsibility for developing sustainable customer relationships ensuring specification on future project and aftermarket activities.

The SAM will look to exceed sales targets while maximizing profitable growth for IMI.

Key Responsibilities

Achieve sales target in line with forecast

• Drive bookings and margins in line with IMI Forecasts.
• Collaborate with other team members (European 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 Strategic Accounts focussing on accelerated and sustainable growth

• Proactively work with Key End Users as well as their supply base to drive product specification, using support from local KAM to tactically execute the business.
• Gain detailed understanding on upcoming projects, drive project specifications and support Global Project Pursuit with our global sales team to ensure IMI have complete coverage throughout the project cycle.
• Work on aftermarket opportunities, whether replacing competitor products or finding new solutions to solve customers’ key concerns.
• Successfully cross and up sell IMI products and drive sales growth from New Products.
• Create detailed account and action plans, enabling further understanding of year plan for major accounts and drive the plan’s execution.

Support the development of new markets and applications

• Help target customers, understanding their needs and actively engage with key decision makers and influencers to influence their perception of IMI instrumentation.
• 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 out 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.
• Work together with local KAMs / Customer Services supporting on day-to-day activity.
• Gain a clear understanding of products that IMI Automation currently do not support to existing customers and support 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 support Growth Hub projects that relate to the Instrumentation Branch ensuring customer interactions is fully supported.
• Drive sales growth in relation to new product development for IMI Instrumentation.

Forecast and report in line with requirements

Ensure the relevant day-to-day sales reporting is completed accurately and in a timely manner including : Visit report, 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 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.
• Influencing skills that are effective at all levels of management, internally and externally, in order to harness the matrix organisation across various IMI businesses.
• 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.
• English & German fluency is a must.
• 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.

IMI is an inclusive employer; diversity is very important to us, and we want to receive applications from people from all backgrounds