IMI plc
IMI plc is a sector focused organisation 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:

The Key Account Manager position holds a vital role in the organization responsible for growing and developing key strategic customers by positioning Norgren’s innovative solutions to allow our customers’ mission of improving and saving lives possible. This sales position is focused on direct OEM relationships and business development in the medical device, biotechnology, diagnostic and analytical instrumentation segments. The Key Account Manager is responsible for achieving revenue and profitability goals, developing a solid opportunity pipeline, expanding current customer base, implementing and executing strategic business plans at executive levels within the Industrial Automation Vertical.

Key Responsibilities:

• The primary responsibility of this role will be to locate, define, develop, negotiate, and close new business within OEM Industrial Automation Vertical. 
• Understands instrumentation specifications of customers’ products that could use our “platform, off-the-shelf” products or benefit by creating more value from a Norgren custom solution. Drive the instrumentation specifications of the selected end-user accounts.
• Identify product development strategies with “Voice of the Customer” input to address the requirements and needs of these key customers to promote, implement and drive these well-justified business development plans through the Norgren organization. 
• Understanding the customer’s needs, the KAM develops a sound, strategic business case garnering internal champions to partner in driving this through our process in a collaborative, team-focused environment.
• Promotes the broad range of Norgren products and design capabilities to engineering, purchasing, quality, marketing and other departments within a diverse set of companies throughout the key Industrial Automation segments.
• Prepares, negotiates, and manages all customer pricing programs and contracts, while ensuring all IMI terms and conditions are considered and upheld in contractual negotiations.
• Maintains a general awareness of developments within the Industrial Automation segments, to provide feedback on customer issues, competitor activities, new business opportunities, pricing trends, consolidation activities and marketing initiatives.
• Keeps accurate new business opportunity funnel and customer account data within the company CRM system relative to lead referral, new opportunities, account activities, quotes, forecasts and other pertinent information as required by management.
• Provide timely and complete reports and other information as required by management.
• Report and follow up business using Sales force CRM
• Other duties as assigned including but not limited to accepting orders, aid in helping resolve customer issues, collecting on delinquent accounts, coordinating deliveries.

Critical Competencies for Success

• Bachelor's degree from four-year College or University and 2+ years of experience 
• 7+ years of experience in selling engineered products and solutions into the MX Industrial Automation/Automotive Industry market
• Ability to travel up to 50% annually
• Experience in B2B project-based sales of technical products to key OEMs. 
• Capable of developing and executing mid- to long-term (3-5 years) growth plans that position the business for sustainable mid-long-term growth and superior customer experience. 
• Knowledge of products and services related to press industry, automotive industry and motion control components is valuable. 

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.

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