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.

Our partnership approach breaks through problems and reduces complexity. We don’t invent in isolation – we collaborate with our customers. We listen closely and we think differently, creating space for diverse minds to innovate. We are working together to make businesses safer, more sustainable and more productive.

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 to come to life.

This sales position is focused on direct OEM relationships and business development in the transportation segment. 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 Transportation Vertical.

Our range of cab, chassis and powertrain solutions deliver fuel efficiency, emissions reduction and faster assembly times. Acknowledged for their safe and reliable operation, our products are proven over millions of miles of reliable service.

Work Environment: Remote, home-office based. 50% travel required on an annual basis. A candidate based in the Greater Chicagoland or Greater Detroit area is preferred.

Key Responsibilities

·       The primary responsibility of this role will be to locate, define, develop, negotiate, and close new business within OEM Commercial Vehicle Vertical.

·       Understands instrumentation specifications of customers’ products that could use our “platform, off-the-shelf” products or benefit by creating more value from an IMI 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 IMI 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 IMIoducts and design capabilities to engineering, purchasing, quality, marketing and other departments within a diverse set of companies throughout the key Commercial Vehicle 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 Commercial Vehicle 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.

·       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

Education and Experience:

• Bachelor’s degree in Engineering, Business Administration/Management, Marketing or similar required.
• 7+ years of experience in selling engineered products, solutions into the US Commercial Vehicle/Transportation market
• Experience working within the Automotive sector is highly desirable, preferably commercial vehicles.

Competencies:

1.      Demonstrate a technical understanding of pneumatic and electronic controls along with their application within our target market and applications.

2.     Ability to work unsupervised for extensive periods and will have experience of working closely with key end-users.

3.     Experience and comfort in communicating and building working relationships with customers at the senior decision-making level for world class Commercial Vehicle concerns.

4.     Experience and comfort in preparing and delivering technical and sales presentations to all audiences.

5.     Must be a self-starter who is able to translate strategic direction into their own tactical action plan at their designated key accounts.

6.     Demonstrated track record of sales performance.

7.      Ability to hunt, position and close large, complex sales opportunities.

8.     Proficient with MS Office Suite (Word, Excel, PowerPoint & Outlook)

9.     Working knowledge of Customer Relationship Management (CRM) systems

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.