IMI plc

At IMI, we’re not just creating solutions; we’re building careers. So, unlock your potential: do work that matters, grow with us, and be part of a team shaping tomorrow.

Here, you can make a real difference – solving complex engineering challenges that make industries smarter, safer and more sustainable. From the energy that powers homes to the systems that keep the world moving, you’ll help create solutions the world depends on. 
But it’s not just about the work – it’s about how you grow. We encourage curiosity, make learning part of everyday life, and give you real opportunities to build new skills and move your career forward.

We believe in nurturing your wellbeing, too, with strong benefits and flexible policies that help you succeed. At IMI, you’ll find a supportive, collaborative and inclusive environment where you can truly thrive.

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 automotive, food & beverage, packaging and material handling 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.

Work Environment: This is a remote role covering the Central Region (preferred locations include Chicago, Minneapolis, Detroit or Indianapolis.  Ability to travel 50%+
 

Pay range: $120k - $135k

Within this range, individual pay is determined based on skills, experience, and qualifications relative to the job requirements. Base pay information is aligned with market location and may be subject to prevailing wage laws, if applicable.

Bonus eligibility: This position is also eligible for a variable sales incentive pay component, separate from base salary.

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.
• 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 in Business, Marketing, or Engineering.
• 8+ years of experience in B2B Sales, preferably within industrial manufacturing or automation (experience with actuators, FRLs, and valves is a plus).
• Proven track record of sales success in lead generation, customer relationship management, and consistently meeting or exceeding sales targets.
• Strong understanding of sales tools, including Salesforce and Blue Sheets, for managing leads, tracking performance, and reporting.
• Excellent communication, negotiation, and presentation skills, with the ability to engage customers and influence decision-making.
• Ability to manage large sales teams and create high performance sales environments ensuring growth targets are hit. 
• Ability to understand complex technical products and applications, translating them into clear customer solutions.
• Highly motivated and results-oriented, with a focus on achieving targets and driving business growth.
• Ability to work independently and collaboratively with cross-functional teams.
• Strong organizational and time-management skills, with the ability to manage multiple customer accounts and sales processes simultaneously.
• Willingness to travel as required for client meetings, trade shows, and industry events (50% plus).  

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 (Adoption benefits are equivalent)
• 4-week paternity leave at full pay (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.

By submitting your application, you consent to the processing of your personal data in line with IMI’s policies. For information about how IMI processes candidates’ data, please see the Candidate Privacy Notice at www.imiplc.com/candidate-privacy-notice, available in multiple local languages.

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.