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.
IMI 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 marvelous machines – with market leading fluid control products tackling the most extreme operating conditions and engineering challenges on the planet.
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.
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.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. IMI Critical Engineering Americas provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, or local laws.
