What are the responsibilities and job description for the Key Account Manager, Process Control position at IMI Americas Inc.?
About Us
Norgren is part of global engineering organization IMI plc. IMI is at the forefront of delivering the solutions we need in a changing world and is focused on creating tremendous value by solving key industry problems in attractive markets and working with the best.
Norgren has a proud history of creating innovative engineering solutions in precise motion control and fluid technology, and we collaborate with our customers across more than 50 countries in critical areas such as Factory Automation, Material Handling, Rail, Energy, Process Control, Life Science and Commercial Vehicles.
Position Summary
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 General process industry to include; semiconductor equipment, food & beverage process equipment, environment, industrial cooling & tempering, compressors, mining, materials processing, pumps & dosing, fire suppression systems, and agriculture systems & equipment. 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 Precision Fluid OEM Business Unit.
This is a home-office based position.
Key Duties & Responsibilities
- The primary responsibility of this role will be to locate, define, develop, negotiate, and close new business within Precision OEM – Process Control Vertical, with existing key customers as well as developing new customers in the assigned territory.
- 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 sales 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 Precision Fluid OEM 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 Precision Fluid OEM 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.
Expertise required
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 Precision/Process market.
Skills and Competencies
- Ability to travel 50-75% of the time
- Demonstrate a technical understanding of pneumatic and electronic controls along with their application within our target market and applications.
- Ability to work unsupervised for extensive periods and will have experience of working closely with key end-users.
- Experience and comfort in communicating and building working relationships with customers at the senior decision-making level for world class Precision Fluid OEM concerns.
- Experience and comfort in preparing and delivering technical and sales presentations to all audiences.
- Must be a self-starter who is able to translate strategic direction into their own tactical action plan at their designated key accounts.
- Demonstrated track record of sales performance.
- Ability to hunt, position and close large, complex sales opportunities.
Computers and Technology
- Proficient with MS Office Suite (Word, Excel, PowerPoint & Outlook)
- Working knowledge of Customer Relationship Management (CRM) systems
Certifications/Licenses
- Valid Driver’s License
Supervisory Responsibilities
- This position has no supervisory responsibilities.
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- Full suite of voluntary benefits to tap into, including but not limited to: Pet insurance, critical illness insurance, concierge services, legal insurance, commuter benefits (if applicable), and home & auto insurance.
- Employer contribution for Health Savings Account, and in many cases free virtual telemedicine, and teletherapy.
- Best-in-class 401K plan with zero vesting and up to 6% contribution matching.
- Mental Health and wellness programs to support you and your family.
- 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.
**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**
Norgren 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.
Key Account Manager
Genus PLC -
Unionville, CT
Process Engineering Manager
Dymax -
Torrington, CT
Manager, Business Process Optimization
Webster Bank -
Southington, CT