Business Development Manager - Hydraulics

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. 

Life Technology platform is focused on technologies that enhance and improve everyday life, particularly in the areas of health, sustainability, and comfort. We help OEMs across life science and fluid control industries improve the performance of their devices, enabling better scientific research, faster diagnosis of diseases, better medical treatments, and more efficient machines, dramatically improving life for everyone.

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.

Location: Herion Systemtechnik, Weil der Stadt, Germany - up to 50% travel

Role Overview:

We are looking for a Business Development Manager to lead the charge in account prospecting for key target OEMs and market segments within our Hydraulics vertical at Herion in Weil der Stadt. Your primary focus will revolve around Hydraulic components, systems, and power packs.

As the Business Development Manager, you will be instrumental in translating strategic growth objectives into tangible action plans, ensuring visible results. Dive into a dynamic week of on-site meetings with prospective clients, discussing projects, pain points, and discovering how our innovative solutions can add substantial value. Stay ahead of market dynamics by attending trade shows, monitoring industry news, and engaging with key contacts.

Your Week in the Life of a BDM May Include:

• Researching, identifying, and engaging with Director/VP/C-suite contacts at strategic OEMs.
• Developing strong relationships and identifying opportunities for IMI to add value to their business.
• Utilizing cutting-edge technology and CRM products for efficient engagement with key prospects.

Your Key Responsibilities:

• Build a robust prospecting plan and pipeline with a deep understanding of customer experience and market dynamics within the Hydraulic market.
• Qualify and win new business opportunities through the Sales Qualification Process, ensuring above-market revenue growth.
• Deliver profitable new customer sales aligned with budget and 5-year commercial strategy.
• Collaborate closely with cross-functional teams, including Sales, Technical Sales, Engineering, Marketing, Customer Support, and Life Technology organization.
• Allocate resources strategically, focusing on profitable growth potential and contributing to the development of market-driven value pricing.
• Assist in developing and managing sales and revenue forecasts (Monthly & Annual).
• Develop business cases for new product development and technology roadmap with cross-functional teams.
• Work closely with Process Control GKAMs and KAMs for account transitions and long-term value.

Critical Competencies for Success:

• Average expected travel of at least 50% annually.
• Hold an Engineering or Business Degree.
• Exhibit a passion for sales, customer satisfaction, and an entrepreneurial, playing-to-win mindset.
• Proven experience in B2B project-based sales of technical products to key OEMs within the Hydraulic market.
• Capable of developing and executing mid- to long-term (3-5 years) growth plans for sustainable success.
• Knowledge of products and services related to the Hydraulic market is valuable.
• Fluent in English and German; additional language skills are advantageous.
• Demonstrate a passion for continuous learning and development.
• Excellent interpersonal skills at a senior level in a multinational organization.
• Possess good business acumen and the ability to interpret financial data.
• Demonstrate determination to overcome obstacles and deliver on promises with a high degree of integrity.

Join us in Shaping the Future of Hydraulic Innovation

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.