Key Account Manager

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.  

The Life Technology platform is focused on technologies that enhance and improve everyday life, particularly in the areas of health, sustainability, and comfort. Within the Climate Control sector, we create intelligent heating and cooling systems that help our customers reduce energy consumption, improve building comfort and combat climate change. 

In our Climate Control sector, we create intelligent heating and cooling systems that help our customers reduce energy consumption, improve building comfort and combat climate change. 

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 

The primary role of the Key Account Manager is to develop immediate to long-term plans by preparing strategies that protect, grow, and diversify existing and potential customer relationships to ensure client retention and generate business opportunities ahead of market trends.

Key Responsibilities 

• Assess market for trends to inform strategic sales, marketing, and customer plans. 
• Connect and manage interactions with existing customers to identify cross-up and repeat sales opportunities.    
• Resolve customer problems on-site using technical expertise to endure customer receives high-quality customer service and promoter our products. 
• Develop client retention and growth plans and strategies for creating profitable business with assigned accounts/customers in the region. 
• Understand the Flow Design and TA markets including competitors ‘product proposition, key customers, and key market trends.  Regularly convey this information to senior leadership. 
• Report customer retention, business opportunities, and market trends. 
• Address moderately complex sales difficulties and serving as a liaison between the company and customer. 
• Provide commendable sales coverage and support to primary and secondary level of existing and potential customers. 
• Represent IMI Hydronic Engineering at industrial networking events, professional societies, exhibitions, and seminars.  Proactively, develop and conduct presentations/seminars at such events. 
• Work with management and representative network to provide accurate sales predictions for each month. 
• Prepare for and attend exhibits, conferences, meetings (local, regional, and national). 
• Ownership of short/mid-term execution of functional strategy and the operations direction of sales in partnership with VP Sales.  
• Support suggestion program by submitting ideas for improvement. 
• Adhere to established company policies and procedures. 
• Perform all duties as assigned. 

Critical Competencies for Success 

• Four-year college degree or Master’s in Business Administration (MBA) from an accredited institution preferred; Engineering degree in HVAC, Mechanical, Electrical or Construction Project Management required. 
• At least 5 years of manufacturing sales management experience. 
• Knowledge of hydronic balancing valve and HVAC flow control. 
• Dynamic business analytical knowledge a must.  
• Ability to travel up to 75%. 
• Demonstrated ability to develop and maintain strong relationships with manufacturer’s representatives, distributors, contractors, engineering firms and other sales prospects/customers. 
• Strategic visionary with ability to prepare, communicate and execute a plan. 
• Highly organized, internally driven, and team player. 
• Proven, consistent experience meeting company sales quotas and objectives. 
• Experience managing a regional sales territory with extensive travel is preferred. 
• Excellent written and verbal communication. 
• Maintain a valid Driver’s License. 
• Must read, speak, write, and understand English. 

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.
• 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.

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.