Strategic Account Manager

IMI plc

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. 

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.

Role Overview

The Strategic Account Manager position holds a vital role in the organization and is responsible for growing and developing key strategic customers by positioning our 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 medical device, biotechnology, diagnostic and analytical instrumentation segments. The Strategic 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 Life Science sector.

Work Location: Candidates based within a commutable distance to our Palmer, MA or Farmington, CT facilities will be considered first.

Key Responsibilities

• Build and maintain strong, trust-based relationships with key clients.
• Understand client goals, challenges, and expectations to provide effective solutions.
• Act as the main point of contact for key accounts, ensuring prompt and efficient response to inquiries.
• Identify opportunities for account growth and expansion.
• Collaborate with internal teams to develop and implement strategies to meet client objectives.
• Present new products or services to clients and negotiate contract terms.
• Develop and implement strategic account plans aligned with company objectives.
• Analyze market trends and competitor activities to identify potential business opportunities.
• Understand instrumentation specifications of customers’ products that could use our “platform, off-the-shelf” products or benefit by creating more value from an IMI custom solution.
• 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 IMI organization.
• Understand the customers’ needs by developing a sound, strategic business case garnering internal champions to partner in driving this through our process in a collaborative, team-focused environment.
• Prepare, negotiate, and manage all customer pricing programs and contracts, while ensuring all IMI terms and conditions are considered and upheld in contractual negotiations.
• Maintain a general awareness of developments within the Life Science sector to provide feedback on customer issues, competitor activities, new business opportunities, pricing trends, consolidation activities and marketing initiatives.
• Keep 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.
• Interfacing with site leadership, BDMs and customer service

Critical Competencies for Success

• Bachelor’s degree in Engineering, Business Administration/Management, Marketing or similar required.
• 7 years of experience in selling engineered products and solutions into the US Life Science market.
• Ability to travel up to 50% annually.
• Experience in B2B project-based sales of technical products to key OEMs. 
• Capable of developing and executing mid- to long-term (3-5 years) growth plans that position the business for sustainable mid-long-term growth and superior customer experience. 
• Knowledge of products and services related to Life Science components is valuable. 
• CRM experience (Salesforce)

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.