Strategic Account Manager, Fluid Control

at  IMI Precision Engineering

IMI PLC

We are a global specialist engineering company that creates breakthrough solutions. We are curious and like to solve problems, partnering with our customers to solve the demands of today and prepare for the challenges of tomorrow. We embrace innovation and care about outcomes that are good for business, everyday life and making a better world – creating lasting impact for everyone.
We design, build and service highly engineered products in fluid and motion control applications. We focus on five market sectors: Industrial Automation, Process Automation, Climate Control, Life Science and Fluid Control, and Transport.
Our partnership approach breaks through problems and reduces complexity. We don’t invent in isolation – we collaborate with our customers. We listen closely and we think differently, creating space for diverse minds to innovate. We are working together to make businesses safer, more sustainable and more productive.

CRITICAL COMPETENCIES FOR SUCCESS:

• Bachelor’s degree in Engineering, Business Administration/Management, Marketing or similar required.
• 5-7+ years of experience in selling engineered products and solutions into large, global, OEM accounts
• Ability to travel up to 50% annually.
• Experience in B2B project-based sales of technical products to key Original Equipment Manufacture’s (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 fluidics and precision-engineered components is valuable.
• CRM experience (Salesforce)
• Other languages than German and English will be an advantage, in particular French.
  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

ROLE OVERVIEW:

As Strategic Account Manager in Fluid Control, your core product group will center around a diverse range of precision-engineered standard and customized products, prominently featuring solenoid valves, media-separated valves, proportional valves, various fluid control valves, and bespoke fluid solutions tailored to meet unique client requirements.
In this role, you will support and develop major Original Equipment Manufacturers (OEMs) within the environment, health, and safety sector (EHS) as well as Industrial Process. Key customers include prominent companies in the filtration, safety and fire equipment manufacturing segment.
You will be responsible for managing complex global OEM accounts, achieving revenue and profitability goals, developing a solid opportunity pipeline, expanding current customer base, and implementing and executing strategic business plans at executive levels within the Fluid Control sector.
Work Environment: Remote, up to 50% travel.
The ideal candidate will be based in Germany. Our Fluid Control HQ is located in Bad Oeynhausen, Germany.

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 ‘Air Traffic Control’ and main point of contact for the key accounts, ensuring prompt and efficient response to inquiries and opportunities.
• 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 technical 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.
• Prepare, negotiate, and manage all customer pricing programs and contracts, while ensuring all IMI terms and conditions are considered and upheld in contractual negotiations.
• 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.
• Interfacing with site leadership, BDMs, Technical Sales and Customer Service.