Key Account Manager - Western US

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.

Role Overview:

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 medical device, biotechnology, diagnostic and analytical instrumentation segments. 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 Industrial Automation Vertical.

Work Environment: This is a remote role covering the Western Region of the US (50% travel)

Key Responsibilities
The primary responsibility of this role will be to locate, define, develop, negotiate, and close new business within the OEM Industrial Automation Vertical. 

Sales Prospecting and Lead Generation

• Effectively manage and collaborate with Sales Development Representative to identify key targets and lead prospecting efforts within region to ensure a robust sales pipeline.
• Qualify and prioritize new prospects based on their fit with the company’s products, ensuring a steady flow of potential sales opportunities.
• 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 Industrial Automation organization. 

Customer Relationship Management

• Develop and maintain strong, long-term relationships with key customers, acting as their trusted advisor and primary point of contact.
• Collaborate closely with customers to understand their needs, provide tailored solutions, and uncover upsell or cross-sell opportunities.
• Manage and grow existing customer accounts, ensuring customer satisfaction and retention through exceptional service and follow-up.
• Negotiate and close sales contracts while ensuring customer requirements are met and delivered to satisfaction.
• Respond to customer inquiries promptly, addressing any concerns and working to resolve issues to strengthen relationships.
• Maintains a general awareness of developments within the Industrial Automation segments, to provide feedback on customer issues, competitor activities, new business opportunities, pricing trends, consolidation activities and marketing initiatives.

Process & Data – Sales Cadence, Sales Tools, & Product Training

• Adhere to a structured sales cadence using tools like Salesforce and Blue Sheets to track leads, opportunities, and sales activities.
• Regularly update Salesforce with accurate customer data, activity reports, and sales forecasts, ensuring the system reflects the most up-to-date information.
• Deliver product training to customers and internal teams, ensuring deep product knowledge is shared and well-understood to support the sales process.
• Use data and analytics to refine sales strategies and optimize performance, identifying trends and opportunities for improvement.

Results – Achieving Sales Targets, YoY Growth & Forecasting

• Meet or exceed quarterly and annual sales targets by closing new business, managing customer accounts, and identifying upselling and cross-selling opportunities.
• Achieve year-over-year growth in revenue by consistently growing both existing accounts and new business pipelines.
• Create accurate sales forecasts, regularly tracking progress against targets, and adjusting strategies as needed to stay on track.
• Work closely with sales leadership to review performance, identify gaps, and implement corrective actions to ensure targets are met.

Product, Application, and Market Knowledge

• Maintain deep knowledge of the company’s product offerings, including actuators, FRLs, and valves, and how they fit into various market applications.
• Stay informed on industry trends, competitor offerings, and market developments to ensure the company’s products remain competitive and well-positioned.
• Provide feedback from the market to the product development team to inform future product enhancements or custom solutions.

Collaboration with Cross-Functional Teams

• Collaborate with internal teams, including engineering, customer service, and application engineers, to ensure seamless project delivery and customer satisfaction.
• Engage with the business development team to uncover new markets and growth opportunities that align with the company’s strategic goals. 

Critical Competencies for Success

• Bachelor’s degree in Business, Marketing, or Engineering.
• 8+ years of experience in B2B Sales, preferably within industrial manufacturing or automation (experience with actuators, FRLs, and valves is a plus).
• Proven track record of sales success in lead generation, customer relationship management, and consistently meeting or exceeding sales targets.
• Strong understanding of sales tools, including Salesforce and Blue Sheets, for managing leads, tracking performance, and reporting.
• Excellent communication, negotiation, and presentation skills, with the ability to engage customers and influence decision-making.
• Ability to manage large sales teams and create high performance sales environments ensuring growth targets are hit. 
• Ability to understand complex technical products and applications, translating them into clear customer solutions.
• Highly motivated and results-oriented, with a focus on achieving targets and driving business growth.
• Ability to work independently and collaboratively with cross-functional teams.
• Strong organizational and time-management skills, with the ability to manage multiple customer accounts and sales processes simultaneously.
• Willingness to travel as required for client meetings, trade shows, and industry events (50% plus).  

Pay range: $125k – $140k

Within this range, individual pay is determined based on skills, experience, and qualifications relative to the job requirements. Base pay information is aligned with market location and may be subject to prevailing wage laws, if applicable.

Bonus eligibility: This position is also eligible for a variable incentive pay component, separate from base salary.

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
• Best-in-class 401K plan with zero vesting and up to 6% contribution matching
• 14-week maternity leave at full pay (Adoption benefits are equivalent)
• 4-week paternity leave at full pay (Adoption benefits are equivalent)
• Employee Resource Groups that offer community and support, like our Pride Network and Network of Women groups 
• PTO, encompassing inclusive holidays 
• Career Development opportunities (IMI’s ‘Catalyst’ Program)
• Employer contribution for Health Savings Account, and in many cases free virtual telemedicine, and teletherapy.
• Mental Health and wellness programs to support you and your family
• Full suite of voluntary benefits to tap into, including but not limited to: Critical illness insurance, hospital indemnity, legal insurance, identity theft protection, and pet insurance or home & auto insurance through our discount advantage platform
• 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.

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