IMI plc

At IMI, we’re not just creating solutions; we’re building careers. So, unlock your potential: do work that matters, grow with us, and be part of a team shaping tomorrow.

Here, you can make a real difference – solving complex engineering challenges that make industries smarter, safer and more sustainable. From the energy that powers homes to the systems that keep the world moving, you’ll help create solutions the world depends on. 
But it’s not just about the work – it’s about how you grow. We encourage curiosity, make learning part of everyday life, and give you real opportunities to build new skills and move your career forward.

We believe in nurturing your wellbeing, too, with strong benefits and flexible policies that help you succeed. At IMI, you’ll find a supportive, collaborative and inclusive environment where you can truly thrive.

Role Overview:

This position is a critical driver of strategic growth for the company, with a focus on Material Handling Systems.

The Business Development Manager will own the sales budget, goals, and objectives throughout the IA Americas region, within this market. Market development will include identifying, visiting, developing key relationships, and closing key sales opportunities while educating IMI direct sales and distribution on opportunities for amplification. The Business Development Manager will have an intimate understanding of customer requirements, develop and refine a robust go to market strategy, and effectively collaborate internally to maximize sales revenue and profitability for IMI.

Location: Remote – Chicagoland area preferred. Ability to travel 50%.

Responsibilities: 

• Manage and deliver the sales budget, measured by orders, for Material Handling systems. 
• Implement and refine strategies and tactics to achieve budgeted orders and revenue shipments.
• Lead the evaluation and pursuit of new market segments through research, outreach, and strategic targeting of customers for existing material handling systems, products, and services. 
• Be self-directed and proactively identify and engage prospective customers where no relationship exists, securing meetings to develop opportunities that support the sales budget. 
• ·Demonstrate a strong understanding of key customers; insight is fundamental to achieving the sales budget. 
• Use Salesforce, combined with market intelligence and customer insight, to track lead generation, manage opportunity pipelines, schedule sales visits/coverage, and analyze performance metrics.
• Develop and communicate a robust target customer list to drive new account acquisition.
• Create, update, and execute quarterly business plans for said customer list that reflect an understanding of the product, key market trends, competitive benchmarks, and opportunity progression via Salesforce.
• Maintain accurate and complete account data within Salesforce, including opportunities, forecasts, milestone dates, and other information as required by management.
• Demonstrate in-depth knowledge of Material Handling Systems, including IMI Bahr (Electric Motion) products, and articulate the value proposition versus key competitors.
• Drive customer intimacy to identify opportunities for new product development.
• Be directly accountable for new account acquisitions and revenue/market share growth with existing Channel Partners and Key Strategic Accounts.
• Deliver results by identifying and creating opportunities, setting goals that drive profitability, tackling challenges head-on, and responding quickly to obstacles to secure a competitive advantage.
• Successfully promote IMI Material Handling capabilities and solutions throughout the American market, supported by sales and marketing teams.
• Leverage and amplify global successes with the Material Handling and IMI Bahr product portfolio.
• Provide timely and complete reports and other information as required by management.
• Research and report on competition, competitive issues, products, and markets (e.g., price increases, distributor line card changes).
• Educate and act consistently within the scope and principles of the IMI Way.
• Travel is required; overnight stays will be necessary. Position is home-office based.
• Perform other duties as assigned.

Critical Competencies for Success:

• Bachelor’s degree in engineering, business management or related field preferred.
• Commercial and/or technical expertise with electric linear motion products
• Minimum of 5 years of experience in material handling systems/technical sales, systems integration, or business development within industrial automation or related sectors.
• Demonstrated experience in identifying and converting new business opportunities, including cold outreach and lead generation.
• Strong technical problem-solving skills with the ability to understand complex customer requirements and propose integrated solutions.
• Proven ability to collaborate across functions, influence decision-makers, and drive alignment in a matrixed organization.
• Effective verbal and written communication skills, including the ability to deliver technical presentations to diverse audiences.
• Proficiency in Salesforce or similar CRM platforms to manage pipelines, customer interactions, and performance metrics.
• High degree of initiative, professionalism, and business/financial acumen.
• Proficient with MS Office Suite (Word, Excel, PowerPoint & Outlook), and comfortable with using a CRM system (Salesforce) in your day-to-day sales activities.

Pay range: $110k - $130k

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.

By submitting your application, you consent to the processing of your personal data in line with IMI’s policies. For information about how IMI processes candidates’ data, please see the Candidate Privacy Notice at www.imiplc.com/candidate-privacy-notice, available in multiple local languages.

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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