Business Development Manager - Strategic Markets

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: Business Development Manager - Strategic Markets

This is a sales-minded technical role for which the candidate will work closely with the Sales Director to develop and execute a business development plan to identify, evaluate, and capture new business in Strategic Vertical Markets across the America’s Region within our distribution partner network. Examples of the markets include Material Handling, Energy, Semi-Conductor and Electronics. The BDM is accountable for all sales activities working toward the achievement of related sales budget, goals, and objectives. Candidates must be comfortable with cold calling, lead generation, team selling and be proficient at building and maintaining relationships. This role will work very closely with our Regional Sales Managers, Regional FAE’s, Product Management and Design Engineering to drive profitable growth through market share acquisition. This is a key role in the amplification of growth hub innovation, effectively scaling new product development across the Americas.  

Work Environment:  Remote position with 50% travel across the US.  Need to be near a major airport.

Responsibilities:

• Develop and demonstrate a strong working knowledge of all products, capabilities, and our customer centric value proposition for the Strategic Vertical Markets across the America’s Region within our distribution partner network.
• Responsible for developing applications with our distributor partners and leading all technical steps of our sales process, from design concept to successfully winning new business. 
• Develop and execute a business development plan to grow both existing and targeted new customers through engineered solutions.
• Develop and maintain customer relationships by working closely with decision-makers in engineering, R&D, and procurement departments using the Miller Heiman strategic selling methodology in conjunction with our distributor partners.
• Create value by using your knowledge and technical aptitude to help the customer improve their equipment and machine design through differentiated control products and systems.
• Become the trusted Strategic Vertical Markets leader by learning then leading product training for our distributor partners, at customer sites and trade shows.
• Manage new business opportunities and document activities through the funnel process using Salesforce CRM. Provide timely and complete reports and other information as required by management.
• Develop content for webinars, white papers and other marketing related activities.
• Support new product development and growth hub strategies.
• Manage and present complex projects throughout the sales cycle
• Educate and act in a consistent manner within the scope and principles of the IMI Way.
• Travel is required (up to 50%). Overnight stays will be required. Position is home office based.
• Be a champion of time management and control your calendar
• Be held accountable, but not micro-managed.

Qualifications: 

• Commitment to personal development in technical aptitude, product knowledge, and professional selling
• Working knowledge of electric actuation, motion control, fluid power, and/or mechatronics.
• Bachelor’s degree with an engineering concentration, preferably.
• 5+ years of technical and commercial sales experience or combination of the following:
• 5+ years of outside industrial sales or field application engineering experience
• 5+ years of distribution or direct accounting experience
• 5+ years of technical support & application engineering experience

Skills: 

• Proven track record of identification, evaluation, and commercialization of new business opportunities
• Excellent teamwork, interpersonal, communication, persuasion, influencing, analytical, planning, problem-solving skills.
• Ability to manage many projects simultaneously with good project management, organization, planning, and strong leadership skills.
• Serve as the subject matter expert on winning new business at specified customer
• Relevant Industry Knowledge, Adaptability to new technology
• Higher level of probing and listening skills / value proposition development
• Passion for growth (vs. passion for protecting business)
• Higher level of leadership skills and influencing/persuasive skills
• Higher level of being a self-starter

Pay range: $130k - $145k

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.