Regional Sales Manager

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 primary role of the Regional Sales Manager is to promote, grow, and support the sales and business development of IMI products in a fast paced, high growth environment with a focus on results and providing superior solutions for the customers in the assigned region. 

Work Environment: Remote 

Key Responsibilities 

• Manage sales efforts of Manufacturer Representatives and develop/maintain relationships.
• Work with Rep Companies and customers to identify and achieve closure on new opportunities by developing and articulating a strong value proposition.
• Identify and provide customized application, technical, and commercial training to all Rep Companies and customers in assigned region.
• Provide expertise in closing sales for large and complex projects in assigned region.
• Apply consultative solution selling approach to external and internal customers. Meet or exceed regional sales objectives.
• Provide solutions for issues with purchase orders before and after shipment to jobsite. Assist with technical calls and project analysis to monitor top projects in assigned region.
• Understand the Flow Design and TA markets including competitors’ product proposition, key customers, and key market trends. Regularly convey this information to senior leadership.
• Develop regional training plan that addresses upcoming projects and opportunities
• Provide commendable sales coverage and support to primary and secondary level of existing and potential customers.
• Represent IMI at industrial networking events, professional societies, exhibitions, and seminars—proactively develop and conduct presentations/seminars at such events.
• Work with management and representative network to provide accurate sales predictions for each month.
• Utilize CRM tool to capture customer data, opportunities, and results.
• Participate in the development of and adhere to all company policies and budgets.
• Develop and train representatives on IMI Flow Design products and services.
• Participate in safety programs and always display a mindset of safety first.
• Act as an active participant in our organizational lean improvement plans; work with lean leaders to define and implement best practices; maintain 5S standards.
• Perform all duties as assigned
  

Critical Competencies for Success 

• Four-year college degree or Master’s in Business Administration (MBA) from an accredited institution preferred; Engineering degree in HVAC, Mechanical, Electrical or Construction Project Management preferred.
• At least 5 years of manufacturing sales management experience is preferred.
• Knowledge of hydronic balancing valve and HVAC flow control.
• Ability to travel up to 50%.
• Demonstrated ability to develop and maintain strong relationships with manufacturer’s representatives, distributors, contractors, engineering firms and other sales prospects/customers.
• Experience in product training and presentations to customers.
• Proven, consistent experience meeting company sales quotas and objectives.
• Highly organized, internally driven, team player.
• Excellent written and verbal communication.
• Maintain a valid Driver’s License.
• Must read, speak, write, and understand English.

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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 well-being needs.  

See below for a general overview of our amazing perks and benefits:

• Best-in-class 401K plan with zero vesting and up to 6% contribution matching
• 14-week maternity leave at full pay following one year of service (Adoption benefits are equivalent)
• 4-week paternity leave at full pay following one year of service (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** 

Pay range: $130k – $150k

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.

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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