Regional Sales Manager

Overview

IMI plc

IMI plc is a sector focused organisation at the forefront of delivering motion and fluid control technologies that create a more sustainable world, improving the quality of life for our customers and communities and ultimately delivering our purpose of Breakthrough Engineering for a Better World.

The Automation platform leverages deep automation technology and applications expertise to improve productivity, safety and sustainability for our customers, Industrial Automation operates across many important industry sectors and is a world leader in supporting customers with motion and fluid control technology.

Our one big team work fairly and effectively but most importantly together to ensure we maintain the foundations that have enabled IMI's success through over 150 years of heritage.

Role Overview:

The Regional Sales Manager is responsible and accountable for all sales activities working toward the achievement of related sales budget, goals, and objectives with assigned distribution partners. The primary focus of the account development will be capturing or increasing market share, the emphases is on growth vs. maintenance. The Regional Sales Manager will continuously be reviewing the needs of their territory, supporting all designated channel partners.

Work Environment: Remote

• Central Region

Key Responsibilities:

• Implement defined strategies and tactics to achieve budgeted order input and revenue shipment.

Demonstrate a strong understanding of the key customers and how this insight is integrated into the Regional Sales Manager business plan. This will be demonstrated through creating, updating and executing quarterly business plans that demonstrate an understanding of the product, assigned Regional Sales Manager and their key accounts, as well as, documenting critical KPI's, and providing a sales bridge to ensure business plan objectives are realized.

Demonstrate a working knowledge of all products, capabilities, and the value proposition.

Develop specific business and sales plans to achieve growth objectives including recommendations for new product development and other Company services in support of said plan.

Directly accountable for new account acquisitions and revenue/market share gains with existing Channel Partners.

Deliver results by showing the ability to identify and create opportunities, as well as, set goals that deliver profitability, tackle challenges head-on, respond quickly to obstacles in order to secure a competitive advantage.

Establish and maintain meaningful relationships with the key personnel of each assigned Channel Partner. Fairly arbitrate channel conflicts within assigned channels.

Ensure all IMI Precision Engineering terms and conditions are being upheld.

Maintain a general awareness of developments within the market to provide feedback on customer issues, competitor activities, pricing trends, consolidation activities, and marketing initiatives.

Maintain accurate and complete account data within the company CRM system relative to: opportunity, forecasts, milestone dates and other information as required by management.

Provide timely and complete reports and other information as required by management.

Research and report on competition, competitive issues, products, and markets -(Price increases, distributor line card changes, etc.)

Act in a positive and proactive manner, at all times, while representing the Corporation, Division, its products and services, and policies.

Educate and act in a consistent manner within the scope and principles of the IMI Way.

The Regional Sales Manager will directly supervise 2 others within the sales team.

Travel is required. Overnight stays will be required. Position is home office based.

Other duties as assigned.

Critical Competencies for Success

• Education and Experience

• Desired Bachelor's degree with an Engineering concentration

• 5+ years of technical and/or commercial sales experience or combination of the following:

• 5+ years of Outside industrial sales experience

• 5+ years of Distribution management or engagement

• 5+ years of Technical support & application

• CFPPS to be completed within 6 months of starting with Norgren.

Skills and Competencies

• Experience and awareness of multiple industrial manufacturing's markets, advanced applications and target accounts. This can be accumulated through direct or indirect selling to end customers. 1.) The Regional Sales Manager should have solid commercial skills including managing special pricing, negotiations, and annual business plan execution. 2.) A Regional Sales Manager should deeply know their customers at more than one department or contact, 3.) A Regional Sales Manager should deeply know their products, the manufacturing sites people & processes needed to market the product throughout their territory. 4.) A Regional Sales Manager should deeply know their competition and understand the differentials, their strengths, and their weaknesses.

• Have the ability to recognize, understand & create value through differentiation between company/products and competitor/products. As well as present this differentiation in a compelling manner through written, verbal or graphical communication. A Regional Sales Manager should be able to persuade a customer by challenging the customer's thinking and current solutions.

• Demonstrate the ability to develop an internal network needed to support and grow their business. In addition, the ability to build strong relationships with customers, distributors and KAM's in order to accomplish their annual sales goals and objectives. This would include being able to efficiently work and effectively communicate with multiple departments and functional groups. 1.) A Regional Sales Manager should be able to leverage resources at different levels within the organization as needed to meet their objectives.

• Excellent verbal, written and digital communication skills essential. A Regional Sales Manager should also be able to ask good questions and be able to conduct a basic customer needs assessment. They should also begin to demonstrate the ability to communicate to multiple levels within external customers. Meaning the ability to effectively work with the procurement department, engineering team or maintenance staff.

• Solid problem-solving abilities should be evident. A Regional Sales Manager should be able to asses a problem and either solve the problem or know where to go for help in solving the problem. They should be considered a resource for other to approach to answers to common problems for distribution, inside sales & outside sales, internal customer service, and external customers, etc.).

• Diligence and determination to create value by meeting the customer needs regardless of internal and external problems or obstructions. Essentially, demonstrating the Can-Do mentality in all they do. The Regional Sales Manager should also consistently demonstrate leadership in this category, by leading other people in the Can-Do mentality. An individual accepts accountability and realizes excuses are not acceptable.

• The ability to consistently meet deadlines and deliver accurate deliverables (reports, projects, etc.) to management, teams, customers. They should demonstrate good time management skills by using a physical or digital tool to schedule their objective and agenda 4 weeks out.

• A solid understanding of industrial controls in more than one technical discipline such as pneumatics, hydraulics, electrical or fluid controls. 1) A Regional Sales Manager should be able to perform sizing of actuator or valves, as well as understand pneumatic control schematics & logic. 2) A Regional Sales Manager should be able to crossover part numbers such as actuators, valves & air-prep from a competitor and suggest improvements and options that would create more value for the customer. 3) A Regional Sales Manager should be able to create and present product training, commercial reports & business plans or present technical information to a group.

• Commercial skills should be professional in all activities. Besides, expertise in managing target account growth, selling against competition, prospecting, a Regional Sales Manager should demonstrate demand creation and true business development within new markets and accounts. 1.) An Regional Sales Manager should know their customers intimately, their customers Decision Maker Units (DMU), their specific applications and their customer's customer. 2.) They should be expected to produce a professional "Account Development Plan" and execute accordingly.

• Display willingness to learn by giving and receiving feedback and by seeking every opportunity to take the business forward. A Regional Sales Manager takes initiative in all aspect of their professional life by taking ownership of their success through learning news skills, setting & achieving personal goals. They should also be open to ongoing coaching, related to the selling space and markets, the products and navigating the sales cycle.

• Basic Channel Management leadership should be natural, while executing a mutually accepted business plan. This would include consistent joint sales calls at target accounts and prospect accounts, being able to present product solutions, solve application problems or leverage company resources as needed. 1.) A Regional Sales Manager should be able to conduct a Quarterly Business Plan (QBR) regularly as assigned by management. These skills would include more difficult conversations such as low performance, channel conflict resolution and special pricing discussions. 2.) A Regional Sales Manager should also have the skill set to find, develop and onboard new channels through training and. coaching

Computers and Technology

• Proficient with MS Office Suite (Word, Excel, PowerPoint & Outlook), and comfortable with using a CRM system in your day to day sales activities.

Certifications

• Certified Fluid Power Pneumatic Specialist

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 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

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.