IMI plc

IMI plc is 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.

Comprising of three specialist divisions: IMI Precision Engineering, IMI Critical Engineering, and IMI Hydronic Engineering, each is focused on collaborating with our customers to develop innovative solutions that solve their challenges and push the boundaries in our industry. 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 its 150-year heritage.

Norgren is part of global engineering organization IMI plc, positioned within the Precision Engineering Division.

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 to come to life.

This sales position is focused on direct OEM relationships and business development in the transportation segment. 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 Transportation Vertical.

Our range of cab, chassis and powertrain solutions deliver fuel efficiency, emissions reduction and faster assembly times. Acknowledged for their safe and reliable operation, our products are proven over millions of miles of reliable service.

Work Location & Schedule: Remote, home-office based. 50% travel required on an annual basis. A candidate based in the Greater Chicagoland area is preferred.

Work Location: Remote

Key Responsibilities

• The primary responsibility of this role will be to locate, define, develop, negotiate, and close new business within OEM Commercial Vehicle Vertical.
• Understands instrumentation specifications of customers’ products that could use our “platform, off-the-shelf” products or benefit by creating more value from a Norgren custom solution. Drive the instrumentation specifications of the selected end-user accounts.
• Identify product development strategies with “Voice f 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 Norgren organization.
• Understanding the customer’s needs, the KAM develops a sound, strategic business case garnering internal champions to partner in driving this through our process in a collaborative, team-focused environment.
• Promotes the broad range of Norgren products and design capabilities to engineering, purchasing, quality, marketing and other departments within a diverse set of companies throughout the key Commercial Vehicle segments.
• Prepares, negotiates and manages all customer pricing programs and contracts, while ensuring all IMI terms and conditions are considered and upheld in contractual negotiations.
• Maintains a general awareness of developments within the Commercial Vehicle segments, to provide feedback on customer issues, competitor activities, new business opportunities, pricing trends, consolidation activities and marketing initiatives.
• Keeps accurate new business opportunity funnel and customer account data within the company CRM system relative to lead referral, new opportunities, account activities, quotes, forecasts and other pertinent information as required by management.
• Provide timely and complete reports and other information as required by management.
• Other duties as assigned including but not limited to accepting orders, aid in helping resolve customer issues, collecting on delinquent accounts, coordinating deliveries.

Critical Competencies for Success

• Bachelor’s degree in Engineering, Business Administration/Management, Marketing or similar required.
• 7+ years of experience in selling engineered products, solutions into the US Commercial Vehicle/Transportation market
• Demonstrate a technical understanding of pneumatic and electronic controls along with their application within our target market and applications.
• Ability to work unsupervised for extensive periods and will have experience of working closely with key end-users.
• Experience and comfort in communicating and building working relationships with customers at the senior decision-making level for world class Commercial Vehicle concerns.
• Experience and comfort in preparing and delivering technical and sales presentations to all audiences.
• Must be a self-starter who is able to translate strategic direction into their own tactical action plan at their designated key accounts.
• Demonstrated track record of sales performance.
• Ability to hunt, position and close large, complex sales opportunities
• Proficient with MS Office Suite (Word, Excel, PowerPoint & Outlook)
• Working knowledge of Customer Relationship Management (CRM) systems
• Valid Driver’s License

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
• Full suite of voluntary benefits to tap into, including but not limited to: Pet insurance, critical illness insurance, concierge services, legal insurance, commuter benefits (if applicable), and home & auto insurance.
• Employer contribution for Health Savings Account, and in many cases free virtual telemedicine, and teletherapy.
• Best-in-class 401K plan with zero vesting and up to 6% contribution matching.
• Mental Health and wellness programs to support you and your family.
• 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.