Regional Sales Manager - Central Territory

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. We employ approximately 10,000 people in over 50 countries around the world.

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, managing the field application engineer and the distribution support specialist, in supporting all designated channel partners. 

Work Location: Remote – Central Region based candidates (Houston/Dallas, TX or St Louis, MO area preferred)  Territory includes TX, OK, NM, CO, KS, ND,SD, NE, MN, IA and MO.

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.)
• Supervise and manage the regions field application engineer and a distributor support specialist.
• Educate and act in a consistent manner within the scope and principles of the IMI Way.
• Travel is required. Overnight stays will be required. Position is home office based.
• Other duties as assigned.

 
Critical Competencies for Success
Education and Experience 

• Bachelor’s degree in engineering, business management or related field preferred.
• 3+ years of technical and/or commercial sales experience or combination of the following:
• 3+ years of outside industrial sales experience
• 3+ years of distribution management or engagement
• 3+ years of inside sales or technical support & application
• Previous management experience preferred
• International Fluid Power Society Certification, preferred

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 (Salesforce preferred). 

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.
• 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.

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