Head of Sales Norway

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 Head of Sales Norway is responsible for leading and developing the Norwegian market, customers, and sales organization. The role holder is responsible for developing a strategy for the Norwegian market to drive high customer satisfaction, develop attractive market segments, and deliver long-term profitable growth in alignment with IMI Climate Control's strategic objectives. 

The role combines commercial leadership, customer relationship management, business development, and team development to strengthen IMI Climate Control's market position across Norway. 

Leading a team of sales professionals, the Head of Sales Norway will develop and execute sales strategies, expand relationships with wholesalers, installers, consultants, BMS partners, OEMs, and key end customers, and identify new opportunities within the HVAC and hydronic systems market. The successful candidate will play a critical role in delivering sustainable growth while fostering a high-performance and customer-focused culture. 

Work Environment:

Hybrid, including office presence, customer visits across Norway, and remote working. 

Key Responsibilities 

Commercial Strategy & Growth 

• Develop and execute the Norwegian commercial strategy aligned with regional and global objectives. 

• Deliver sustainable revenue growth, market share expansion, and profitability improvements. 

• Identify new market opportunities, customer segments, and growth initiatives. 

• Drive value-based selling, strategic pricing, and commercial excellence. 

• Monitor market trends and adapt commercial priorities as needed. 

People Leadership 

• Lead, coach, and develop a high-performing sales team. 

• Foster a culture of collaboration, accountability, inclusion, and continuous learning. 

• Support talent development through coaching, development planning, and succession planning. 

• Build organisational capabilities that support long-term business success. 

Customer & Channel Management 

• Develop strong relationships with distributors, installers, consultants, contractors, developers, OEMs, BMS partners, and other key stakeholders across Norway. 

• Support strategic account growth and complex customer engagements. 

• Strengthen customer satisfaction and long-term partnerships. 

• Position IMI Climate Control's solutions to meet customer needs for energy efficiency and performance. 

Market & Business Development 

• Expand IMI Climate Control's presence within Commercial Buildings, Residential Buildings, and Data Centers. 

• Identify new applications, emerging opportunities, and evolving customer requirements. 

• Monitor competitive activity, regulatory developments, and industry trends. 

• Support successful launches of new products and solutions. 

Business Performance & Operations 

• Manage sales planning, forecasting, budgeting, and performance tracking. 

• Use Salesforce CRM and business intelligence tools to support data-driven decision-making. 

• Drive pipeline discipline, forecasting accuracy, and KPI achievement. 

• Provide regular commercial updates and business reviews to leadership. 

Cross-Functional Collaboration 

• Partner with Sales, Marketing, Product Management, Operations, and Supply Chain teams to deliver business objectives. 

• Support strategic initiatives, product launches, and continuous improvement activities. 

• Share customer and market insights to inform business and product strategy. 

• Promote IMI's values, ethical standards, and customer-focused culture. 

Critical Competencies for Success 

• Bachelor's degree in Engineering, Business, or a related field, or equivalent professional experience. 

• Demonstrated experience in technical B2B sales and commercial leadership. 

• Proven track record of driving business growth and developing successful teams. 

• Knowledge of HVAC, hydronics, building automation, fluid control technologies, or related industries. 

• Experience working with distribution channels, consultants, contractors, installers, and specification-driven sales environments. 

• Strong commercial acumen, strategic thinking, and customer focus. 

• Experience operating effectively within a global or matrix organization. 

• Fluent in Norwegian and English. 

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.  

 
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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