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.

Transport Sector

Transport is part of the Life Technology platform that focusses on technologies that enhance everyday life. In our sector we specialise in OEM engineered solutions that reduce emissions and improve efficiency, safety and comfort in commercial vehicles, helping create a healthier and safer environment for all of us.

Role Overview

The Key Account Manager (KAM) will manage a portfolio of existing customers and develop new sales opportunities with customers in the Commercial Vehicle sector. The person will focus on selling to strategic OEM customers. The incumbent is responsible and accountable for the achievement of the related sales budget and objectives.

Key Responsibilities

• Define and implement strategies and action plans to achieve sales, margin targets and other relevant objectives.
• Acquire, develop and manage revenue growth for defined sales prospects and an existing assigned account base.
• Visit clients in the assigned area and fill in the corresponding visit report, establishing and building professional relationships with all customers.
• Develop and maintain comprehensive knowledge of competitor products and activity in the marketplace.
• Prepare, recommend and negotiate pricing, terms and conditions for quotations, blanket agreements and contracts for management approval.
• Prepare commercial offers for, and interface with customers and, when necessary, include discounts, payments and shipping conditions.
• Provide technical and applications assistance to the assigned customer base.
• Maintain an accurate and complete territory and account database on the CRM, sales project status and other forecasting systems.Provide timely and complete monthly reports and other information as required by management.
• National and international travel outside of the set territory may be required.

Critical Competencies for success

• Demonstrable experience of success in a sales role within the Automotive/Commercial Vehicles sector together with practical experience of working within large/complex organisations and demonstrable professional selling and negotiating techniques in those areas.
• Self-sufficient and motivated with the ability to make things happen with pace and energy.
• A track record in winning business from new customers.
• Demonstrable capacity to learn and understand technical products and potential applications.
• Excellent and proven interpersonal and influencing skills at a senior level in a multinational organisation.
• Resilience and the ability to demonstrate a solution-focussed approach to barriers and obstacles to progress.
• Languages: English is essential

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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