Digital Sales Manager

Work type Full Time Reference ICE-691818 Location Houston, Texas, United States

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 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.

Instrumentation goes to market with IMI's range of high integrity instrumentation products for offshore oil and gas platforms, refineries and chemical plants. Our precision components are at the heart of the energy and chemical industry's most marvellous machines - with market leading fluid control & monitoring products tackling the most extreme operating conditions and engineering challenges on the planet. At the heart of our offering are Actuators, Positioners Final Control elements and a growing range of monitoring products from TWTG.

TWTG are a leader in Industrial IoT product & sensor specialising in wireless sensors tailored for the Industrial market, designed to improve site safety and intelligence. Our team, composed of motivated individuals, works collaboratively each day to continually expand our product portfolio. At our headquarter in Rotterdam, engineers and business developers share insights during joint lunches, fostering innovation and teamwork.

Our goal is to scale and establish a strong global presence. To achieve this, we are looking for specialists who can contribute their perspectives and expertise to our vision.

Role Overview:

The DSM will be responsible for strategically handling key accounts for asset monitoring solutions, working with local sales to drive revenue and ensure IMI becomes market leader within this segment.

The DSM will also be accountable for driving local key account sales and growth.

The DSM will be focused on spotting, creating and accelerating the growth of IMI's digital solutions, creating opportunities for solutions sales across the wider IMI portfolio.

The DSM will take responsibility for developing sustainable customer relationships ensuring specification on future project and aftermarket activities.

The DSM will look to exceed sales targets while maximizing profitable growth for IMI.

Key Responsibilities:

Lead the development of Strategic Accounts for digital solutions focussing on accelerated and sustainable growth:

• Develop customer strategies for global customers to address pain points, create closer relationships, develop regional propositions and maintain the overall approach and overview for these customers.
• Proactively work with Key End Users to drive product applications, using support from local KAM and in combination with IMI Digital Product Champions to tactically execute the business.
• Gain detailed understanding on upcoming projects, drive project specifications and support Global Project Pursuit with our global sales team to ensure IMI have complete coverage throughout the project cycle.
• Work on aftermarket opportunities, whether replacing competitor products or finding new solutions to solve customers' key concerns.
• Successfully develop new opportunities, by opening doors for cross and up sell IMI products and to create new engagements and relationships for existing IMI products / portfolio.
• Create detailed account and action plans, enabling further understanding of year plan for major accounts and drive the plan's execution.

Achieve sales target in line with forecast:

• Provide forecasting, drive bookings and margins in line with IMI Forecasts.
• Collaborate with other team members (European and Global KAMs, Commercial, Engineering, Operational, Finance and leadership team) to achieve agreed goals.
• Propel the sales process for key projects and deliverables, establish a good understanding of account opportunities over time.
• Support the development of new markets and applications:
• Help key account customers, by understanding their needs and actively engage with key decision makers and influencers to influence their perception of IMI digital solutions.
• Support the development of sales to customers in adjacent markets, working with the wider IMI team to discover new growth areas for the key customers either through current product range or supporting growth hub teams to rapidly develop new solutions.
• Make IMI the supplier of choice for digital sensors solutions and create flagship opportunities in the regions along with local demo rooms.
• Partner with the Marketing Manager and provide input from success stories to ensure clear and concise marketing activities are completed to support sales growth with key customers and provide opportunities to attract new key customers.
• Use specific channels such as digital channels, customers labs and technical days to generate leads, RFQ's and ultimately revenue in line with the 3-year plan.

Expand our footprint of products with the existing customer base:

• Guide and coach local KAMs/Customer Services supporting on day-to-day activity.
• Have a clear technical understanding of IMI asset monitoring products and how they can interact with wider IMI applications.
• Work with Product Champions to develop go to market plans for new product introductions.
• Create new key account customers within the region to replicate the successes.
• Gain a detailed understanding of competitors, their product offering and technology employed in these target areas.
• Successfully win new packages of work that have traditionally been won by IMI competitors.

Work with Growth Hub Teams to develop new products and solutions:

• Feedback key customer insights to the Growth Hub community along with competitor activity.
• Engage and support Growth Hub projects that relate to key customers ensuring customer interactions is fully supported.
• Drive sales growth in relation to new product development for IMI Instrumentation.
• Forecast and report in line with requirements:
• Ensure the relevant day-to-day sales reporting is completed accurately and in a timely manner including: Visit report, Activity tracker, Forecast reports, Project tracking.

Critical Competencies for Success:

• Educated to degree level or equivalent qualification or experience.
• Demonstrable commercial understanding of the IIOT market, customers, and dynamics influencing customer buying behaviour.
• Demonstrable passion for excellence in customer service with the ability to build outstanding relationships with, and gain respect of, external and internal customers.
• Demonstrable experience of nurturing and developing customer relationships, including contract negotiations and pricing discussions.
• Influencing skills that are effective at all levels of management, internally and externally, in order to harness the matrix organisation across various IMI businesses.
• Ability to work comfortably with colleagues and management at all levels of external organisations and internationally to maximise sales potential.
• Demonstrable search optimisation and digital tools skills with a thorough knowledge of marketing techniques.
• Ability to drive change and improvement, from concept to completion.
• Excellent communication skills, both written and verbal with the ability to produce presentations and business proposals.
• Excellent understanding of the Company's products, services and its associated markets.
• Excellent interpersonal skills with the ability to build relationships and gain respect of internal and external customers.
• Demonstrable positive attitude and ability to work calmly under pressure.
• Flexible with the ability to work to deadlines and the determination to see a job through to a satisfactory conclusion.
• Highly IT literate, specifically in PowerPoint, Outlook, Word, Project and Excel.
• Excellent organisational and planning skills.
• Strong team player with the ability to influence others.
• Demonstrable desire to succeed.

Pay range: $120,000 - $140,000

Within this range, individual pay is determined based on skills, experience, and qualifications relative to the job requirements. Base pay information is aligned with market location and may be subject to prevailing wage laws, if applicable.

Bonus eligibility: This position is also eligible for a variable incentive pay component, separate from base salary.

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 (Adoption benefits are equivalent)
• 4-week paternity leave at full pay (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.