Account Manager

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.
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 Account Manager is responsible for developing and maintaining customer relationships within the assigned geographical area (Mid-NL) and business unit (Residential Buildings). The focus is on driving profitable growth through trainings, sales support, specification consulting, project guidance, and positioning IMI Climate Control as the preferred supplier among HVAC stakeholders.
The Account Manager acts as the face of IMI Climate Control, combining technical product knowledge with strong presentation and advisory skills to consultatively advise and persuade clients to purchase.
Work Environment  Work is primarily conducted from home or at customer locations, with a minimum of one day per week at the IMI Climate Control office.

Key Responsibilities   Develop and maintain strong customer relationships to drive revenue growth, increase market share, and position IMI Climate Control as the preferred supplier
Generate market demand and maintain a healthy project pipeline by identifying customer needs and aligning them with IMI HVAC solutions
Conduct regular customer visits (minimum 350 annually) and deliver tailored training sessions and high-quality presentations
Guide projects at installer sites and support customers with technical expertise throughout the project lifecycle
Negotiate and formalise commercial agreements in collaboration with the Sales Manager, ensuring alignment with company goals
Analyse and report commercial performance, providing accurate sales insights and forecasts to the Sales Manager
Support marketing initiatives and business unit projects, and represent the company at trade fairs, exhibitions, and networking events
Utilise CRM tools effectively to record customer interactions, stay informed on HVAC industry developments, and ensure data-driven decision-making
Qualifications   Proven experience in the HVAC industry or a similar technical field sales position
Technical-commercial education at MBO+/HBO level (secondary vocational/university of applied sciences), or at least 5+ years of relevant experience
Demonstrated experience with project-based sales and delivering presentations/training
Strong communication skills in Dutch and English
Customer-oriented, self-reliant, and result-driven, proactive in maintaining relationships and developing new business
Possession of a valid driver’s license (B)
Competencies   Advanced verbal and written communication skills, with the ability to convey ideas clearly and persuasively to both internal and external stakeholders
Ability to connect technical solutions with market needs and present them effectively to diverse audiences
Skilled in delivering tailored training sessions and product presentations to various target groups
Results-driven with a strong sales orientation and proven ability to negotiate and close commercial…