Key Account Manager

IMI plc

At IMI, we're not just creating solutions; we're building careers. So, unlock your potential: do work that matters, grow with us, and be part of a team shaping tomorrow.

Here, you can make a real difference - solving complex engineering challenges that make industries smarter, safer and more sustainable. From the energy that powers homes to the systems that keep the world moving, you'll help create solutions the world depends on.

But it's not just about the work - it's about how you grow. We encourage curiosity, make learning part of everyday life, and give you real opportunities to build new skills and move your career forward.

We believe in nurturing your wellbeing, too, with strong benefits and flexible policies that help you succeed. At IMI, you'll find a supportive, collaborative and inclusive environment where you can truly thrive.

The Key Account Manager position holds a vital role in the organization responsible for growing and developing key strategic customers by positioning Norgren's innovative solutions to allow our customers' mission of improving and saving lives possible. This sales position is focused on direct OEM relationships and business development in the automotive, food & beverage, packaging and material handling segments. The Key Account Manager is responsible for achieving revenue and profitability goals, developing a solid opportunity pipeline, expanding current customer base, implementing and executing strategic business plans at executive levels within the Industrial Automation Vertical.

Work Environment:
This is a remote role covering the Central Region (preferred locations include Chicago, Minneapolis, Detroit or Indianapolis. Ability to travel 50%+

Pay range: $120k - $135k

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 sales incentive pay component, separate from base salary.

Key Responsibilities

* The primary responsibility of this role will be to locate, define, develop, negotiate, and close new business within OEM Industrial Automation Vertical.

* Understands instrumentation specifications of customers' products that could use our "platform, off-the-shelf" products or benefit by creating more value from a Norgren custom solution. Drive the instrumentation specifications of the selected end-user accounts.

* Identify product development strategies with "Voice of the Customer" input to address the requirements and needs of these key customers to promote, implement and drive these well-justified business development plans through the Norgren organization.

* Understanding the customer's needs, the KAM develops a sound, strategic business case garnering internal champions to partner in driving this through our process in a collaborative, team-focused environment.

* Promotes the broad range of Norgren products and design capabilities to engineering, purchasing, quality, marketing and other departments within a diverse set of companies throughout the key Industrial Automation segments.

* Prepares, negotiates and manages all customer pricing programs and contracts, while ensuring all IMI terms and conditions are considered and upheld in contractual negotiations.

* Maintains a general awareness of developments within the Industrial Automation segments, to provide feedback on customer issues, competitor activities, new business opportunities, pricing trends, consolidation activities and marketing initiatives.

* Keeps accurate new business opportunity funnel and customer account data within the company CRM system relative to lead referral, new opportunities, account activities, quotes, forecasts and other pertinent information as required by management.

* Provide timely and complete reports and other information as required by management.

* Other duties as assigned including but not limited to accepting orders, aid in helping resolve customer issues, collecting on delinquent accounts, coordinating deliveries.

Critical Competencies for Success

* Bachelor's degree in Business, Marketing, or Engineering.

* 8+ years of experience in B2B Sales, preferably within industrial manufacturing or automation (experience with actuators, FRLs, and valves is a plus).

* Proven track record of sales success in lead generation, customer relationship management, and consistently meeting or exceeding sales targets.

* Strong understanding of sales tools, including Salesforce and Blue Sheets, for managing leads, tracking performance, and reporting.

* Excellent communication, negotiation, and presentation skills, with the ability to engage customers and influence decision-making.

* Ability to manage large sales teams and create high performance sales environments ensuring growth targets are hit.

* Ability to understand complex technical products and applications,…