Senior Key Account Manager

Senior Key Account Manager

IMI plc is a global specialist engineering company that creates breakthrough solutions. We are curious and like to solve problems, partnering with our customers to meet today’s demands and prepare for tomorrow’s challenges. 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.

The Key Account Manager holds a vital role in the organization; responsible for growing and developing key strategic customers by positioning IMI’s innovative solutions to allow our customers’ missions to come to life. This sales position focuses on direct OEM relationships and business development in the transportation segment. The KAM is responsible for achieving revenue and profitability goals, developing a solid opportunity pipeline, expanding the current customer base, and implementing and executing strategic business plans at executive levels within the Transportation Vertical.

Our range of cab, chassis and powertrain solutions deliver fuel efficiency, emissions reduction and faster assembly times. These products are safe, reliable and proven over millions of miles of service.

Work environment:
Remote, home‑office based. 50% travel required annually. Candidates based in the Greater Chicagoland or Greater Detroit area are preferred.

• Locate, define, develop, negotiate, and close new business within the OEM Commercial Vehicle Vertical.
• Understand instrumentation specifications of customer products that could use our platform, off‑the‑shelf products or benefit from a custom solution, and drive these specifications for selected end‑user accounts.
• Identify product development strategies with Voice of the Customer input to address key customer requirements and promote, implement, and drive well‑justified business development plans through the IMI organization.
• Develop a sound strategic business case and garner internal champions to drive initiatives in a collaborative, team‑focused environment.
• Promote the broad range of IMI products and design capabilities to engineering, purchasing, quality, marketing and other departments across key commercial vehicle segments.
• Prepare, negotiate, and manage all customer pricing programs and contracts, ensuring all IMI terms and conditions are considered and upheld.
• Maintain awareness of developments in the commercial vehicle segments, providing feedback on customer issues, competitor activities, new business opportunities, pricing trends, consolidation activities and marketing initiatives.
• Keep accurate new business opportunity funnel and customer account data within the company CRM system, including lead referrals, new opportunities, account activities, quotes, forecasts and other pertinent information.
• Provide timely and complete reports and other information as required by management.
• Perform other duties as assigned, including accepting orders, resolving customer issues, collecting on delinquent accounts, and coordinating deliveries.

• Bachelor’s degree in Engineering, Business Administration/Management, Marketing or similar required.
• 7+ years of experience selling engineered products, solutions into the US Commercial Vehicle/Transportation market.
• Experience working within the Automotive sector is highly desirable, preferably commercial vehicles.

• Technical understanding of pneumatic and electronic controls and their application within target markets and applications.
• Ability to work unsupervised for extensive periods and to work closely with key end‑users.
• Comfort communicating and building relationships with customers at senior decision‑making levels for world‑class commercial vehicle concerns.
• Ability to prepare and deliver technical and sales presentations to all audiences.
• Self‑starter who translates strategic direction into tactical action plans at designated key…