Role Overview
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.
You will be responsible for developing and executing the global strategy for this vertical market. Collaborating closely with internal teams, you will drive growth within the Data Centre segment, including OEMs, by building strong relationships and managing key accounts effectively. You will lead a team of Vertical Sales professionals, providing strategic direction and support to ensure the achievement of sales targets. Your proven ability to drive business expansion and cultivate strategic partnerships will be essential to navigating the complexities of the global market. This role requires a unique blend of technical HVAC expertise, deep understanding of data center operations, and proven commercial leadership. The successful candidate will shape the company's global approach to HVAC offerings for data centers, ensuring best-in-class performance, energy efficiency, and sustainability while meeting the evolving needs of hyperscale, colocation, and enterprise clients.
The position is an international role with primary focus on North America and Europe, and partial exposure to Asia and the Middle East. It can be based in either the US or Europe, ideally near one of our company premises. The role involves approximately 25% international travel, supporting collaboration across regions and markets.
Responsibilities
* Develop a vertical-specific strategy based on a deep understanding of industry needs
* Define a go-to-market approach for the Data Centre Vertical Market
* Build and strengthen relationships with top regional data centre stakeholders to assess customer needs and recommend optimal product solutions
* Drive increased market share and identify new business opportunities with global OEM and Vertical accounts
* Ensure the sales team has vertical-specific know-how and sufficient market insights to effectively manage key accounts and strengthen overall Key Account Management
* Identify profitable opportunities with existing and new customers, leveraging these to drive profitable sales growth
* Develop strategic roadmaps for key targets, collaborating closely with internal and external stakeholders to expand market share and diversify product portfolio
* Ensure accurate and timely completion of all reports, plans, forecasts, and administrative requirements, both personally and for the team
* Provide regular, relevant feedback on market conditions, competitor activities, and progress towards business objectives
* Conduct a thorough analysis of the current market position, assessing strengths, weaknesses, opportunities, and threats
* Work with the Marketing team to develop impactful marketing material, strategies, and project justifications to support sales efforts
* Work with the Category Management team to develop our unique product, solution and service offering, solving customer problems
* Actively participate in relevant exhibitions, proactively following up on commercial and customer-related issues. Act as IMI's senior representative in the vertical, promoting the brand and influencing stakeholders
* Foster a culture of continuous improvement within a change-oriented environment, Health, Safety, and Environmental Duties - At IMI, we are all personally committed to protecting our people, minimising our impact on 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 and to challenge any observed behaviours 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.
Qualifications
* BSc degree in Engineering. A BSc degree in Business Administration, Finance or equivalent is an advantage
* Minimum 5 years of experience as a Senior Sales Manager with P&L understanding, preferably in cooling solutions for Data Centres
* Proven track record of developing and executing global strategies to drive growth in key international vertical markets and through OEM partnerships
* Strong relations with key decision makers in the data centre space and understanding of data centre operations, HVAC systems, and energy efficiency standards
* Strong background in senior management within global complex organisations
* Demonstrated success in business development and/or sales and marketing, with a solid understanding of operations, engineering, distribution, and supply chain
* Highly commercial and results-oriented, with the ability to balance core processes and think creatively
* Thorough understanding and proven ability to drive revenue, margins, and operating profit to meet short-term and long-term objectives
* Proficient in operating within a global, fast-paced manufacturing/technology business, with a strategic and operational mindset
* Track record of leading significant change initiatives, delivering results, and inspiring global business development through influential capabilities
* Experienced in a data-driven environment, with proficiency in reporting and analysis on a weekly, monthly, and quarterly basis
* English is a must, and any additional language is an advantage
* Regular travel is required
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