About the Company
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. Industrial Automation create solutions for our customers which enable smarter, safer, more productive and sustainable factories, production lines and warehouse operations. Our pneumatic and electric motion systems help machine builders and end users around the world automate and optimise manufacturing and warehousing processes. We employ approximately 10,000 people in over 50 countries around the world, find out more about IMI plc
here
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About the Role
The Key Account Manager manages a portfolio of existing customers, identifies and develops new sales opportunities and customers mainly in the assigned area and for the assigned product range within Rail. He/she focuses on selling standard and bespoke engineered and customized solutions to primarily rail OEMs, operators and aftermarket customers.
The incumbent is responsible and accountable for all sales activities within their UK region and for the achievement of the related sales budget, profitability and growth objectives locally. This includes the accountability to provide realistic, accurate and reliable forecasts as well as reporting all customer relationship management activities on Sales Force, whilst working proactively within the sales team and the organisation across EMEA and globally.
KEY DUTIES & RESPONSIBILITIES:
* Apply strategies and action plans to achieve sales, margin targets, sales price increase and other relevant objectives for accounts within the assigned region.
* Acquire, develop, and manage revenue growth for defined sales prospects and an existing assigned account base.
* Establish and build professional relationships with existing and new customers.
* Analyse the market and benchmark to detect new business opportunities and stay competitive. Simultaneously develop and maintain comprehensive knowledge on products of the competition and competitors' activity in the marketplace.
* Share project, product and application information to all relevant Norgren sites and colleagues globally using best practice and amplification to all key strategic customer sites.
* Prepare, recommend, and negotiate pricing, terms and conditions for quotations, blanket agreements and contracts for management approval. Negotiate any specific economic conditions for each client and submit them for management approval.
* Review customers technical requirements and engage appropriate engineering and project management resources.
* Manage budget forecast requirements in an accurate and timely manner in collaboration with IMI finance, commercial and production management teams.
* Address any customer claims (customers may indiscriminately claim against the sales support, technical sales department, or both).
* Participate in product training to continuously improve skills and knowledge.
* Work in pro-active coordination with the global Rail KAM and Application Engineering teams.
EXPERTISE REQUIRED
* Relevant technical background and education. A mechanical engineering or mechatronics degree is a plus.
* At least 3-5 years of technical sales experience, preferably in the Railway market or industrial engineering selling bespoke customer solutions in fluid control applications.
* A track record of set goals and objectives in accordance with the management.
* Experience and awareness of local/regional/global market. Networking evidence in the vertical and geographical area.
* Ability to negotiate contracts at all levels.
KEY BEHAVIOURS
* Demonstrate effective use of strategic selling techniques to increase account penetration and market share.
* Strategic mindset that demonstrates understanding of global position with key account customers.
* Excellent customer focus combined with excellent communication and negotiation skills.
* Be able to build relationships with, and gain respect of, customers and other internal Norgren functions and personnel.
* Act in a positive and proactive manner, while representing the company, division, its products, services, and policies.
* Ability to differentiate between a company/products and competitor products and communicate this differentiation in a compelling manner using oral and written communication as well as various other tools.
* Results oriented, self-driven and ambitious.
* Confidence to communicate the correct technical elements of Norgren products and live the Norgren behaviours to the highest ethical standards.
* Team Player.
* Capability to grow in a competitive environment.
MINIMUM QUALIFICATIONS:
* Educated to degree standard or equivalent, with automation and / or pneumatic experience.
* Professional Marketing or business qualification would be advantageous.
* Proven track record of success in similar role/environment.
HEALTH & SAFETY:
Health, Safety and Environmental Duties – All employees have the duty to ensure the health, safety and welfare of themselves, others, and the environment.
CODE OF ETHICS:
IMI Precision Engineering requires the highest standard of ethics in all business dealings, with customers, suppliers, advisors, employees, and the authorities. In accordance with the IMI Way: Our Code of Responsible Business.
Equal Opportunity Statement
IMI is an equal opportunity employer. Qualified applicants will be considered without regard to age, race, creed, colour, national origin, ancestry, marital status, affectional or sexual orientation, gender identity or expression, disability, nationality, sex, or veteran status.