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. Weembrace 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, andTransport.
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
We are seeking a highly motivated and technically proficient Sales & Business Development Specialist to join our dynamic sales team. The ideal candidate will have a strong background in data center infrastructure, specifically related to heating and cooling systems, and will be responsible for driving sales, providing technical expertise, and fostering relationships with clients in the data center sector.
Key Responsibilities
Sales & Business Development
* Develop and implement strategic business development plans to drive sales expansion and synergies across various countries in Europe/Middle East/APAC.
* Identify and pursue new business opportunities in the data centre industry focusing on heating and cooling solutions as well as strategic partnerships including customer sharing
* Develop and execute sales and new product development strategies to achieve revenue targets and expand market share.
* Conduct market research to understand industry trends, customer needs, and competitive landscape.
Technical Expertise
* Provide in-depth knowledge of heating and cooling systems
* Collaborate with clients to analyse their specific data centre needs and recommend appropriate solutions.
* Prepare and deliver technical presentations and product demonstrations to prospective customers.
* Work with Product Category Management optimising on our offering and solutions.
Relationship Management
* Build and maintain strong relationships with clients, facility managers, engineers, and other stakeholders within data centres.
* Serve as the point of contact for technical inquiries and support during the sales process.
* Build and maintain strong relationships with the Sales and Category Management teams internally.
* Collaborate closely with local Country Sales, key account and direct sales teams to ensure a unified approach to market penetration and customer engagement as well as aligning business development activities with our overall strategic goals.
Collaborative Work
* Work closely with the Product Category and engineering team to ensure customer requirements are translated into accurate specifications and proposals.
* Coordinate with marketing to create sales collateral and promotional materials that accurately reflect product capabilities.
* Coordinate with Sales on developing and capturing on the sales pipeline.
Project Management
* Assist in the development of project proposals, including cost estimations and timeline assessments.
* Provide ongoing support throughout the project life cycle to ensure successful implementation and customer satisfaction.
Critical Competencies for Success
* Bachelor’s degree in Mechanical Engineering, Electrical Engineering, or a related field.
* Substantial experience in sales engineering or technical sales within the heating and cooling sector, preferably in data centers.
* Strong understanding of data center operations, HVAC systems, and energy efficiency standards.
* Strong relations with with key decision makers in the data centre space.
* Proven track record of meeting or exceeding sales targets.
* Exceptional communication, presentation, and negotiation skills.
* Ability to work independently and as part of a team in a fast-paced environment.
* Proficiency in CRM software and Microsoft Office Suite.
* Certification in HVAC, LEED, or other relevant industry certifications preferred.
* Familiarity with design software such as AutoCAD or Revit.
* Knowledge of energy management and sustainability practices in data centers.
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