Channel Sales Manager - Northeast

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.

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 : The Channel Sales Manager position sells services and products using technical, organizational and customer knowledge to influence customers and assist them in applying the products/services to their needs, resulting in revenue generation. In addition, the position provides input and participates in the marketing, market planning and technical development of products and services.

Work Environment : Northeast Territory ( OH, MI, IN, KY, WV, PA, MD, DE, NJ, NY and New England. Eastern Canada) , Remote, 75% travel 

Key Responsibilities :

• Develops and increases sales revenue to meet assigned targets.


• Actively pursue sales opportunities via telephone and face-to-face sales presentations for new and existing customers.


• Remains informed of new products, services, and other information of interest to customers.


• Actively pursues growth hub opportunities. 


• Works with existing customers to identify and fulfill additional sales opportunities.


• Keeps informed of market trends and competitive activity and makes strategic adjustments to ensure long term market footprint and growth.


• Timely response to customers regarding contracts, issues, or problems with product.


• Responsible for forecasting (monthly, quarterly, yearly, LTF).

Critical Competencies for Success :

Initiative – Volunteers readily; Undertakes self-development activities; Seeks increased responsibilities; Takes independent actions and calculated risks; Looks for and takes advantage of opportunities; Asks for and offers help when needed.

Cost Consciousness – Works within approved budget; Develops and implements cost saving measures; Contributes to profits and revenue; Conserves organizational resources.

Professionalism – Approaches others in a tactful manner; Reacts well under pressure; Treats others with respect and consideration regardless of their status or position; Accepts responsibility for own actions; Follows through on commitments.

Business Acumen – Understands business implications of decisions; Displays orientation to profitability; Demonstrates knowledge of market and competition; Aligns work with strategic goals.

Strategic Thinking – Develops strategies to achieve organizational goals; Understands organization’s strengths & weaknesses; Analyzes market and competition; Identifies external threats and opportunities; Adapts strategy to changing conditions.

QUALIFICATIONS AND REQUIRED SKILLS:

• Bachelor’s degree plus five years of sales experience with proven record of revenue growth, or equivalent combination of education and experience.


• Sales experience in valve services preferred, but not required. Equivalent sales experience in similar industries is acceptable.


• Ability to read, analyze and interpret general business periodicals, professional journals, technical procedures, or government regulations. Ability to write reports, business correspondence and procedure manuals. Ability to effectively present information and respond to questions from top management, clients, and potential customers.


• Ability to calculate figures and amounts such as discounts, interest, commissions, and percentages.


• Ability to define problems, collect data, establish facts, and draw valid conclusions. Ability to interpret an extensive variety of instructions and deal with several abstract and concrete variables.


• Proficient in Microsoft Office programs (Word, Excel & PowerPoint), as well as Outlook.


• Proficient in Sales Software/CRM(SFDC) tools. 

PHYSICAL DEMANDS:

• Remote work environment with travel over 75%.


• Ability to drive long hours in car.


• Occasionally required to walk.


• Continually required to sit.


• Continually required to use hands and fingers.


• Continually required to talk or hear.

WORK ENVIRONMENT:

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

The noise level in the work environment is usually moderate (office/cubicle environment with computers, fax machines and printers operating) to loud (manufacturing environment with large machinery operating).

Frequent visits to customer sites and power plants is expected. 

Pay range : $120,000 - $140,000

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 incentive pay component, separate from base salary.

What IMI Can Offer You

At IMI, one of our top priorities is to create an inclusive culture of health. We strive to remove barriers to care (whether that be physical or financial) and in doing so, we offer choice for all your health and wellbeing needs. 

See below for a general overview of our amazing perks and benefits:

• Multiple health plans to choose from: HMO, PPO, and High Deductible Health Plans with a low-cost share


• Best-in-class 401K plan with zero vesting and up to 6% contribution matching


• 14-week maternity leave at full pay (Adoption benefits are equivalent)


• 4-week paternity leave at full pay (Adoption benefits are equivalent)


• Employee Resource Groups that offer community and support, like our Pride Network and Network of Women groups 


• PTO, encompassing inclusive holidays 


• Career Development opportunities (IMI’s ‘Catalyst’ Program)


• Employer contribution for Health Savings Account, and in many cases free virtual telemedicine, and teletherapy.


• Mental Health and wellness programs to support you and your family


• Full suite of voluntary benefits to tap into, including but not limited to: Critical illness insurance, hospital indemnity, legal insurance, identity theft protection, and pet insurance or home & auto insurance through our discount advantage platform


• Short & long-term disability as well as basic life insurance at 2x your basic salary at no cost to the employee


• Free financial advisors, webinars, and classes through Charles Schwab


• Annual Employee Stock Purchase Plan with option to purchase IMI shares at a reduced employee only price - no opportunity to lose, only to profit or refund your investment 100%

**Benefits plans change year over year, but we have guiding principles in place to ensure our employees have the tools and resources available to stay connected and up to date**

Health & Safety

The physical demands described within the Key Duties & Responsibilities section of this job description are required to perform the essential functions of this position. Reasonable accommodations may be made for individuals with disabilities. Please contact your local HR representative to discuss the specific Work Conditions and Physical Requirements of this role.

Health, Safety, and Environmental Duties – At IMI we are all personally committed to protecting our people, minimizing our impact to 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, also to challenge any observed behaviors 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.

Changes to This Job Description

IMI may amend this job description in whole or part at any time.

IMI is an equal opportunity employer. Qualified applicants will be considered without regard to age, race, creed, color, national origin, ancestry, marital status, affectional or sexual orientation, gender identity or expression, disability, nationality, sex, or veteran status.

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