Senior Sales Manager - Northeast

IMI plc, the specialist engineering company, designs, manufactures and services highly engineered products that control the precise movement of fluids. Its innovative technologies, built around valves and actuators, enable vital processes to operate safely, cleanly, efficiently and cost effectively. The Group works with industrial customers across a range of high growth sectors, including energy, transportation, and infrastructure, all of which are benefiting from the impact of long-term global trends including climate change, urbanization, resource scarcity and an ageing population. IMI employs some 11,000 people, has manufacturing facilities in more than 20 countries and operates a global service network. IMI currently operates across three globally recognized Divisions: IMI, Precision Engineering and Hydronic Engineering.

IMI has long been recognized as a world-leader in the provision of flow control solutions. Our products allow vital industries to operate safely, cleanly, reliably and efficiently, so that they can provide us with the energy, resources and materials that underpin modern lives. IMI's family of specialist companies design, manufacture and service bespoke valves and actuators that precisely control the flow of steam, gas and liquids under extremes of pressure and temperature, as well as intensely abrasive or corrosive operating conditions. Our valves can be found in a myriad of industrial plants and processes around the world, enabling the production of oil and gas, power, petrochemicals, metals, pharmaceuticals, cosmetics, food and beverages, water and sanitation, pulp and paper, ethanol and sugar. Our products are also widely deployed on ships and submarines. Our engineering expertise means that we can make hazardous processes safer, cleaner and greener. By helping clients reduce emissions, improve safety, and make processes more efficient, we have a direct and positive impact on the world. That is why we describe our purpose as 'breakthrough engineering for a better world'.

The Senior Sales Manager - Northeast, United States territory is a top performing sales leader responsible for enabling high performing Sales teams and executing growth strategy.


Responsibilities


• Develop and execute Aftermarket growth plan and sales strategy for western territory to delight our customers that ensures attainment of company sales goals and profitability.


• Direct Sales Organization to execute the Preventive Maintenance plan and plant walkdowns to support customers in managing severe service assets for their turnarounds, including recommended spare parts, upgrades of competitor assets, and service/repair of severe service assets.


• Ensure discipline in maintaining all customer-related activities in Salesforce. Use data from Salesforce to direct sales team focus for improvement and delighting customers.


• Exceed monthly and yearly targets for the territory. Lead regional sales forecasting in anticipation of meeting / exceeding booking and revenue objectives.


• Manage, coach, and mentor team of sales professionals with emphasis on personal development, change management, and growth mindset.


• New account development: build sales pipeline and grow existing accounts & new accounts.


• Establish and build Corporate client relationships.


• Manage channel partner relationships and develop agent partners to succeed in delighting customers.


• Identify new agent partners in strategic locations.


Qualifications and Required Skills:


• Bachelor's Degree in engineering is preferred.


• 10+ years of selling engineering solutions customers within Power /Oil & Gas and other related industries in the Northeast territory of the Unites states and Canada.


• Familiarity with Miller Heiman methodology


• Sales ERP is a must; Salesforce is a plus


• Management experience in sales handling a team of sales professionals.


• Proven track record of growth mindset, managing a team and delivering growth year over year.


• Ability to travel at least 60% of the time.


Physical Demands:


Physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.


While performing the duties of this job, the employee is regularly required to sit; use hands to finger, handle, or feel; and talk or hear. The employee is occasionally required to stand and walk.


Specific vision abilities required by this job include close vision, and ability to adjust focus.

Work Environment:


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).

IMI IMI Americas provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, or local laws.


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