Business Development Manager

IMI plc

IMI plc is at the forefront of delivering motion and fluid control technologies that create a more sustainable world, improving the quality of life for our customers and communities and ultimately delivering our purpose of Breakthrough Engineering for a Better World.

Comprising of three specialist divisions: IMIPrecision Engineering, IMI Critical Engineering, andIMI Hydronic Engineering, each is focused on collaborating with our customers to develop innovative solutions that solve their challenges and push the boundaries in our industry. Our one big team work fairly and effectively but most importantly together to ensure we maintain the foundations that have enabled IMI’s success through its 150-year heritage.

Role Overview

• As a Business Development Manager you will be leading account prospecting for key target OEMs in defined geographic areas, market segments, and applications in alignment with vertical and business unit strategy. The Business Development Manager (BDM) will be responsible for translating strategic direction from the business unit on growth objectives into tangible action plans and visible results. The BDM will be our leading effort to penetrate and grow in key geographic areas, market segments, and applications as defined by the business unit strategy.
• A typical week in a BDM role may include meeting on site with prospective clients to discuss projects, pain points, and understanding where IMI can add value. The BDM will have a keen sense for market dynamics, staying abreast of industry news and updates from attending trade shows, current news and relevant publications, and learning from prospective clients about the needs of the broader market. As a BDM you will spend much of your time researching, identifying, and engaging with Director/VP/C-suite contacts at strategic OEM’s, developing relationships and identifying opportunities for IMI to add value to their business via our products and services; leveraging available technology and CRM products to be efficient and effective at engaging with key target prospects. A successful BDM will be an extremely adept at networking, identifying pain points, and communicating value. The BDM will have support from our regional teams, technical sales teams, R&D, and engineering, but will be responsible for managing the engagement and dialogue with prospects and converting opportunities into new business and profitable

Key Responsibilities

• Build a solid prospecting plan and pipeline with an intimate understanding of customer experience and market dynamics within Process Control.
• Qualify and win new business opportunities through the Sales Qualification Process to ensure we work on the right project’s and delivering above market revenue growth by amplifying and leveraging existing the customer base as well as acquiring new customers.
• Take responsibility for delivering profitable new customer sales and product sales aligned with budget and 5-year commercial strategy.
• Cooperate closely with the BDM sales management team of Process Control and work closely with Sales, Technical sales, Engineering, Marketing, Customer Support and PFOEM organization.
• Allocate your resources where profitable growth potential is significant and relevant and assist in developing ‘market driven value pricing’ and assessing competitive landscape globally.
• Assist with developing and managing sales and revenue forecasts. (Monthly & Annual)
• Develop business cases for new product development and technology roadmap (TRM) with Tech Sales and local Sites.
• Proactively support GKAMs and KAMs on major accounts and identified opportunities.
• Work closely with GKAM’s and KAMs for account transitions and involvement after initial business is won, where leveraging the skillset of the GKAM/KAM team will help to drive long term value and shift focus of the BDM back to new customer acquisition.
• Support PFOEM management on specific growth projects and M&A targets.

Critical Competencies for Success

• Passion for continuous learning and development.
• Excellent and proven interpersonal skills at a senior level in a multinational organization.
• Intellectual strength and a high level of drive and personal commitment.
• Working well under pressure and engaging at all levels of the organization both internally and externally.
• Well-developed leadership and management skills with excellent influencing capabilities
• Ability to make and accept challenge positively and debate confidently
• Credible with peers and able to demonstrate value selling
• Strong ability to demonstrate strategic thinking and problem solving.
• Able to work across the organization globally and with cultural sensitivity.
• Good business acumen, ability to interpret financial data and make well informed sound business decisions.
• Determined to overcome unexpected obstacles to get to the right solution.
• Deliver on promises, do what he/she says they will do, when they say they will do it.
• High degree of integrity; always prepared to do the right thing.
• Proven understanding and competency of products related to precision fluidics products & target OEM applications. Demonstrated ability to qualify projects and sell engineered products and solutions in an OEM sales cycle.
• Experience in B2B project-based sales of technical products to key OEMs.
• Proven commercial and strategic acumen with track record of developing and implementing sales strategies that had proven impact on new business results.
• Capable of developing and executing mid- to long-term (3-5 years) growth plans that position the business for sustainable mid-long-term growth and superior customer experience.
• Knowledge of products and services related to fluid/process control (valves, pumps, mass spec products or similar) is valuable.
• Passion for sales, customer satisfaction and entrepreneurial, playing to win mindset.
• Travel requirements – average expected to be minimum 50% of total work hours.
• Engineering degree and Business Development management experience; relevant industry experience and knowledge of the Process Control market.
• Fluent in English; additional language skills will be advantageous.

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 a choice for all your health and well-being 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
• Full suite of voluntary benefits to tap into, including but not limited to: Pet insurance, critical illness insurance, concierge services, legal insurance, commuter benefits (if applicable), and home & auto insurance.
• Employer contribution for Health Savings Account, and in many cases free virtual telemedicine, and teletherapy.
• Best-in-class 401K plan with zero vesting and up to 6% contribution matching.
• Mental Health and wellness programs to support you and your family.
• 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.

**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:

Employees are responsible for the Health, Safety, and Welfare of themselves, the environment, and other people. All employees must comply with HSE training and instructions, help to maintain a safe & clean working environment, and use any Personal Protective Equipment provided by the Company.

Employees must report any accidents, incidents, and near misses to management. Additionally, employees are expected to notify management of any dangerous or potentially dangerous situations or practices.

Additional information can be found on the IMI Global Intranet under Health & Safety.

inside HR.

Code of Ethics:

Norgren 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:

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

Norgren 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.