Business Development Manager

IMI plc
IMI plc is a sector focused organisation 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.

We help OEMs across life science and fluid control industries improve the performance of their devices, enabling better scientific research, faster diagnosis of diseases, better medical treatments, and more efficient machines, dramatically improving life for everyone.

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 over 150 years of heritage.

Role Overview:

As a Business Development Manager you will be leading account prospecting for key target original equipment manufacturers (OEMs) in the Americas region (primarily U.S. and Canada), for defined market segments, and applications in alignment with the Fluid Control sector.

The Fluid Control sector focuses on delivering cutting-edge solutions for applications demanding meticulous control of fluids and gases, catering to diverse industries such as food and beverage, agriculture, industrial processes, semiconductor manufacturing, and more.

The BDM's core product group centers around a diverse range of precision-engineered components, prominently featuring solenoid valves, media-separated valves, proportional valves, fluid control valves, and bespoke solutions tailored to meet unique client requirements.

A successful BDM will be 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 and profitable business.

Key Responsibilities:

• Build a solid prospecting plan and pipeline with an intimate understanding of customer experience and market dynamics within assigned area
• Qualify and win new business opportunities through the Sales Qualification Process, utilizing our CRM application.
• Take responsibility for delivering profitable new customer sales and product sales aligned with budget and 5-year commercial strategy.
• Lead the identification and pursuit of business opportunities related to bespoke custom applications, working closely with clients to understand their unique needs and challenges.
• Collaborate with cross-functional teams to develop tailored solutions that align with clients' objectives, leveraging in-depth knowledge of custom application development and industry best practices.
• 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
• Work closely with internal Key Account Managers for account transitions and involvement after initial business is won
• Support management on specific growth projects and M&A targets.

Critical Competencies for Success

• Travel requirements – average expected to be minimum 50% annually.
• Engineering or Business Degree required
• Passion for sales, customer satisfaction and entrepreneurial, playing to win mindset.
• Experience in B2B project-based sales of technical products to key OEMs within the fluid control market
• 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 the fluid control market (core product portfolio being: solenoid valves, media separated valves, proportional valves, fluid control valves, and other custom solutions) is valuable.
• High degree of integrity; always prepared to do the right thing.

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.
• 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.
• 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.