Field Application Engineer - Strategic Markets

IMI•University Park, IL

8h•Remote

About The Position

At IMI, we’re not just creating solutions; we’re building careers. So, unlock your potential: do work that matters, grow with us, and be part of a team shaping tomorrow. Here, you can make a real difference – solving complex engineering challenges that make industries smarter, safer and more sustainable. From the energy that powers homes to the systems that keep the world moving, you’ll help create solutions the world depends on. But it’s not just about the work – it’s about how you grow. We encourage curiosity, make learning part of everyday life, and give you real opportunities to build new skills and move your career forward. We believe in nurturing your wellbeing, too, with strong benefits and flexible policies that help you succeed. At IMI, you’ll find a supportive, collaborative and inclusive environment where you can truly thrive. Role Overview: The Field Application Engineer - Strategic Markets is a sales-minded technical role for which the candidate will work closely with the Sales Director and Regional Sales Manager to develop and execute a business development plan to identify, evaluate, and capture new business in Strategic Vertical Markets across the America’s Region within our distribution partner network. Examples of the markets include Material Handling, Energy, Semi-Conductor and Electronics. A key aspect of this role will be to amplify our Growth Hub products to drive scale across the Americas region. The FAE will help customers, distributors and our regional sales teams achieve their pneumatic, fluid control, automation, and reliability goals by utilizing their strategic market technical and IMI product knowledge to create compelling end customer proposals. Candidate will be a responsive resource for our distribution partners and be the go-to vertical market expert for new and existing opportunities. Candidate must be comfortable with team selling and be proficient at building and maintaining relationships. This role will work very closely with our Business Development Managers, Regional Sales Managers, Regional FAE’s, Product Management and Design Engineering to drive profitable growth through market share acquisition. Responsibilities Develop and demonstrate a strong working knowledge of all products, capabilities, and our customer centric value proposition for the Strategic Vertical Markets across the America’s Region within our distribution partner network. Responsible for developing applications with our distributor partners and leading all technical steps of our sales process, from design concept to successfully winning new business. Develop and execute a business development plan to grow both existing and targeted new customers through engineered solutions. Develop and maintain customer relationships by working closely with decision-makers in engineering, R&D, and procurement departments using the Miller Heiman strategic selling methodology in conjunction with our distributor partners. Create value by using your knowledge and technical aptitude to help the customer improve their equipment and machine design through differentiated control products and systems. Become the trusted Strategic Vertical Markets leader by learning then leading product training for our distributor partners, at customer sites and trade shows. Manage new business opportunities and document activities through the funnel process using Salesforce CRM. Provide timely and complete reports and other information as required by management. Develop content for webinars, white papers and other marketing related activities. Support new product development and growth hub strategies. Manage and present complex projects throughout the sales cycle Educate and act in a consistent manner within the scope and principles of the IMI Way. Travel is required (up to 50%). Overnight stays will be required. Position is home office based. Be a champion of time management and control your calendar Be held accountable, but not micro-managed.

Requirements

Commitment to personal development in technical aptitude, product knowledge, and professional selling
Working knowledge of electric actuation, motion control, fluid power, and/or mechatronics.
Bachelor’s degree with an engineering concentration, preferably.
5+ years of technical and commercial sales experience or combination of the following:
5+ years of outside industrial sales or field application engineering experience
5+ years of distribution or direct accounting experience
5+ years of technical support & application engineering experience
Proven track record of identification, evaluation, and commercialization of new business opportunities
Excellent teamwork, interpersonal, communication, persuasion, influencing, analytical, planning, problem-solving skills.
Ability to manage many projects simultaneously with good project management, organization, planning, and strong leadership skills.
Serve as the subject matter expert on winning new business at specified customer
Relevant Industry Knowledge, Adaptability to new technology
Higher level of probing and listening skills / value proposition development
Passion for growth (vs. passion for protecting business)
Higher level of leadership skills and influencing/persuasive skills
Higher level of being a self-starter

Responsibilities

Develop and demonstrate a strong working knowledge of all products, capabilities, and our customer centric value proposition for the Strategic Vertical Markets across the America’s Region within our distribution partner network.
Responsible for developing applications with our distributor partners and leading all technical steps of our sales process, from design concept to successfully winning new business.
Develop and execute a business development plan to grow both existing and targeted new customers through engineered solutions.
Develop and maintain customer relationships by working closely with decision-makers in engineering, R&D, and procurement departments using the Miller Heiman strategic selling methodology in conjunction with our distributor partners.
Create value by using your knowledge and technical aptitude to help the customer improve their equipment and machine design through differentiated control products and systems.
Become the trusted Strategic Vertical Markets leader by learning then leading product training for our distributor partners, at customer sites and trade shows.
Manage new business opportunities and document activities through the funnel process using Salesforce CRM.
Provide timely and complete reports and other information as required by management.
Develop content for webinars, white papers and other marketing related activities.
Support new product development and growth hub strategies.
Manage and present complex projects throughout the sales cycle
Educate and act in a consistent manner within the scope and principles of the IMI Way.
Travel is required (up to 50%). Overnight stays will be required. Position is home office based.
Be a champion of time management and control your calendar
Be held accountable, but not micro-managed.

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 following one year of service (Adoption benefits are equivalent)
4-week paternity leave at full pay following one year of service (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