Key Account Manager

IMI Plc - Legacy Precision•University Park, IL

12d•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. The Key Account Manager position holds a vital role in the organization responsible for growing and developing key strategic customers by positioning Norgren’s innovative solutions to allow our customers’ mission of improving and saving lives possible. This sales position is focused on direct OEM relationships and business development in the automotive, food & beverage, packaging and material handling segments. The Key Account Manager is responsible for achieving revenue and profitability goals, developing a solid opportunity pipeline, expanding current customer base, implementing and executing strategic business plans at executive levels within the Industrial Automation Vertical.

Requirements

Bachelor’s degree in Business, Marketing, or Engineering.
8+ years of experience in B2B Sales, preferably within industrial manufacturing or automation (experience with actuators, FRLs, and valves is a plus).
Proven track record of sales success in lead generation, customer relationship management, and consistently meeting or exceeding sales targets.
Strong understanding of sales tools, including Salesforce and Blue Sheets, for managing leads, tracking performance, and reporting.
Excellent communication, negotiation, and presentation skills, with the ability to engage customers and influence decision-making.
Ability to manage large sales teams and create high performance sales environments ensuring growth targets are hit.
Ability to understand complex technical products and applications, translating them into clear customer solutions.
Highly motivated and results-oriented, with a focus on achieving targets and driving business growth.
Ability to work independently and collaboratively with cross-functional teams.
Strong organizational and time-management skills, with the ability to manage multiple customer accounts and sales processes simultaneously.
Willingness to travel as required for client meetings, trade shows, and industry events (50% plus).

Responsibilities

Locate, define, develop, negotiate, and close new business within the OEM Industrial Automation Vertical.
Effectively manage and collaborate with Sales Development Representative to identify key targets and lead prospecting efforts within region to ensure a robust sales pipeline.
Qualify and prioritize new prospects based on their fit with the company’s products, ensuring a steady flow of potential sales opportunities.
Identify product development strategies with “Voice of the Customer” input to address the requirements and needs of these key customers to promote, implement and drive these well-justified business development plans through the IMI Industrial Automation organization.
Develop and maintain strong, long-term relationships with key customers, acting as their trusted advisor and primary point of contact.
Collaborate closely with customers to understand their needs, provide tailored solutions, and uncover upsell or cross-sell opportunities.
Manage and grow existing customer accounts, ensuring customer satisfaction and retention through exceptional service and follow-up.
Negotiate and close sales contracts while ensuring customer requirements are met and delivered to satisfaction.
Respond to customer inquiries promptly, addressing any concerns and working to resolve issues to strengthen relationships.
Maintains a general awareness of developments within the Industrial Automation segments, to provide feedback on customer issues, competitor activities, new business opportunities, pricing trends, consolidation activities and marketing initiatives.
Adhere to a structured sales cadence using tools like Salesforce and Blue Sheets to track leads, opportunities, and sales activities.
Regularly update Salesforce with accurate customer data, activity reports, and sales forecasts, ensuring the system reflects the most up-to-date information.
Deliver product training to customers and internal teams, ensuring deep product knowledge is shared and well-understood to support the sales process.
Use data and analytics to refine sales strategies and optimize performance, identifying trends and opportunities for improvement.
Meet or exceed quarterly and annual sales targets by closing new business, managing customer accounts, and identifying upselling and cross-selling opportunities.
Achieve year-over-year growth in revenue by consistently growing both existing accounts and new business pipelines.
Create accurate sales forecasts, regularly tracking progress against targets, and adjusting strategies as needed to stay on track.
Work closely with sales leadership to review performance, identify gaps, and implement corrective actions to ensure targets are met.
Maintain deep knowledge of the company’s product offerings, including actuators, FRLs, and valves, and how they fit into various market applications.
Stay informed on industry trends, competitor offerings, and market developments to ensure the company’s products remain competitive and well-positioned.
Provide feedback from the market to the product development team to inform future product enhancements or custom solutions.
Collaborate with internal teams, including engineering, customer service, and application engineers, to ensure seamless project delivery and customer satisfaction.
Engage with the business development team to uncover new markets and growth opportunities that align with the company’s strategic goals.

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%