IMI plc
We are a global specialist engineering company that creates breakthrough solutions. We are curious and like to solve problems, partnering with our customers to solve the demands of today and prepare for the challenges of tomorrow. We embrace innovation and care about outcomes that are good for business, everyday life and making a better world – creating lasting impact for everyone.

We design, build and service highly engineered products in fluid and motion control applications. We focus on five market sectors: Industrial Automation, Process Automation, Climate Control, Life Science and Fluid Control, and Transport.

Instrumentation
Instrumentation goes to market with IMI’s range of high integrity instrumentation products for offshore oil and gas platforms, refineries and chemical plants. Our precision components are at the heart of the energy and chemical industry’s most marvellous machines – with market leading fluid control products tackling the most extreme operating conditions and engineering challenges on the planet.

At the heart of our offering are Actuators, Positioners Final Control elements like solenoid valves, air preparation equipment, pneumatic and hydraulic pressure switches, I/P and E/P convertors, redundant valve manifold systems (RVM) and cutting edge Industrial IoT monitoring solutions. 

Please be aware this role can be remote from anywhwere in Benelux

Role Overview

The Distribution Sales Manager will be responsible for implementing the EMEA distribution strategy and delivering above market growth. This will be achieved by assessing the existing partners, developing improvement plans as well as identifying and on-boarding new partners who will grow IMI market share. 
This is a key role requiring significant experience of managing and growing distribution revenue, through a structured process, ensuring significant growth for all parties. The incumbent will be required to work with the outside sales team to develop their regions to ensure IMI has complete market coverage, while developing a robust opportunity pipeline and driving new growth hub products.
 

Key Responsibilities

• Define and implement strategies and action plans to achieve sales, margin targets and other relevant objectives in line with forecast.
• Acquire, develop and manage revenue growth for defined sales prospects and an existing assigned account base.
• Visit clients in the assigned area and fill in the corresponding visit report, establishing and building professional relationships with all customers.  Build account development plans when relevant. 
• Lead the development of Key Distributors/Partners focussing on accelerated and sustainable growth. 
• Develop a new Distribution Network. 
• Prepare, recommend and negotiate pricing, terms and conditions for quotations, blanket agreements and contracts for management approval.  Negotiate any specific economic conditions for each client and submit them for management approval. 
• Maximise Digital capability. 
• Work with Growth Hub Teams to develop new products and solutions. 
• Maintain an accurate and complete territory and account database on the CRM, sales project status and other forecasting systems.  Provide timely and complete monthly reports and other information as required by management. 
• Address any customer claims (customers may indiscriminately claim against the sales support, technical sales department, or both). 
• Participate in training to continuously improve skills and knowledge. 
• National and international travel outside of the set territory may be required. 
• Perform other such duties commensurate with the nature and level of the post as may be reasonably required.

Critical Competencies for Success

• Educated to degree level or equivalent qualification or experience.
• Significant demonstrable distribution management experience in large complex organisations.
• Technical outside sales and management experience with products and markets similar to those of IMI Process Automation.
• Demonstrable broad based technical and business knowledge of products and applications in the Instrumentation market.
• Understanding and exposure to Operations, Engineering, Logistics and Supply Chain.
• Influencing skills that are effective at all levels of management, internally and externally, in order to harness the matrix organisation across various IMI businesses.
• Highly commercial and results driven with skills in managing both core process and bringing a creative and innovative approach.
• Tenacious and driven to seek out new business to meet and exceed targets.
• Resilience and in possession of a ‘can-do’ mentality with the ability to demonstrate a solution-focussed approach to barriers and obstacles to progress.
• Excellent personal presence and impact. 
• Ability to make a positive first impression and in possession of first class networking skills.
• Ability to work as part of a team and willing to support colleagues where appropriate.
• Excellent Microsoft Office literacy, specifically in PowerPoint, Outlook, Word and Excel. 
• Ability to read, write and speak English and speak Dutch fluently. 

Desirable Competencies for Success

• Ability to read, write and speak European Languages.
   

IMI is an inclusive employer; diversity is very important to us, and we want to receive applications from people from all backgrounds