IMI Precision Engineering Key Account Manager - Rail Sector in Boston, Massachusetts
We are a world leader in motion and fluid control technologies. Wherever precision, speed and engineering reliability are essential, we deliver exceptional solutions which improve the productivity and efficiency of our customers' equipment.
Part of IMI plc, we have a sales and service network in 50 countries, as well as manufacturing capability in the USA, Germany, China, UK, Switzerland, Czech Republic, Mexico, Brazil and India. We support this with our global centers of technical excellence, and facilities for CFD design and R&D testing. We employ a dedicated team of field engineers, sector specialists and key account managers – all committed to providing excellent service to our customers.
This position is responsible for retaining of the existing customer base along with the development of new relationships & opportunities in the Rail Sector. This is a senior level field sales position focused on the direct channel to market. The position has significant and very broad revenue and/or geographical territory and accountability within the Rail Sector.
Essential Functions and Responsibilities
Implement defined strategies and tactics to achieve budgeted order input and revenue shipment levels as agreed upon with the Sector Head & Director of Sales.
Create and implement Key Account Management plans for the Americas within the Sector focus.
Acquire, develop and manage revenue growth for defined sales prospects and existing assigned account base.
Provide technical and applications assistance as required to assigned customer base and broader sales resources.
Prepare, recommend and negotiate pricing, terms and conditions for quotations (RFQ’s), blanket agreements and contracts for management approval.
Establish and build personal relationships within assigned customer base, channel partners, and sales representatives.
Gain preferred supplier status for our products within assigned customer base.
Demonstrate effective use of strategic selling techniques to increase account penetration and market share.
Maintain accurate and complete territory and account data with respect to the company contact management, close-loop lead referral, opportunity database and forecasting systems as required by management.
Provide timely and complete reports and other information as required by management.
Act in a positive and proactive manner, at all times, while presenting the Corporation, Division, its products and services, and policies.
Educate and act in a consist manner within the scope and principles of the ‘IMI Way’.
Travel as needed (up to 50% of total work hours)
Other duties as assigned.
Education and Experience
Bachelor's degree from four-year College or University, Engineering concentration and/or fluid power certification.
Key Account Management and or Account Development Planning track record
7+ years of field related experience and/or training in rail sector.
Computers and Technology
Proficient with MS Office Suite (Word, Excel, PowerPoint & Outlook) and ERP System is required.
Working knowledge of Customer Relationship Management (CRM) systems
This position has no supervisory responsibilities
Work Environment and Physical Demands
The work environment characteristics and physical demands described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Office environment involves frequent standing, sitting, and walking. Daily administrative tasks require frequent use of eye, hand, and finger coordination for accurate typing, paperwork, and other tasks. The noise level in the work environment is usually quiet.
Travel requirements – restricted to continental United States and defined territory. Average expected to be 50% of total work hours and employee must occasionally lift and/or move up to 50 pounds.
We are an EEO Employer.
Job ID 2019-31828
# of Openings 1
Platform IMI Precision Engineering