Account Manager

• Locate, define, develop, negotiate, and close new business within OEM Industrial Automation Vertical
• Understands instrumentation specifications of customers’ products that could use our “platform, off-the-shelf” products or benefit by creating more value from a Norgren custom solution
• Drive the instrumentation specifications of the selected end-user accounts
• 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 Norgren organization
• Develop a sound, strategic business case garnering internal champions to partner in driving this through our process in a collaborative, team-focused environment
• Promote the broad range of Norgren products and design capabilities to engineering, purchasing, quality, marketing and other departments within a diverse set of companies throughout the key Industrial Automation segments
• Prepare, negotiate and manage all customer pricing programs and contracts, while ensuring all IMI terms and conditions are considered and upheld in contractual negotiations
• Maintain a general awareness of developments within the Industrial Automation segments
• Keep accurate new business opportunity funnel and customer account data within the company CRM system relative to lead referral, new opportunities, account activities, quotes, forecasts and other pertinent information as required by management
• Provide timely and complete reports and other information as required by management

Key Account Manager – Gulf Region

Application Engineer

• 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.

Field Application Engineer – Strategic Markets

• Demonstrate a working knowledge of all products, capabilities, and the value proposition
• Responsible for field applications, system design, and customer product development/enhancement
• Develop and execute a territory business plan to grow both existing and targeted new customers through engineered solutions
• Develop and maintain Distribution/OEM accounts by working closely with decision-makers in Engineering, R&D, and Procurement Departments and upper management within assigned territory
• Create value with the customer using your knowledge and technical aptitude to help the customer improve their process and amplify their solution
• Become the trusted Industrial Automation advisor for customers in your territory
• Can translate customer requirements into proposals that are priced to win and provide acceptable profits to meet company guidelines
• Manage new business opportunities and document activities through the funnel process using our CRM (Pivotal/Salesforce)
• Provide timely and complete reports and other information as required by management
• Participate in technical product training at distributor, in-house, or at the end customer
• Develop proficiency in consultative and value selling techniques used by IMI and continue professional development through training, attending trade shows/seminars, reading trade publications, etc.
• Support Marketing, New Product Development, or other Division initiatives
• Manage and present complex projects throughout the sales cycle
• Make 10-15 customer visits weekly utilizing both in person and virtual selling
• Research and report on competition, competitive issues, products, and markets (Price increases, distributor line card changes, etc.)
• 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.