Area Sales Manager, Petrochemical

Overview

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.

Our partnership approach breaks through problems and reduces complexity. We don't invent in isolation - we collaborate with our customers. We listen closely and we think differently, creating space for diverse minds to innovate. We are working together to make businesses safer, more sustainable and more productive. We employ approximately 10,000 people in over 50 countries around the world.

Role Overview:

The Area Sales Manager, Petrochemical conducts all required customer facing activities personally or in conjunction with Business Partners (Agents) to maximize sales results of following products and related engineering services for all IMI Critical portfolio:

• Control valves, both for conventional and severe service applications with particular focus on the latter
• Choke valves
• Desuperheaters and steam conditioning stations
• Actuators and related components
• HIPPS systems
• Isolation valves (butterfly, ball)
• Pressure relief valves
• New Portfolio Selling: Orton, STI (actuation), PSV - B&R, Remosa, Nuclear, etc.

Target markets are:

• Large scale power generation by means of fossil fuels, combined cycle, biomass, solar (excluding photovoltaic).
• Oil & gas upstream, midstream, and downstream (refineries and all petrochemical industries)
• Pulp and paper and sugar mills, and any other industrial process involving steam generation and control
• Water treatment, desalination plants
• Minerals extraction and treatment

Target customers are:

• Companies operating as engineering, procurement, and construction (EPC's), integrators or any other company sourcing directly or indirectly the relevant equipment for the conception of new plants or the expansion or modification of existing plants in the mentioned markets.
• Original equipment manufacturers (OEM's) of major components like turbines, compressors, boilers, and any other equipment where the mentioned products and services are required.
• End users, licensors and operators and any other company owning or operating any of the plants mentioned above.

Account Management:

• Visit Customers regularly to strengthen relationship with existing contacts and expand to new ones.
• Educate key decision makers to turn them into business advocates supporting preference for IMI Critical Engineering
• Understand and communicate customer's structure, needs, priorities, budgeting, buying process and behaviors through continuously driving deeper and wider into their organizations.
• Develop new accounts (prospects).
• Conducts personally and / or coordinate with IMI technical experts' presentations and sales seminars.
• Ensures IMI Critical Engineering presence in Customers' vendor lists
• Organize and conduct Customer events
• Influence Customer technical specifications and evaluation criteria in favor of IMI Critical Engineering products and Services.
• Make regular calls at end user plants & corporate offices and meet with operations, maintenance, engineering, and purchasing personnel to promote inspection and maintenance programs as well as promote IMI Critical Engineering products to replace competitor installations.
• Must be able to develop and implement strategic sales plan to close orders and meet and/or exceed annual sales goals, for the region of responsibility.
• Must provide input and be able to direct factory sales engineers in preparation of proposals, including input on strategy.
• Must be able to build strong relationships with existing IMI Critical Engineering customers and develop new customers, not currently using ICE products.
• Identify and track all significant outage/turnaround activity and arrange support activities.
• Must utilize IMI Critical Engineering software for routine sales activities and outage management / territory development
• Conduct Severe Service Valve Training Seminars promoting IMI Critical Engineering products, product training, and preventative maintenance training programs to end users.
• Must prepare and review region sales activities and marketing plans with co-workers and supervisors monthly, including creating accurate itineraries for each week.
• Develop and implement strategies for increasing IMI Critical Engineering customer base within the region of responsibility.
• Develop and maintain a thorough knowledge of the company's engineered product design, functions, applications, and specifications.
• Review IMI Critical Engineering 's installed base and identify fewer active accounts as well as new accounts.
• Develop and implement strategies for improving level of Aftermarket sales to these accounts.
• Ability to provide technical and marketing support to other ICE sales personnel and sales representatives if applicable. Represent company at trade association meetings to promote products and services. (i.e. ISA Local Meetings).
• Track budget to keep expenses within guidelines.
• Travel required: 85% visit customer.

Opportunity Management:

• Ensure IMI Critical Engineering presence in project vendor list
• Creates and seeks actively opportunities,
• Qualifies RFQ's and sets priorities.
• Understand needs, decision drivers, constraints, and opportunities.
• Identifies key contacts and their role in the decision process with all potential customer organizations involved
• Develop, implement, and communicate clear plan to close orders at maximum possible price.
• Supports with information and direction Inside Sales Engineers in the preparation of proposals
• Exchange information and coordinates action plan with other Area Managers that cover other organizations involved in the decision process but might be outside of area of competence (End Users, FEED Engineering, consultants etc.)
• Review proposals prior to sending to customers and suggests modifications as needed
• Understands CCI position against competitors, their strengths, and weaknesses and how to beat them.
• Identifies and clearly communicates parameters to win (scope, price, delivery, terms, and conditions etc.)
• Develops contingency plans as needed to proactively address and anticipate issues.
• Supports order handover to operations providing information about pre-order information and commitments
• Facilitates communication and represents voice of the Customer also after order placement.
• Supports cash collection activity

Forecast Management:

• Provide input on yearly forecast.
• Manages monthly forecast for their area, ensures that it is achieved timely, identifies risks, and establishes mitigation plan
• Communicates variations timely and implements mitigation plan
• Market Management
• Monitor closely competition activity and development and suggests action plan accordingly
• Represent company at trade association meetings to promote products and services (for example ISA Local Meetings).
• Understand and communicate requirements, opportunities and risks related to local industry norms and rules
• Represents CCI at trade association meetings to promote products and services.
• Supports CCI marketing and sales events, promotions, and campaigns in the territory

Reporting:

• Punctually report sales activity for projects on CRM project tracking software (Sales Force):
• Expanding contacts within an account / site
• Finding contacts at corporate to help push projects and opportunities
• Create value by offering solutions to problems they have
• Identify competitor assets and performance
• Promote innovations we are driving - Retrofit3D, Rotary DRAG, Engineering services, Erosolve, Metamorphic trim...etc. Any growth initiative.
• Manage all the severe service assets at the site - PMP plan for our asset, upgrades of competitor assets and Repair & service of all critical service valves in the plant
• All contacts and calls made should be in Salesforce
• Contributes to monthly report with info from their area
• Reports itinerary in CRM
• Provides detailed analysis of status and strategy for major opportunities
• Cost Control:
• Minimizes cost of travelling by choosing reasonable fares and booking flights timely.
• Adheres to Company meals and entertainment policy
• Provide monthly expense reports timely

Personal Skills:

• Be Self-motivated and able to work independently in identifying opportunities, developing strategies, building relationships, and closing orders.
• Willing and able to create and building new relationships.
• Structured and focused on closing orders timely.
• Strong communication skills in both verbal and written form.
• High moral and ethical standards.
• Flexible in shifting priorities and resources to meet objectives.
• Supportive in implementing new processes and procedures.
• Committed to personal and professional growth environment.
• Highly energetic self-starter with a strong sense of urgency, initiative, and ownership in creatively solving customers' problems - drives to fully understand market dynamics, industry trends, and the competitive landscape.
• Proactively innovates and implements creative solutions to challenges

Knowledge:

Required:

• Proven Customers portfolio with End Users, EPC's and OEMs in energy and petrochemical markets
• Knowledge of combined heat and power & combined cycle power plant processes.
• Understanding of processes of oil and gas production, transportation refinery and petrochemical plants.
• Experienced in handling complex and high value opportunities.
• Ability to make informative and persuasive presentations to technical customers
• Computer literate (MS Word, Excel, PowerPoint, Outlook).

Preferred:

• Knowledge of control valve sizing.
• Knowledge of principles and theories of mechanical engineering and fluid dynamics.
• Knowledge of industry specifications and norms
• Experienced in power and oil and gas markets
• Knowledge of CRM tools (Salesforce.com)
• Proficient level written and spoken English (intermediate level to speak).
• Ability to present at executive level

Education and Experience

Required:

• High school diploma required (in university recognized school).
• 5 years of experience in a related field or similar role

Preferred:

• Bachelor's or master's degree in engineering related field
• 10+ years of experience in the markets, preferably with the same product line.

What IMI Can Offer You

At IMI, one of our top priorities is to create an inclusive culture of health. We strive to remove barriers to care (whether that be physical or financial) and in doing so, we offer choice for all your health and wellbeing needs.

See below for a general overview of our amazing perks and 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**

Health & Safety

The physical demands described within the Key Duties & Responsibilities section of this job description are required to perform the essential functions of this position. Reasonable accommodations may be made for individuals with disabilities. Please contact your local HR representative to discuss the specific Work Conditions and Physical Requirements of this role.

Health, Safety, and Environmental Duties - At IMI we are all personally committed to protecting our people, minimizing our impact to the environment, the communities we operate in and our company. All members of our workforce have the duty to ensure the health, safety and welfare of themselves, others, and the environment. Every employee is expected to follow all HSE operating procedures, also to challenge any observed behaviors or unsafe acts.

Code of Ethics

IMI requires the highest standard of ethics in all business dealings, particularly with customers, suppliers, advisors, employees, and the authorities. In accordance with the IMI Way: Our Code of Responsible Business.

Changes to This Job Description

IMI may amend this job description in whole or part at any time.

IMI Critical Engineering Americas provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, or local laws.