Field Applications Engineer - Semiconductor & Electronics Industry

Overview

IMI plc
IMI plc is a sector focused organisation at the forefront of delivering motion and fluid control technologies that create a more sustainable world, improving the quality of life for our customers and communities and ultimately delivering our purpose of Breakthrough Engineering for a Better World.

The Automation platform leverages deep automation technology and applications expertise to improve productivity, safety and sustainability for our customers, Industrial Automation operates across many important industry sectors and is a world leader in supporting customers with motion and fluid control technology.

Our one big team work fairly and effectively but most importantly together to ensure we maintain the foundations that have enabled IMI's success through over 150 years of heritage.

Role Overview:

• The Field Applications Engineer - Semi-conductor and Electronics Industry is a sales-minded technical role for which the candidate will work closely with the Sales Director to develop and execute a business development plan to identify, evaluate, and capture new business in the Semi-Conductor and Electronics Industry Vertical Markets across the America's Region within our distribution partner network. The FAE will help customers achieve their pneumatic, fluid control, automation, and reliability goals by utilizing their technical and product knowledge to determine the best product selection and/or system solution for the application. Candidate will be a responsive resource for our distribution partners and be the go-to technical expert for new and existing opportunities. Candidate must be comfortable with team selling and be proficient at building and maintaining relationships. This role will work very closely with our Regional Sales Managers, Regional FAE's, Product Management and Design Engineering to drive profitable growth through market share acquisition.

Work Environment: Remote - 50% Travel. Prefer candidates located in the Greater Chicago area or the Midwest.

Essential Functions and Responsibilities

• Develop and demonstrate a strong working knowledge of all products, capabilities, and our customer centric value proposition for the Semi-Conductor and Electronics Industry 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 Semi-Conductor and Electronics Industry 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.

Qualifications

Education and Experience

• Commitment to personal development in technical aptitude, product knowledge, and professional selling
• Working knowledge of electric actuation, motion control, fluid power, and/or mechatronics.
• Bachelor's degree with an engineering concentration, preferably.
• 5+ years of technical and commercial sales experience or combination of the following:
• 5+ years of outside industrial sales or field application engineering experience
• 5+ years of distribution or direct accounting experience
• 5+ years of technical support & application engineering experience

Skills

• Proven track record of identification, evaluation, and commercialization of new business opportunities
• Excellent teamwork, interpersonal, communication, persuasion, influencing, analytical, planning, problem-solving skills.
• Ability to manage many projects simultaneously with good project management, organization, planning, and strong leadership skills.
• Serve as the subject matter expert on winning new business at specified customer
• Relevant Industry Knowledge, Adaptability to new technology
• Higher level of probing and listening skills / value proposition development
• Passion for growth (vs. passion for protecting business)
• Higher level of leadership skills and influencing/persuasive skills
• Higher level of being a self-starter

Competencies

• Have a solid understanding of industrial controls in more than one technical discipline such as electric actuation, pneumatics, hydraulics, electrical or fluid controls. The FAE is required to perform sizing of products and related specifications to control motion. The FAE is focused on solving a customer's technical problems in everything he or she does, with the mindset that solving these problems will lead to increase in solution sales and overall market share.
• Experience and awareness of multiple industrial manufacturing's markets, advanced applications and target accounts. This can be accumulated through direct or indirect selling to end customers. The FAE will develop commercial skills including managing special pricing, negotiations, and annual business plan execution. The FAE will develop relationships with distributors and their customers at more than one department or contact. The FAE will develop deep knowledge of our manufacturing sites, people and processes to be able to present our company to customers. The FAE will also develop knowledge about our competition and understand the differentials, their strengths, and their weaknesses.
• The FAE will develop the ability to recognize, understand & create value through differentiation between our company/products and competitor/products and the ability to present this differentiation in a compelling manner through written, verbal or graphical communication. A FAE should be able to persuade a customer by challenging the customer's thinking and current solutions.
• Excellent verbal, written and digital communication skills essential. A FAE should also be able to ask good questions and be able to conduct a basic customer needs assessment. They should also begin to demonstrate the ability to communicate to multiple levels within external customers. Meaning the ability to effectively work with the procurement department, engineering team or maintenance staff.
• Solid problem-solving abilities should be evident. A FAE should be able to assess a problem and either solve the problem or know where to go for help in solving the problem. They should be considered a resource for other to approach to answers to common problems for distribution, inside sales & outside sales, internal customer service, and external customers.
• Diligence and determination to create value by meeting the customer needs regardless of internal and external problems or obstructions. Essentially, demonstrating the Can-Do mentality in all they do. The FAE should also consistently demonstrate leadership in this category, by leading other people in the Can-Do mentality. An individual accepts accountability and realizes excuses are not acceptable.
• The ability to consistently meet deadlines and deliver accurate deliverables (reports, projects, etc.) to management, teams, customers. They should demonstrate good time management skills by using a physical or digital tool to schedule their agenda on four weeks rolling basis.
• Display willingness to learn by giving and receiving feedback and by seeking every opportunity to take the business forward. A FAE takes initiative in all aspect of their professional life by taking ownership of their success through learning new skills, setting & achieving personal goals. They should also be open to ongoing coaching, related to the selling space and markets, the products and navigating the sales cycle.

Computers and Technology

• Proficient with MS Office Suite (Word, Excel, PowerPoint & Outlook), and comfortable with using a CRM system in your day-to-day sales activities.

Certifications

• Certified Fluid Power Pneumatic Specialist

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 is an equal opportunity employer. Qualified applicants will be considered without regard to age, race, creed, color, national origin, ancestry, marital status, affectional or sexual orientation, gender identity or expression, disability, nationality, sex, or veteran status.

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