Key Account Manager

5 months ago

Rowville, Australia IMI Precision Engineering Full time

**IMI plc**

IMI plc is a sector focused organization 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.

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.

IMI Australasia comprises a head office in Melbourne, Australia with a decentralized sales and distribution operation with branches in major cities and regional centres in Australia & New Zealand.

**Role Overview**:
Based at our Head Office in Rowville, this is a senior sales position that is responsible for handling IMI's most important client accounts (which make up the highest percentage of the Company’s income, and/or has been identified as high growth potential) within the region.
This critical sales role is responsible for developing, maintaining and expanding existing and new relationships with approximately a typically smaller number of key accounts; and is accountable for achieving assigned strategic objectives. This position represents the entire range of company products and services to our key accounts while ensuring that assigned customer’ needs and expectations are met or exceeded. This role also collaborates with internal colleagues to ensure the timely and accurate delivery of products and services to key customers.
Domestic/international travel may be required.

This role is directly responsible for both strategic existing and new accounts across Victoria/Tasmania (this may involve travel to every account on at least a twice yearly basis (minimum)). Other domestic travel will be required (international travel may be required).

**Key Duites & Responsibilities**:

- Build and maintain strategic relationships with assigned customer accounts, including Distributors, Resellers, OEMs, and End Users.
- Collaborate closely with Business Development Managers to set and align goals for profitable growth and market expansion.
- Lead joint-strategic account development planning with a focus on mutual performance objectives and financial targets.
- Proactively assess and validate customer needs, identifying and pursuing new business opportunities.
- Stay updated on new technologies, market conditions, and industry events to enhance the company's presence and increase revenue.
- Support management with quarterly LV planning and annual budget planning.
- Maintain a CRM database with visit/call notes and contribute to ongoing sales and budget reviews.
- Prepare customer proposals and quotations in accordance with company policies.
- Monitor customer, competitor, and market activities to provide current market intelligence.
- Take ownership of customer Net Promoter Score (NPS) and actively participate in the NPS process.
- Attend product/sales development training programs and contribute to promotional activities.
- Adhere to company policies and procedures, ensuring personal presentation and company assets are well-maintained.
- Undertake other tasks, duties, or special projects as requested by the ANZ Sales & Marketing Manager or MD - ANZ.

**Expertise Required**:

- Would suit an experienced sales engineer (with a background working in industries specialising in BMS / PLC / Hydraulic / Pneumatic).
- Proven success in key account management, with a background in commercial sales engineering.
- Demonstrated experience in delivering client-focused solutions.
- Highly goal-oriented, assertive, and a hands-on problem solver.
- Proficient in analyzing and drawing inferences from data.
- Familiarity with CRM tools (e.g., Salesforce) is advantageous.
- Full understanding and proven ability to enhance revenue, margins, and operating profit to meet short-term and long-term goals.

**As Our New Teammate You Will**:

- Possess a positive attitude with enthusiasm for collaboration and teamwork.
- Demonstrate intellectual strength and high emotional intelligence.
- Recognize the importance of inclusivity and diversity, valuing individuals from different backgrounds.
- Display flexibility, adaptability, and resilience in a dynamic work environment.
- Possess excellent communication and interpersonal skills.
- Have the ability to communicate, present, and influence credibly at all levels of the organization.
- Value creativity and innovation.
- Contribute to building a positive culture.

**What IMI Can Offer You**:

- Competitive salary with attractive bonus scheme
- Car Allowance with capped fuel card
- Access to discounted Corporate Health Insurance
- Access to Novated leasing
- Paid Birthday leave
- Employee Recognition Awards & Perks Program
- A Global company with career progression & upskilling opportunities
- Inclusive & diverse culture
- Employee Assistance Program

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