Inside Sales Account Manager

IMI Industrial Automation; Birmingham; On-site; GBP 42,000 - 66,000; Full time

Job summary

IMI plc, a global specialist engineering company in Industrial Automation, is seeking a driven Sales Account Manager in Birmingham to own the full sales cycle for assigned accounts. You will prospect, qualify opportunities, build relationships with key stakeholders and deliver measurable business outcomes.

The role is predominantly office-based (95%) in the UK with some travel to meet larger customers. You will coordinate with cross-functional teams to ensure on-time delivery and value

Qualifications

• Strong prospecting and lead qualification skills.
• Consultative selling and needs discovery.
• Ability to communicate value and influence different stakeholders.
• Strong objection handling and negotiation skills.
• Excellent opportunity and pipeline management.

Responsibilities

• Own and manage the full sales cycle for assigned accounts.
• Maintain strong pipeline hygiene, forecasts and improve conversion at each stage.
• Prospect and qualify new opportunities while developing existing relationships.
• Engage with multiple stakeholders using a consultative approach to understand needs.
• Develop value-based proposals linked to measurable business outcomes.
• Coordinate cross-functional teams to deliver solutions on time and on value.
• Share best practices and improve sales processes and CRM usage.

Skills

Prospecting & lead qualification

Consultative selling

Value-based communication

Negotiation

Pipeline management

CRM proficiency

Account development

Business acumen

Self-management

Cross-functional collaboration

Tools

CRM systems

Job description

We are looking for a driven and customer-focused Sales Account Manager to join our Industrial Automation team.

In this role, you will own the full sales cycle for your assigned accounts, from prospecting and opportunity qualification through to account development, retention and growth. You will use a consultative and value-based selling approach to understand customer needs, build strong relationships with key stakeholders and deliver measurable business outcomes.

This is a predominantly office-based role (95%), some travel will be required to meet with larger customers.

• Own and manage the full sales cycle for your assigned customer portfolio.
• Maintain strong pipeline hygiene, build evidence-based forecasts and improve conversion at every stage of the sales process.
• Prospect and qualify new business opportunities while developing existing customer relationships.
• Engage with multiple stakeholders and use a consultative approach to understand customer needs and challenges.
• Develop value-based proposals linked to measurable business outcomes.
• Manage objections and negotiations while protecting price integrity and balancing growth with delivery risk.
• Develop and execute account plans to drive customer retention and long-term growth.
• Analyze wins and losses and translate key learnings into improved account strategies.
• Identify internal bottlenecks and contribute to improving sales processes, tools and customer experience.
• Coordinate cross-functional teams to ensure customer solutions are delivered on time, on scope and on value.
• Share best practices and support colleagues in areas such as discovery, objection handling and effective CRM management.
• Provide clear, data-backed insights and storylines for monthly business reviews and planning sessions.

• Strong prospecting and lead qualification skills.
• Consultative selling and effective needs discovery.
• Ability to communicate value and influence different stakeholders.
• Strong objection handling and negotiation skills.
• Excellent opportunity and pipeline management.
• Strong CRM and sales process discipline.
• Experience in account development and customer retention.
• Good business acumen and market awareness.
• Strong self-management, resilience and ability to work independently.
• Ability to collaborate effectively with cross-functional and international teams.

What We Offer

• A challenging and rewarding role within a global and international organization.
• The opportunity to work with experienced colleagues and share best practices across different regions.
• Mentoring and coaching to support your professional development.
• Further training and continuous learning opportunities.
• A strong culture of internal promotion and exciting career development opportunities.
• Family-friendly benefits, including Maternity, Paternity and Careers Policies.
• A supportive, collaborative and inclusive working environment where you can truly thrive.
• The opportunity to contribute to solutions that make industries smarter, safer, more productive and more sustainable.

Reporting Structure: The Sales Account Manager will work closely with the relevant Sales leadership and cross-functional teams to drive customer growth and business success.

IMI plc is a global specialist engineering company that creates breakthrough solutions. We partner with our customers to solve today's demands and prepare for tomorrow's challenges. Our focus is on innovation, business outcomes, and creating a better world through lasting impact.

Within Industrial Automation, we create solutions that enable smarter, safer, more productive and sustainable factories, production lines and warehouse operations. Our pneumatic and electric motion systems help machine builders and end users around the world automate and optimize manufacturing and warehousing processes.

Find more about IMI plc here: IMI plc

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

Join IMI and take the next step in your sales career in a global, innovative and collaborative environment!