Key Account Manager

IMI Hydronic Engineering; England; Remote; GBP 40,000 - 80,000; Full time

Job description

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.

Role Overview:

Heatmiser UK, part of IMI Climate Control has an opportunity for an experienced, ambitious and skilled Key Account Manager to join our team. Operating remotely and reporting to the Head of Residential Sales, UK & Ireland, the UK Key Account Manager will support and service the large customer base across the UK.

Working closely with the IMI Residential Sales Manager, the Heatmiser UK Key Account Manager will ensure regular touchpoints with key customers to ensure service levels are maintained while driving synergies across both brands (Heatmiser and IMI). This role will suit an individual with excellent people skills, a sound technical level and an understanding of the UK controls market, specifically in the Underfloor Heating and Renewables Sector. Responsible for growing existing accounts and developing new business, the Key Account Manager will be a team player who thrives on delivering exceptional service to customers while hitting sales targets and profitability KPI’s.

As an employee of Heatmiser, you will be responsible for working in line with the IMI values as well as adhering to local HSE and Quality policies to ensure we maintain the highest standards at all times.

Key Responsibilities:

1. Lead Generation and Management: Proactively identify and nurture potential customers through various channels, ensuring a steady pipeline of opportunities.
2. Customer Engagement: Build strong relationships with clients, understand their needs, and present tailored solutions to meet their needs; focusing on sectors such as Underfloor Heating & Cooling, Heat Pumps, Home Energy Management and general heating systems.
3. Sales Strategy Execution: Develop and implement sales strategies to meet or exceed targets, focusing on the residential and light commercial markets.
4. Quoting and Proposals: Prepare accurate and compelling quotes and proposals, ensuring compliance with technical and regulatory standards.
5. Collaboration: Work closely with internal teams, such as internal sales, technical, R&D and production teams to ensure a premium service offer to the customer base.
6. Market Knowledge: Stay updated on industry trends, government incentives, and emerging technologies to provide informed advice to clients.
7. Problem-Solving: Address customer concerns and objections effectively, ensuring a positive experience throughout the sales process.
8. Performance Tracking: Monitor sales metrics and adjust strategies as needed to achieve business objectives.
9. Product Training: Deliver training to customers throughout the value chain, ranging from Consultants and Architects through to installers.

The Person:

Business or Sales Qualifications: A degree or diploma in Business Administration, Marketing, or Sales is desirable but not essential.

Technical Education: A background in Engineering (Mechanical, Electrical, or Energy-related fields) or Environmental Science is valuable for understanding the technical aspects of heating systems and renewable energy technologies.

Additional Training or Certifications: Courses in sales management, negotiation, or communication skills; Familiarity with heating and renewable systems through vocational training or industry-specific certifications.

Industry Knowledge: Demonstrable knowledge of the domestic heating and cooling industry with experience in technical sales for heating controls, underfloor heating or renewables such as heat pumps.

Critical Competencies for Success:

1. Market and Industry Expertise: Strong understanding of the heating controls market, including trends, regulations, and customer needs.
2. Sales Planning and Strategy: Ability to develop and execute sales plans that align with business objectives and market demands.
3. Customer Relationship Management: Building and maintaining strong relationships with key clients and stakeholders.
4. Technical Knowledge: Familiarity with heating control systems and their applications to communicate value effectively; knowledge of the renewable heating sector (heat pumps etc) is desirable.
5. Negotiation and Closing Skills: Expertise in negotiating deals and closing sales to meet or exceed targets.
6. Analytical Skills: Ability to analyse sales data and market trends to make informed decisions.
7. Adaptability: Flexibility to adapt to changing market conditions and customer requirements.
8. Communication Skills: Excellent verbal and written communication skills to convey ideas clearly and persuasively.
9. Problem-Solving Abilities: Proactive approach to identifying and resolving challenges in the sales process.

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.