Business Development Manager - Material Handling

Location: University Park,Illinois,United States

IMI plc

At IMI, we’re not just creating solutions; we’re building careers. So, unlock your potential: do work that matters, grow with us, and be part of a team shaping tomorrow.

Here, you can make a real difference – solving complex engineering challenges that make industries smarter, safer and more sustainable. From the energy that powers homes to the systems that keep the world moving, you’ll help create solutions the world depends on. 
But it’s not just about the work – it’s about how you grow. We encourage curiosity, make learning part of everyday life, and give you real opportunities to build new skills and move your career forward.

We believe in nurturing your wellbeing, too, with strong benefits and flexible policies that help you succeed. At IMI, you’ll find a supportive, collaborative and inclusive environment where you can truly thrive.

Role Overview:

This position is a critical driver of strategic growth for the company, with a focus on Material Handling Systems.

The Business Development Manager will own the sales budget, goals, and objectives throughout the IA Americas region, within this market. Market development will include identifying, visiting, developing key relationships, and closing key sales opportunities while educating IMI direct sales and distribution on opportunities for amplification. The Business Development Manager will have an intimate understanding of customer requirements, develop and refine a robust go to market strategy, and effectively collaborate internally to maximize sales revenue and profitability for IMI.

Location: Remote – Chicagoland area preferred. Ability to travel 50%.

Responsibilities: 

• Manage and deliver the sales budget, measured by orders, for Material Handling systems. 
• Implement and refine strategies and tactics to achieve budgeted orders and revenue shipments.
• Lead the evaluation and pursuit of new market segments through research, outreach, and strategic targeting of customers for existing material handling systems, products, and services. 
• Be self-directed and proactively identify and engage prospective customers where no relationship exists, securing meetings to develop opportunities that support the sales budget. 
• ·Demonstrate a strong understanding of key customers; insight is fundamental to achieving the sales budget. 
• Use Salesforce, combined with market intelligence and customer insight, to track lead generation, manage opportunity pipelines, schedule sales visits/coverage, and analyze performance metrics.
• Develop and communicate a robust target customer list to drive new account acquisition.
• Create, update, and execute quarterly business plans for said customer list that reflect an understanding of the product, key market trends, competitive benchmarks, and opportunity progression via Salesforce.
• Maintain accurate and complete account data within Salesforce, including opportunities, forecasts, milestone dates, and other information as required by management.
• Demonstrate in-depth knowledge of Material Handling Systems, including IMI Bahr (Electric Motion) products, and articulate the value proposition versus key competitors.
• Drive customer intimacy to identify opportunities for new product development.
• Be directly accountable for new account acquisitions and revenue/market share growth with existing Channel Partners and Key Strategic Accounts.
• Deliver results by identifying and creating opportunities, setting goals that drive profitability, tackling challenges head-on, and responding quickly to obstacles to secure a competitive advantage.
• Successfully promote IMI Material Handling capabilities and solutions throughout the American market, supported by sales and marketing teams.
• Leverage and amplify global successes with the Material Handling and IMI Bahr product portfolio.
• Provide timely and complete reports and other information as required by management.
• Research and report on competition, competitive issues, products, and markets (e.g., price increases, distributor line card changes).
• Educate and act consistently within the scope and principles of the IMI Way.
• Travel is required; overnight stays will be necessary. Position is home-office based.
• Perform other duties as assigned.

Critical Competencies for Success:

• Bachelor’s degree in engineering, business management or related field preferred.
• Commercial and/or technical expertise with electric linear motion products
• Minimum of 5 years of experience in material handling systems/technical sales, systems integration, or bu