Regional Sales Manager

Location: Cleveland, OH,None,None

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.

The Regional Sales Manager is responsible and accountable for all sales activities working toward the achievement of related sales budget, goals, and objectives with assigned distribution partners. The primary focus of the account development will be capturing or increasing market share, the emphases is on growth vs. maintenance. The Regional Sales Manager will continuously be reviewing the needs of their territory, managing the field application engineer and the distribution support specialist, in supporting all designated channel partners. 

Work Location: Remote – Mid Atlantic Region based candidates (OH, PA, NJ preferred)

Key Responsibilities

• Implement defined strategies and tactics to achieve budgeted order input and revenue shipment.
• Demonstrate a strong understanding of the key customers and how this insight is integrated into the Regional Sales Manager business plan.  This will be demonstrated through creating, updating and executing quarterly business plans that demonstrate an understanding of the product, assigned Regional Sales Manager and their key accounts, as well as, documenting critical KPI’s, and providing a sales bridge to ensure business plan objectives are realized.
• Demonstrate a working knowledge of all products, capabilities, and the value proposition.
• Develop specific business and sales plans to achieve growth objectives including recommendations for new product development and other Company services in support of said plan. 
• Directly accountable for new account acquisitions and revenue/market share gains with existing Channel Partners. 
• Deliver results by showing the ability to identify and create opportunities, as well as, set goals that deliver profitability, tackle challenges head-on, respond quickly to obstacles in order to secure a competitive advantage.
• Establish and maintain meaningful relationships with the key personnel of each assigned Channel Partner. Fairly arbitrate channel conflicts within assigned channels.
• Ensure all IMI Precision Engineering terms and conditions are being upheld.
• Maintain a general awareness of developments within the market to provide feedback on customer issues, competitor activities, pricing trends, consolidation activities, and marketing initiatives.
• Maintain accurate and complete account data within the company CRM system relative to: opportunity, forecasts, milestone dates and other information as required by management.
• Provide timely and complete reports and other information as required by management. 
• Research and report on competition, competitive issues, products, and markets -(Price increases, distributor line card changes, etc.)
• Supervise and manage the regions field application engineer and a distributor support specialist,
• Educate and act in a consistent manner within the scope and principles of the IMI Way.
• Travel is required. Overnight stays will be required. Position is home office based.
• Other duties as assigned.

Critical Competencies for Success

• Bachelor’s degree in engineering, business management or related field.
• 5+ years of technical and/or commercial sales experience or combination of the following:
• 5+ years of outside industrial sales experience
• 5+ years of distribution management or engagement
• 5+ years of inside sales or technical support & application
• Previous management experience preferred
• International Fluid Power Society Certification, preferred
• Proficient with MS Office Suite (Word, Excel, PowerPoint & Outlook), and comfortable with using a CRM system (Salesforce) in your day to day sales activities. 
• Certified Fluid Power Pneumatic Specialist

Pay range: $140k – $150k

Within this range, individual