Field Application Engineer

Location: Farmington,Connecticut,United States

IMI plc
IMI plc is a sector focused organisation 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.

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:

The Field Application Engineer - Regional is a sales-minded technical support role for which the candidate will develop and execute a sales plan to identify, evaluate, and capture new business across the territory within our distribution partner accounts. Candidate will help customers achieve their pneumatic, fluid control, automation, and reliability goals by utilizing their technical and product knowledge to determine the best solution for the customer. Candidate will be a direct resource for our distribution partners within their region and be the go-to technical support for new and existing opportunities. Candidate must be comfortable with team selling and be willing to utilize internal and external resources/specialists regularly. This role will work very closely with the Regional Sales Manager Design Engineering’s at sites and partner with our distributors to drive profitable growth through market share acquisition. 

Work Environment: Remote 50% travel - Territory is the Upper NorthEast including RI, CT, MA, NH, VT, NY.

Key Responsibilities:

• Demonstrate a working knowledge of all products, capabilities, and the value proposition
• Responsible for field applications, system design, and customer product development/enhancement
• Develop and execute a territory business plan to grow both existing and targeted new customers through engineered solutions
• Develop and maintain Distribution/OEM accounts by working closely with decision-makers in Engineering, R&D, and Procurement Departments and upper management within assigned territory. 
• Create value with the customer using your knowledge and technical aptitude to help the customer improve their process and amplify their solution
• Become the trusted Industrial Automation advisor for customers in your territory.  Can translate customer requirements into proposals that are priced to win and provide acceptable profits to meet company guidelines
• Manage new business opportunities and document activities through the funnel process using our CRM (Salesforce).  Provide timely and complete reports and other information as required by management
• Participate in technical product training at distributor, in-house, or at the end customer
• Develop proficiency in consultative and value selling techniques used by IMI and continue professional development through training, attending trade shows/seminars, reading trade publications, etc.
• Support Marketing, New Product Development, or other Division initiatives
• Manage and present complex projects throughout the sales cycle
• Make 10-15 customer visits weekly utilizing both in person and virtual selling
• Research and report on competition, competitive issues, products, and markets (Price increases, distributor line card changes, etc.)
• Educate and act in a consistent manner with the scope of principles of IMI Way.
• Travel is required (up to 50%).  Overnight stays will be required.  Position is home office based.
• Be a champion of time management and control your calendar
• Responsible for field applications, system design, and customer product development/enhancement
• Provide sales, marketing, and design direction in support of the Division’s growth initiatives

Qualifications

• Commitment to personal development in technical aptitude, product knowledge, and professional selling
• Working knowledge of motion control, fluid power and mechatronics
• Bachelor’s degree with an Engineering concentration
• Requires a minimum of 5 years’ of technical and commercial sales experience or combination of the following: 
• 5+ years of Outside industrial sales experience
• 5+ years of Distribution management or engagement