Commercial Manager

Area

Sales

Work type

Full Time

Reference

ICE-645992

Location

Poole, United Kingdom

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.

Role Overview

The Commercial Manager will oversee the commercial strategy and business development activities for our technical engineering solutions. This role requires a blend of technical expertise and sales acumen to drive revenue growth, build client relationships, and ensure successful project delivery. The ideal candidate will be skilled in identifying market opportunities, negotiating contracts, and leading cross-functional teams.

The job holder has responsibility for driving sales execution and performance across all accounts within the region and will be accountable for the achievement of sales targets of core IMI Instrumentation content and new content areas, as well as the effective allocation and use of resources to achieve such targets.

Key Responsibilities

Duties will include but not be limited to:

Manage a team of internal customer facing teams

• Build, develop, lead and manage Customer Service and Sales Engineering teams at TVL.
• Manage resources and activities based upon strategic priorities and within set budgets working closely with relevant stakeholders.
• Ensure full, disciplined adoption of CRM tools and any other Sales business tools and processes as appropriate.
• Train sales teams on managing complex sales cycles.
• Ensure adequate training is maintained to achieve a flexible work force, able to cover absenteeism and changing business needs.
• Co-ordinate the work of the team through the setting of targets, deadlines and objectives for each team member, ensuring targets are met.
• Undertake Annual Performance Reviews in a timely way, highlighting training and development needs and ensuring these are delivered to achieve a flexible and successful workforce.
• Take responsibility for full and comprehensive induction of all personnel before they commence work.
• Manage underperforming employees by setting targets and deadlines and follow through in accordance with Company policy in liaison with line manager and HR.

Achieve Sales Targets in line with forecast

• Achieve bookings and margins in line with IMI Instrumentation forecasts.
• Collaborate with team members (KAMs, Commercial, Engineering, Operations, Finance and leadership team) to achieve agreed goals.
• Define and implement strategies and action plans to achieve sales, margin targets and other relevant objectives.
• Prepare quotes and bids and interface with customers and, when necessary, include discounts, payments and shipping conditions.
• Act as the primary point of contact for commercial negotiations and contract management.
• Negotiate terms and conditions of contracts to maximize profitability while ensuring customer satisfaction.
• Review and manage contractual obligations and compliance throughout project lifecycles.
• Actively participate in training to continuously improve skills and knowledge.
• Work closely with the Product Management Team to develop and implement Sales and Marketing strategies which will include new product development.
• Collaborate with engineering and technical teams to ensure alignment on project specifications and deliverables.
• Assume full responsibility for the strategy, direction and effective performance of the Sales teams at TVL.
• Develop and implement mid to long term growth plans that position the business for sustainable long-term growth.
• Ensure engagement with Growth Hub, driving synergies and delivering growth for appropriate growth hub projects.

Provide input to the five-year plan and drive its execution.

• Provide key strategic inputs to the IMI Instrumentation Sales Board.
• Actively participate as a member of IMI Instrumentation sales team, supporting the development and execution of the five-year plan.
• Ensure robust pre-call plans (pre-meeting objectives) are established to develop customers in line with the five-year plan.
• Work in co-ordination with internal, regional, international sales teams and other sales managers.
• Stay informed about industry developments, emerging technologies, and competitor activities.
• Provide insights and recommendations to senior management regarding market positioning and strategy.
• Perform other such duties commensurate with the nature and level of the post as may be reasonably required.

Critical Competencies for Success

• Educated to degree level or equivalent qualification or experience.
• Demonstrable experience of, and ability to influence others and lead a high performance team.
• Proven track record of meeting or exceeding sales targets.
• Demonstrable excellence in Customer Service with the ability to build excellent relationships with, and gain respect of, external and internal customers.
• Excellent negotiation, communication, and interpersonal skills.
• Proficient in CRM software and Microsoft Office Suite.
• Ability to learn and communicate effectively the Norgren/IMI Thompson Valves product range appropriate to the job role.
• In-depth knowledge of the Oil and Gas industry and High-Pressure applications.
• Continuous advocate of global best practices and new ways of working across the Sales function.
• Ability to operate within a matrix structure and successfully manage different business streams addressing potential resource and strategic conflicts.
• A people-person who is skilled at impressing clients, satisfying customers, and keep large multi-dimensional teams working together in the most efficient ways possible.
• Ability to demonstrate a positive attitude and work calmly under pressure.
• Flexible with the ability to work to deadlines and the determination to see a job through to a satisfactory conclusion.
• Articulate with effective presentation and communication skills, both written and verbal.
• Excellent organisational and planning skills.

IMI is an inclusive employer; diversity is very important to us, and we want to receive applications from people from all backgrounds