Channel Sales Manager

3 months ago

Houston, United States IMI Process Automation Full time

IMI plc

IMI plc is a sector focused organization 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.


Role Overview:


Channel Sales Manager - Territory to Include: Entire Texas Region

The Channel Sales Manager is responsible for managing all channel sales partners within assigned region. Selling products and services using technical, organizational and customer knowledge to drive revenue generation by assisting customers with engineered solutions according to their needs. In addition, the position provides input and participates in the marketing, market planning and technical development of products and services.


Key Responsibilities:

  • Responsible for overseeing multiple agent partners in assigned territory.
  • Develops and increases sales revenue to meet assigned targets and drive business growth.
  • Actively pursue sales opportunities via telephone and face-to-face sales presentations for new and existing customers.
  • Remains informed of new products, services, and other information of interest to customers.
  • Actively pursues new products developed through IMI Growth hub innovation department.
  • Works with existing customers to identify and fulfill additional sales opportunities.
  • Keeps informed of market trends and competitive activity and makes strategic adjustments to ensure long term market footprint and growth.
  • Timely response to customers regarding contracts, issues, or problems with product.
  • Responsible for forecasting (monthly, quarterly, yearly, LTF.)
  • Conduct outage management activities; including but not limited to preventative maintenance planning, customer inventory management, plant walk-downs, etc.
  • Design opportunity strategies through established strategic selling tools and resources such as blue sheets, Salesforce, etc.



Critical Competencies for Success:

  • 8-10 years of sales experience with proven record of revenue growth, or equivalent experience.
  • Bachelor’s degree in engineering, business, or management is preferred.
  • Experience managing channel partners a must.
  • Valve and Flow control sales experience including spare parts, services, and repairs is preferred. Equivalent sales experience in similar industries is acceptable.
  • Ability to read, analyze and interpret general business periodicals, professional journals, technical procedures, or government regulations. Ability to write reports, business correspondence and procedure manuals. Ability to effectively present information and respond to questions from top management, clients, and potential customers.
  • Ability to calculate figures and amounts such as discounts, interest, commissions, and percentages.
  • Ability to define problems, collect data, establish facts, and draw valid conclusions. Ability to interpret an extensive variety of instructions and deal with several abstract and concrete variables.
  • Proficient in Microsoft Office programs (Word, Excel & PowerPoint), as well as Outlook.
  • Proficient in Sales Software/CRM(SFDC) tools. Salesforce is a plus.
  • Previous experience with Miller Heiman methodology is a plus.


Work Environment:

Physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this job, the employee is regularly required to:

  • Work in a remote environment with travel at least 50% of the time.
  • Have ability to drive long hours in car.
  • Occasionally required to walk.
  • Continually required to sit.
  • Continually required to use hands and fingers.
  • Continually required to talk or hear.


IMI Critical Engineering Americas provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, or local laws.

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