Technical Sales Trainee

Department:

Outside Sales Aftermarket

Reports To:

Sales Manager - Aftermarket

FLSA Status:

Exempt / Salaried

Location:

Remote – Multiple locations – US, Brazil, Mexico

SUMMARY: The Aftermarket Outside Sales position is responsible for promoting and selling IMI products and services to existing and new customers in the energy sector.

DUTIES AND RESPONSIBILITIES:

• Build and maintain strong relationships with existing customers, understanding their needs and requirements. Develop a deep understanding of the customers’ business and industry to provide customized solutions where applicable.
• Drive an Aftermarket discipline and operating rhythm to cover all the customers every month, identify plant outages, perform plant walkdown to evaluate product performance, create a preventive maintenance plan together with the customer.
• Develop a comprehensive understanding of the company’s aftermarket product and services. Present IMI solutions including product features, benefits, and value proposition to customers.
• Conduct needs assessments and provide consultive guidance to customers regarding the best aftermarket solutions for their specific requirements. Offer product recommendations, customization options and technical support to ensure customer satisfaction.
• Keeps informed of market trends and competitive activity and makes strategic adjustments to ensure long-term market footprint and growth.
• Update Customer Relationship Management tool, Salesforce with all required details from the customer visits. Create visit reports for every customer visits.
• Responsible for forecasting (monthly, quarterly, yearly, LTF).

SUPERVISORY RESPONSIBILITIES:

This position has no direct supervisory responsibilities but does serve as a coach and mentor for other positions in the department. This position will also collaborate with agent partners.

COMPETENCIES:

Customer Focus – Prioritize customer satisfaction and build strong relationships based on trust and understanding. Anticipate and address customer needs promptly, providing customized solutions and exceptional service to enhance customer loyalty.

Professionalism – Approaches others in a tactful manner; Reacts well under pressure; Treats others with respect and consideration regardless of their status or position; Accepts responsibility for own actions; Follows through on commitments.

Business Acumen – Stay informed about industry trends, competitors and market opportunities to drive growth.

Strategic Thinking – Develops strategies to achieve organizational goals; Understands organization’s strengths & weaknesses; Analyzes market and competition; Identifies external threats and opportunities; Adapts strategy to changing conditions.

Technical Aptitude – Understand technical aspects of the products and services being sold and effectively communicate technical information to customers. Troubleshoot customers issues and provide appropriate solutions or guidance.

Relationship Building – Build and maintain strong relationships with customers, internal stakeholder and internal teams. Collaborate effectively across departments, such as marketing, inside sales, project management, operations, and service to ensure a seamless customer experience.

Problem Solving – Analyze customer requirements, identify pain points, and propose innovative solutions to address customer needs effectively. Demonstrate critical thinking and adaptability to overcome obstacles and achieve sales objectives.

QUALIFICATIONS AND REQUIRED SKILLS:

• Excellent communication, negotiation and interpersonal skills
• Strong customer service orientation with the ability to build and maintain long term customer relationships.
• Technical knowledge or aptitude to understand and explain complex products or services.
• Self-motivated, proactive, and able to work independently.
• Organizational and time management skills to handle multiple tasks and priorities effectively.
• 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.

PHYSICAL DEMANDS:

• Remote work environment with travel over 70%.
• Ability to drive long hours in car.
• Required to walk in plants.
• Continually required to sit.
• Continually required to use hands and fingers.
• Continually required to talk or hear.

WORK ENVIRONMENT:

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

The noise level in the work environment is usually moderate (office/cubicle environment with computers, fax machines and printers operating) to loud (manufacturing environment with large machinery operating).

Frequent visits to customer sites including refineries, power plants, petrochemical and chemicals plants are expected.

About IMI

IMI plc, the specialist engineering company, designs, manufactures and services highly engineered products that control the precise movement of fluids. Its innovative technologies, built around valves and actuators, enable vital processes to operate safely, cleanly, efficiently and cost effectively. The Group works with industrial customers across a range of high growth sectors, including energy, transportation, and infrastructure, all of which are benefiting from the impact of long-term global trends including climate change, urbanization, resource scarcity and an ageing population. IMI employs some 11,000 people, has manufacturing facilities in more than 20 countries and operates a global service network. IMI currently operates across three globally recognized Divisions: Critical Engineering, Precision Engineering and Hydronic Engineering.

About IMI Critical Engineering

IMI Critical has long been recognized as a world-leader in the provision of flow control solutions. Our products allow vital industries to operate safely, cleanly, reliably and efficiently, so that they can provide us with the energy, resources and materials that underpin modern lives. IMI Critical’s family of specialist companies design, manufacture and service bespoke valves and actuators that precisely control the flow of steam, gas and liquids under extremes of pressure and temperature, as well as intensely abrasive or corrosive operating conditions. Our valves can be found in a myriad of industrial plants and processes around the world, enabling the production of oil and gas, power, petrochemicals, metals, pharmaceuticals, cosmetics, food and beverages, water and sanitation, pulp and paper, ethanol and sugar. Our products are also widely deployed on ships and submarines. Our engineering expertise means that we can make hazardous processes safer, cleaner and greener. By helping clients reduce emissions, improve safety, and make processes more efficient, we have a direct and positive impact on the world. That is why we describe our purpose as ‘breakthrough engineering for a better world’.

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.