Area Manager

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.

Valve Automation & Digital

Within IMI’s Process Automation sector, we deliver high-integrity solutions for offshore platforms, refineries and chemical plants, enabling precise and reliable control in the most demanding environments. Our portfolio spans advanced actuation, control and monitoring technologies, supporting safe and efficient operations across critical processes. We continue to drive innovation by bringing new smart monitoring capabilities and data-driven solutions to market, helping customers enhance performance, protect assets from pressure-related risks, and reduce environmental impact. Together, this supports safer, more efficient operations across the energy and chemical industries.

Role Overview

• Reporting to Site Leader for IMI STI, the Area Manager STI will manage a portfolio of existing OEM customers (Valve makers) and EPCs, developing new sales opportunities with actual and new customers in Instrumentation (Actuation in Oil & Gas/Petrochem/Power).
• The Area Manager STI will take responsibility for developing sustainable customer relationships ensuring specification on future project and aftermarket activities.
• The Area Manager STI will look to exceed sales targets while maximizing profitable growth for IMI.

Key Responsibilities

• Drive bookings and margins in line with IMI Forecasts.
• Proactively work with Key Valves & Dampers Makers as well as their supply base to drive product specification, using support from local SAMs & KAMs to tactically execute the business.
• Support the development of new non-traditional markets for actuation and control system market, ensuring that IMI products are specified early on to ensure long term sustainable growth.
• Proactively work, develop and maintain senior-level relationships with End Users and EPCs across target regions.
• Drive early engagement during project concept, FEED, and pre-RFQ phases.

Critical Competencies for Success

• Demonstrable technical understanding of products and applications in the actuation and control system market.
• Demonstrable search optimisation skills with a thorough knowledge of marketing techniques.
• Demonstrable excellence in customer service with the ability to build excellent relationships with, and gain respect of, external and internal customers.
• Demonstrable experience of nurturing and developing customer relationships.
• Influencing skills that are effective at all levels of management, internally and externally, in order to harness the matrix organization across various IMI businesses.
• Ability to work comfortably with colleagues and management at all levels of external organisations to maximize sales potential.

Education

• Degree in Engineering or equivalent technical discipline.
• Solid background in Sales, Business Development, or Project Sales.
• Fluency in English (written and spoken)