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.
Within Climate Control, we embrace comfort and sustainability in homes and commercial spaces. We specialise in hydronic valves and control systems that deliver warmth, comfort, and energy efficiency. From cosy residence to bustling commercial building, we create the perfect environment while reducing energy consumption.
Our one big team work fairly and effectively but most importantly together to ensure we maintain the foundations that have enabled IMI’s success through over 150 years of heritage.
Role Overview
The main role of the head of sales is to lead and manage the sales team of our Swiss sales office. They are responsible for developing and executing sales strategies to achieve revenue targets and business objectives in line with our Climate Control’s overall strategy. Additionally, they play a vital role in building and maintaining strong relationships with key customers, identifying new business opportunities, and ensuring effective sales operations in the whole country
Key Responsibilities
- Develop, communicate, and manage the execution of the country commercial strategy and business plans to maximize overall business performance, profitability, market penetration and growth of all products across different sales channels.
- Having full P&L responsibly including SG&A and manage the country sales budget to maximize business performance and profitable sales growth. (Targets include: Revenue, Pricing policy (SPI), Product/Customer Mix, Margin).
- Position IMI Hydronic as preferred supplier to key customers and channel partners in Switzerland build long-term relationships and sustainable customer satisfaction leading to repeat business and market share leadership.
- Drive customer development through educational (pull) marketing and training initiatives aligned with the Hydronic College.
- Implement pricing in line with IMI Hydronic pricing strategy and guidelines, delegated Authority & Limits, and business plan.
- Negotiate, shape and agree sales contracts/agreements with key customers or channel partners directly or through the sales team in compliance with IMI Hydronic business plan, strategic price guidelines, local S&OP process and delegated Authority & Limits.
- Drive the development of the whole sales organisation and its talents to ensure that the appropriate staffing levels, capabilities, competencies and appropriate succession planning are in place to secure the sustainable achievement of short and long-term business objectives.
- Maintain an awareness of, and exercise judgment in, such areas as market conditions, competitive activities, general economic conditions, relevant legislation changes and governmental statutes and regulations.
- Ensure compliance with company policies, the IMI Way and IMI Group Assurance requirements.
Critical Competencies for Success
- Related HVAC industry experience and knows the Swiss HVAC market and has connections with key distributors, key developers, key contractors, key consultants and other key stakeholders (e.g. District Heating Companies)
- Experience in leading, attracting, developing and retaining top talented sales teams to deliver growth and knowledge led premium products/system solutions
- Experience with ‘engineered products’ where channels to market are complex and include multiple stakeholders
- Managing high profile customers at senior level and opinion leaders.
- Managing market development activities and implementation of new product launches
- Excellent communication, negotiation and relationship management skills
- Accountable, self-motivated, dynamic, and passionate
- High degree of integrity
- Preferable higher educational degree (engineering, business or equivalent)
- Fluent in German, English and French an advantage
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Last updated on Oct 31, 2024