Field Application Engineer

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.

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.

Our partnership approach breaks through problems and reduces complexity. We don’t invent in isolation – we collaborate with our customers. We listen closely and we think differently, creating space for diverse minds to innovate. We are working together to make businesses safer, more sustainable and more productive.

Role Overview:

The Field Application Engineer - Regional is a sales-minded technical support role for which the candidate will develop and execute a sales plan to identify, evaluate, and capture new business across the territory within our distribution partner accounts. Candidate will help customers achieve their pneumatic, fluid control, automation, and reliability goals by utilizing their technical and product knowledge to determine the best solution for the customer. Candidate will be a direct resource for our distribution partners within their region and be the go-to technical support for new and existing opportunities. Candidate must be comfortable with team selling and be willing to utilize internal and external resources/specialists regularly. This role will work very closely with the Regional Sales Manager Design Engineering’s at sites and partner with our distributors to drive profitable growth through market share acquisition. 

Work Environment: Remote 50% travel - Territory is the Upper NorthEast including RI, CT, MA, NH, VT, NY.

Key Responsibilities:

• Demonstrate a working knowledge of all products, capabilities, and the value proposition
• Responsible for field applications, system design, and customer product development/enhancement
• Develop and execute a territory business plan to grow both existing and targeted new customers through engineered solutions
• Develop and maintain Distribution/OEM accounts by working closely with decision-makers in Engineering, R&D, and Procurement Departments and upper management within assigned territory. 
• Create value with the customer using your knowledge and technical aptitude to help the customer improve their process and amplify their solution
• Become the trusted Industrial Automation advisor for customers in your territory.  Can translate customer requirements into proposals that are priced to win and provide acceptable profits to meet company guidelines
• Manage new business opportunities and document activities through the funnel process using our CRM (Salesforce).  Provide timely and complete reports and other information as required by management
• Participate in technical product training at distributor, in-house, or at the end customer
• Develop proficiency in consultative and value selling techniques used by IMI and continue professional development through training, attending trade shows/seminars, reading trade publications, etc.
• Support Marketing, New Product Development, or other Division initiatives
• Manage and present complex projects throughout the sales cycle
• Make 10-15 customer visits weekly utilizing both in person and virtual selling
• Research and report on competition, competitive issues, products, and markets (Price increases, distributor line card changes, etc.)
• Educate and act in a consistent manner with the scope of principles of IMI Way.
• Travel is required (up to 50%).  Overnight stays will be required.  Position is home office based.
• Be a champion of time management and control your calendar
• Responsible for field applications, system design, and customer product development/enhancement
• Provide sales, marketing, and design direction in support of the Division’s growth initiatives

Qualifications

• Commitment to personal development in technical aptitude, product knowledge, and professional selling
• Working knowledge of motion control, fluid power and mechatronics
• Bachelor’s degree with an Engineering concentration
• Requires a minimum of 5 years’ of technical and commercial sales experience or combination of the following: 
• 5+ years of Outside industrial sales experience
• 5+ years of Distribution management or engagement
• 5+ years of Technical support & application
• CFPPS to be completed within 6 months of starting
• Proven track record of identification, evaluation, and commercialization of new business opportunities
• Excellent teamwork, interpersonal, communication, persuasion, influencing, analytical, planning, and strong leadership skills.
• Ability to manage multiple projects simultaneously
• Serve as the subject matter expert on winning new business at specified customer
• Relevant Industry knowledge, adaptability to new technology
• Higher level of probing and listening skills and value proposition development
• Proficient with MS Office Suite (Word, Excel, Powerpoint & Outlook) and comfortable with using a CRM system in your day-to-day sales activities.

What IMI Can Offer You

At IMI, one of our top priorities is to create an inclusive culture of health. We strive to remove barriers to care (whether that be physical or financial) and in doing so, we offer choice for all your health and wellbeing needs. 

See below for a general overview of our amazing perks and benefits:

• Multiple health plans to choose from: HMO, PPO, and High Deductible Health Plans with a low-cost share
• Best-in-class 401K plan with zero vesting and up to 6% contribution matching
• 14-week maternity leave at full pay following one year of service (Adoption benefits are equivalent)
• 4-week paternity leave at full pay following one year of service (Adoption benefits are equivalent)
• Employee Resource Groups that offer community and support, like our Pride Network and Network of Women groups 
• PTO, encompassing inclusive holidays 
• Career Development opportunities (IMI’s ‘Catalyst’ Program)
• Employer contribution for Health Savings Account, and in many cases free virtual telemedicine, and teletherapy.
• Mental Health and wellness programs to support you and your family
• Full suite of voluntary benefits to tap into, including but not limited to: Critical illness insurance, hospital indemnity, legal insurance, identity theft protection, and pet insurance or home & auto insurance through our discount advantage platform
• Short & long-term disability as well as basic life insurance at 2x your basic salary at no cost to the employee
• Free financial advisors, webinars, and classes through Charles Schwab
• Annual Employee Stock Purchase Plan with option to purchase IMI shares at a reduced employee only price - no opportunity to lose, only to profit or refund your investment 100%

**Benefits plans change year over year, but we have guiding principles in place to ensure our employees have the tools and resources available to stay connected and up to date**

Health & Safety

The physical demands described within the Key Duties & Responsibilities section of this job description are required to perform the essential functions of this position.  Reasonable accommodations may be made for individuals with disabilities.  Please contact your local HR representative to discuss the specific Work Conditions and Physical Requirements of this role.  

Health, Safety, and Environmental Duties – At IMI we are all personally committed to protecting our people, minimizing our impact to the environment, the communities we operate in and our company. All members of our workforce have the duty to ensure the health, safety and welfare of themselves, others, and the environment. Every employee is expected to follow all HSE operating procedures, also to challenge any observed behaviors or unsafe acts.

Code of Ethics

IMI requires the highest standard of ethics in all business dealings, particularly with customers, suppliers, advisors, employees, and the authorities. In accordance with the IMI Way: Our Code of Responsible Business.

Changes to This Job Description

IMI may amend this job description in whole or part at any time.

IMI is an equal opportunity employer. Qualified applicants will be considered without regard to age, race, creed, color, national origin, ancestry, marital status, affectional or sexual orientation, gender identity or expression, disability, nationality, sex, or veteran status.