Account Manager

Overview

IMI plc is a global specialist engineering company that creates breakthrough solutions. We are curious and like to solve problems, partnering with our customers to meet today’s demands and prepare for tomorrow’s challenges. We embrace innovation and focus on outcomes that benefit business, everyday life, and a better world – creating lasting impact for everyone.

We design, build and service highly engineered products in fluid and motion control applications. Our market sectors are Industrial Automation, Process Automation, Climate Control, Life Science and Fluid Control, and Transport. Our partnership approach breaks through problems and reduces complexity through collaboration with customers.

We listen closely and think differently, creating space for diverse minds to innovate. We aim to make businesses safer, more sustainable and more productive.

Role Overview

The Account Manager is responsible for developing and maintaining customer relationships within the assigned geographical area (Mid-NL) and business unit (Residential Buildings). The focus is on driving profitable growth through trainings, sales support, specification consulting, project guidance, and positioning IMI Climate Control as the preferred supplier among HVAC stakeholders. The Account Manager acts as the face of IMI Climate Control, combining technical product knowledge with strong presentation and advisory skills to consultatively advise and persuade clients to purchase.

Work Environment

Work is primarily conducted from home or at customer locations, with a minimum of one day per week at the IMI Climate Control office.

Key Responsibilities

• Develop and maintain strong customer relationships to drive revenue growth, increase market share, and position IMI Climate Control as the preferred supplier
• Generate market demand and maintain a healthy project pipeline by identifying customer needs and aligning them with IMI HVAC solutions
• Conduct regular customer visits (minimum 350 annually) and deliver tailored training sessions and high-quality presentations
• Guide projects at installer sites and support customers with technical expertise throughout the project lifecycle
• Negotiate and formalise commercial agreements in collaboration with the Sales Manager, ensuring alignment with company goals
• Analyse and report commercial performance, providing accurate sales insights and forecasts to the Sales Manager
• Support marketing initiatives and business unit projects, and represent the company at trade fairs, exhibitions, and networking events
• Utilise CRM tools effectively to record customer interactions, stay informed on HVAC industry developments, and ensure data-driven decision-making

Qualifications

• Proven experience in the HVAC industry or a similar technical field sales position
• Technical-commercial education at MBO+/HBO level (secondary vocational/university of applied sciences), or at least 5+ years of relevant experience
• Demonstrated experience with project-based sales and delivering presentations/training
• Strong communication skills in Dutch and English
• Customer-oriented, self-reliant, and result-driven, proactive in maintaining relationships and developing new business
• Possession of a valid driver’s license (B)

Competencies

• Advanced verbal and written communication skills, with the ability to convey ideas clearly and persuasively to both internal and external stakeholders
• Ability to connect technical solutions with market needs and present them effectively to diverse audiences
• Skilled in delivering tailored training sessions and product presentations to various target groups
• Results-driven with a strong sales orientation and proven ability to negotiate and close commercial agreements
• Self-motivated, takes initiative, and manages a personal client portfolio and region with minimal supervision
• Excellent time management and prioritisation skills to handle multiple tasks efficiently
• Experienced in using CRM systems (e.g., Salesforce), Excel for commercial analysis, and presentation tools for technical demonstrations
• Ability to align and collaborate with internal teams, clients, and external partners to achieve shared goals

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 committed to protecting our people, minimising our impact on 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 and to challenge any observed behaviours 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 in part at any time.

Equal Opportunity

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

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