Senior Key Account Manager - Norgren

Company Background

IMI Norgren are a world leader in motion and fluid control technologies. Wherever precision, speed and engineering reliability are essential, we deliver exceptional solutions which improve the productivity and efficiency of our customers’ equipment. 

Part of IMI plc, we have a sales and service network in 50 countries, as well as manufacturing capability in the USA, Germany, India, China, UK, Switzerland, Czech Republic, Mexico and Brazil. We support this with our global centres of technical excellence, and facilities for CFD design and R&D testing. We employ a dedicated team of field engineers, sector specialists and Key Account Managers – all committed to providing excellent service to our customers. 

Norgren Australasia comprises a head office in Melbourne, Australia with a decentralized sales and distribution operation with branches in major cities and regional centres in Australia & New Zealand.
 

About the Role

This is a remote senior sales position that is responsible for handling Norgren’s most important client accounts (which make up the highest percentage of the Company’s income, and/or has been identified as high growth potential) within the region. 

This critical sales role is responsible for developing, maintaining and expanding new and existing relationships with approximately a typically smaller number of Key Accounts; and is accountable for achieving assigned strategic objectives. This position represents the entire range of company products and services to our Key Accounts while ensuring that assigned customer’ needs and expectations are met or exceeded. This role also collaborates with internal colleagues to ensure the timely and accurate delivery of products and services to key customers.

This role is directly responsible for both strategic existing and new accounts across Victoria and Tasmania (this may involve travel to every account on at least a twice yearly basis (minimum)). Other domestic travel will be required (international travel may be required).

Key Duties and Responsibilities

• Develop strong relationships with customers, including Distributors, Resellers, OEMs, and End Users.
• Collaborate with Business Development Managers to set goals and drive growth in existing and new markets.
• Lead joint-strategic account development planning, defining objectives, targets, and milestones.
• Proactively understand and validate customer needs, identifying new opportunities through face-to-face communication.
• Lead solution development efforts, coordinating internal resources promptly.
• Stay informed about new technologies, market events, and industry conditions for enhanced presence and revenue growth.
• Support Management with quarterly LV planning and annual budgeting.
• Maintain a CRM database with customer and prospect contact information.
• Review ongoing variances to orders/sales, gross profit, and budgets, discussing initiatives with BU Manager/Leader or Regional Sales Manager.
• Prepare customer proposals and quotations, adhering to Quality Assurance policies.
• Monitor customer/competitor and market activities, providing market intelligence for growth.
• Take ownership of customer Net Promoter Score (NPS) and actively participate in the NPS process.
• Contribute to product/sales development training programs, including launches.
• Actively participate in branch promotional activities, assisting with displays and presentations.
• Supervision of up to 2 Key Account Managers
   

Expertise Required

• Hold a graduate-level or trade qualification with substantial experience in commercial sales engineering or a technical environment.
• Demonstrate a successful track record in Key Account management, preferably with a background in commercial sales engineering.
• Showcase experience in delivering client-focused solutions.
• Possess strong goal orientation, assertiveness, and hands-on problem-solving skills.
• Display proficiency in analyzing and drawing inferences from data.
• Have familiarity with CRM tools (Salesforce would be an advantage).
• Possess a full understanding and proven ability to enhance revenue, margins, and operating profit to meet short-term and long-term goals.
• Showcase strong technical knowledge of pneumatic equipment, including application and system design.

As our new Teammate you will:

• Possess a positive attitude with enthusiasm for collaboration and teamwork.
• Demonstrate intellectual strength and high emotional intelligence.
• Recognize the importance of inclusivity and diversity, valuing individuals from different backgrounds.
• Display flexibility, adaptability, and resilience in a dynamic work environment.
• Possess excellent communication and interpersonal skills.
• Have the ability to communicate, present, and influence credibly at all levels of the organization.
• Value creativity and innovation.
• Contribute to building a positive culture.

IMI Norgren Perks:

• Competitive salary with attractive bonus scheme
• Car Allowance with additional capped monthly fuel card
• Paid Birthday leave
• Employee Recognition Awards & Perks Program
• Monthly Employee Wellbeing Days
• Access to the Employee Assistance Program
• Access to Novated Leasing
• Access to discounted Health Insurance
• A Global company with career progression & upskilling opportunities
• Inclusive & diverse culture