Junior Sales Representative

Overview

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.

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.

Key Responsibilities

• Account Management: Identify and prioritize dormant plant accounts, using CRM systems, databases, and market research tools.
• Customer Engagement: Re-establish contact with key decision-makers (at customer: Maintenance, Engineering, Procurement, Finance or any another area to know to set sales strategic), assessing their needs and identifying potential solutions for their flow control valve requirements.
• Sales Pipeline Development: Create a pipeline of potential opportunities and follow up on leads to convert projects to commit as forecast. Provide accurate forecasts to the Sales Manager.
• Product Knowledge (process of plant operation): Understand and communicate the value of plant walkdowns, preventive maintenance plants, inventory managements, upgrading competitor products to both technical and non-technical stakeholders.
• CRM Management: Maintain accurate and up-to-date records of interactions with customers, ensuring all information is logged into the CRM system including but not limited to customer contact validation, asset validation, opportunity management, outage dates 7 outage management, and contact details such as emails, job position, mobile numbers.
• Collaboration: Work closely with internal teams (Inside sales, Application Engineering, Product Management, Engineering) to ensure a smooth customer experience from initial contact to post-sales support.
• Sales Cycle Management: Progress deals from initial contact to closure, ensuring timely follow-ups and proposals.
• Relationship Building: Develop rapport with key contacts (maintenance technician, maintenance engineer, maintenance manager, reliability engineer, plant manager) within dormant plants and maintain strong professional relationships.
• Product Knowledge Development: Complete a comprehensive product training plan within the first 6 months, becoming proficient in the technical aspects of the flow control valve products. (Moved from performance Metrics).
• Competitors knowledge: Identify and learn about our competitors in each plant, brands, agents, competitor portfolio installed at plants.
  
  

Qualifications

Technical Skills:

• Bachelor’s degree in engineering preferred, or a combination of 2-year college with 2 years of experience within the flow control industry
• Technical knowledge or aptitude to understand and explain complex products or services.
• 1-2 years of experience in CS, Internship, or sales desired
• Flow control industry experience preferred
• Knowledge of MS Suite. CRM, Salesforce is a plus
• Ability to read, analyze and interpret general business periodicals, professional journals, technical procedures, or government regulations. Ability to write reports, business correspondence and procedure manuals. Ability to effectively present information and respond to questions from top management, clients, and potential customers.
• Ability to calculate figures and amounts such as discounts, interest, commissions, and percentages.
• Ability to define problems, collect data, establish facts, and draw valid conclusions. Ability to interpret an extensive variety of instructions and deal with several abstract and concrete variables.
  
  

Soft Skills

• Excellent communication, negotiation and interpersonal skills
• Strong customer service orientation with the ability to build and maintain long-term customer relationships.
• Self-motivated, proactive, and able to work independently.
• Organizational and time management skills to handle multiple tasks and priorities effectively.
  
  

Behavioural Expectations

Role

In addition to the core performance and skill-based expectations, the role of Junior Sales Representative requires a high level of professionalism and commitment to customer satisfaction. The following behavioural expectations have been outlined to ensure that the individual consistently upholds the company's standards while developing their sales career:

• Customer Availability and Responsiveness:
• Prompt Communication: The Jr. Sales Representative must demonstrate availability to engage with customers via phone, email, or other communication channels. Response times should be timely, with a goal of responding to customer inquiries within 24 hours during the business week. Immediate acknowledgment of customer requests is critical.
• Customer-Centric Attitude: Show a proactive approach to customer service by staying one step ahead of customer needs. This includes follow-ups after initial meetings, reaching out with new solutions or product updates, and ensuring customers feel valued and heard throughout the sales process.
• Flexibility: Adapt to customer schedules by being available for calls, meetings, and site visits during business hours and flexibility when necessary in accordance with local policies and legislation. This includes potential adjustments to work hours to accommodate customers in different time zones or those with critical needs.
• Travel and Plant Visits:
• On-Site Engagement: The role requires frequent travel to dormant plant locations for face-to-face meetings, site visits, and assessments. The Jr. Sales Representative should be willing and prepared to travel up to 70% of the time (depending on the geography), ensuring that they can visit key accounts and build strong, direct relationships with decision-makers.
• Planning and Organization: The individual must manage travel schedules efficiently, ensuring minimal downtime between plant visits. This includes pre-visit planning, making sure the necessary materials (product information, proposals, contracts, etc.) are prepared in advance to make the most of each on-site visit.
• Regional Travel: The role may involve traveling within a defined region. The Jr. Sales Representative should be flexible with travel arrangements and understand that site visits are a crucial part of reactivating dormant accounts. Travel expenses will be reimbursed as per company policy.
• Independent Schedule Management:
• Self-Discipline: The Jr. Sales Representative is expected to manage their own schedule effectively, balancing customer meetings, follow-ups, product knowledge training, and administrative tasks. Time management skills are essential to meet the performance goals without constant oversight.
• Prioritization: They must prioritize tasks based on urgency and opportunity potential, ensuring that high-value accounts and urgent customer needs are attended to first.
• Remote Work Flexibility: While the role requires in-person visits to dormant plants, the Jr. Sales Representative should be comfortable working remotely on non-travel days, managing calls, follow-ups, and administrative work from their home or office environment. Flexibility in daily routines is key.
• Following Manager’s Directions and Instructions:
• Team Collaboration: While the Jr. Sales Representative will be expected to work independently, they must remain aligned with the Sales Manager's directives and strategies. This includes following up on guidance, adhering to company guidelines on sales processes, and implementing any tactical instructions from the management team.
• Regular Reporting: The individual must maintain transparent communication with their Sales Manager, providing regular updates on progress with dormant accounts, sales pipelines, and any challenges they may face. A daily and weekly reporting cadence is expected, with a clear summary of progress against goals.
• Feedback Implementation: Demonstrating a willingness to accept constructive feedback and applying it to improve performance is essential. The Jr. Sales Representative should continuously work on personal development and improvement in sales tactics as advised by the Sales Manager or mentor.
• Professionalism and Customer Relationship Management:
• Reliability and Trustworthiness: The Jr. Sales Rep should always act with professionalism, ensuring customers can rely on them for timely support and follow-through. This includes being transparent about timelines, addressing concerns head-on, and providing consistent updates on orders or projects.
• Problem Solving and Accountability: If issues arise in the sales process, the Jr. Sales Rep must take ownership and act decisively to resolve them, while keeping the Sales Manager informed. This includes managing customer expectations regarding product delivery, pricing, or any other concerns.
• Adaptability in Customer Interaction: While maintaining a high standard of professional behavior, the Jr. Sales Rep should be adaptable in their communication style based on the customer’s preferences. Some customers may prefer more frequent communication, while others may require a more hands-off approach. Tailoring the relationship approach to the specific account will ensure long-term success.
• Continuous Improvement and Learning:
• Ongoing Education: The Jr. Sales Rep is expected to engage in regular training to keep up with product developments, industry trends, and new technologies related to flow control valves and dormant plant operations. Keeping updated ensures a higher level of customer service and trust.
• Self-Motivation: This role requires a high level of intrinsic motivation to continue learning, whether through formal training, self-guided research, or mentorship. The Junior Sales Rep is expected to take initiative in seeking knowledge about customer needs and new solutions.
  
  

Physical Demands

• Remote work environment with travel over 70%.
• Ability to drive long hours in car.
• Required to walk in plants.
• Continually required to sit.
• Continually required to use hands and fingers.
• Continually required to talk or hear.
  
  

Work Environment

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

The noise level in the work environment is usually moderate (office/cubicle environment with computers, fax machines and printers operating) to loud (manufacturing environment with large machinery operating).

Frequent visits to customer sites including refineries, power plants, petrochemical and chemicals plants are expected.

Salary Range: $60,000 plus car allowance $9,740.00 Annually

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.