The posting
Location: Auckland,Auckland,New Zealand
Position Summary
This is a senior sales and business development position responsible for expanding IMI’s presence in the New Zealand OEM market and managing a portfolio of strategic key accounts.
The role is accountable for delivering the New Zealand sales budget, developing and converting new OEM opportunities, and providing leadership to the Key Account Manager team to drive sustainable revenue growth.
You will build and strengthen relationships with key customers and prospects, identify new commercial opportunities, and work closely with internal technical, engineering and operational teams to develop solutions that meet customer requirements.
The position has direct responsibility for strategic existing and new accounts across Auckland, as well as broader budget and sales leadership responsibilities across New Zealand. Regular domestic travel will be required, with occasional international travel where necessary.
Key Responsibilities
- Develop and maintain strategic, productive and professional relationships with key customers and new prospects, including Distributors, Resellers, OEMs and End Users.
- Understand key customer stakeholders, decision-makers, value chains, business priorities and growth opportunities.
- Lead, coach and develop the Key Account Manager team, setting clear priorities and performance expectations while ensuring alignment with regional sales targets, key account strategies and OEM growth objectives.
- Develop strategic account plans with key customers, establishing mutual performance objectives, financial targets and critical milestones.
- Drive business development activities by identifying, qualifying, developing and converting new opportunities, with a particular focus on growing OEM customers and applications.
- Proactively assess and understand customer needs, including OPEX/CAPEX budgets, project timing, technical requirements and future opportunities.
- Build strong customer relationships through regular face-to-face engagement and effective stakeholder management.
- Lead the development of customer solutions, coordinating with internal technical, engineering, logistics and other relevant teams to ensure customer requirements are effectively addressed.
- Prepare customer proposals and quotations in accordance with Company Quality Assurance policies and procedures.
- Monitor customer, competitor and market activity to identify priority OEM segments, emerging opportunities and targeted actions to increase market share and revenue.
- Stay informed of new technologies, market developments and industry conditions that may impact customers or create new commercial opportunities.
- Monitor sales performance, orders, gross profit and product class budgets, and proactively address variances and new initiatives with the Regional Sales Manager.
- Support quarterly planning and annual budgeting activities as required.
- Maintain accurate and timely customer, opportunity and activity information within Salesforce, including customer visit and call notes.
- Take ownership of customer NPS results, ensuring appropriate follow-up and continuous improvement actions.
- Participate in product and sales development programs, product launches and other relevant training.
- Support promotional activities, product presentations, displays and customer events.
- Act as a key local coordination point for New Zealand operations, supporting effective communication and collaboration between the Auckland and Christchurch teams, ANZ leadership, and relevant regional and global functions.
- Represent New Zealand customer priorities, operational requirements, risks and opportunities in ANZ planning and management discussions.
- Support local business continuity and workplace coordination requirements where needed.
- Promote compliance with relevant New Zealand legislation, health and safety requirements, and Company policies and procedures.
- Undertake other duties or special projects as requested by the Regional Sales Manager or MD ANZ.
Job Requirements
To be successful in this role, you will bring:
- A graduate or trade-level qualification supported by relevant industry experience, ideally including commercial sales engineering.
- Proven success in key account management and business development within a technical, engineering or industrial environment.
- Demonstrated experience building sales pipelines, winning new business and growing OEM accounts within large or complex organisations.
- Strong experience in engineering-led, technical or solution-based selling.
- Strong technical knowledge of pneumatic equipment, including its application and system design.
- Proven ability to identify commercial opportunities, develop long-term customer relationships and maintain a strong customer-focused approach.
- Experience leading, coaching or supporting sales teams to achieve commercial objectives.
- Strong commercial acumen, with an understanding of revenue, margin and operating profit drivers.
- Experience working in a metrics-driven sales environment, including regular sales reporting, forecasting and performance analysis.
- The ability to operate both strategically and hands-on within a fast-moving global manufacturing or technology business.
- Strong organisational, time management, interpersonal, communication and influencing skills.
- Confidence analysing commercial and sales data and using insights to support decision-making.
- Familiarity with CRM systems, with Salesforce experience essential.
- A high level of drive, personal accountability and commitment to achieving results.
Travel
Regular travel throughout New Zealand will be required to support key customers and business development activities. Occasional international travel may also be required.
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