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.

Role Overview:

We are seeking an experienced and strategic Commercial Excellence Manager to lead our efforts in enhancing sales processes and driving market adoption for our products and services. This role is pivotal in developing and implementing initiatives that optimise our sales teams' performance, enabling them to effectively engage with customers and capitalise on market opportunities. The ideal candidate will possess a deep understanding of sales strategy, process optimisation, and change management, along with a proven track record of leadership in a commercial environment. The position does not include direct people management responsibilities. 

Work Environment: This role will work onsite at our Eysins headquarters three days per week, with the flexibility to work remotely for two days. 

Key Responsibilities:

• Sales Process Improvement: Design, implement, and continuously refine sales processes to maximise efficiency, effectiveness, and alignment with market demands. Ensure that processes are scalable and adaptable to changing market conditions.
• Market Adoption Strategies: Develop and execute strategies that increase the adoption of products and services in targeted markets, collaborating closely with marketing, product management, and sales teams to align goals and tactics.
• Sales Team Support: Provide ongoing support, coaching, and training to sales teams to enhance their skills and abilities in executing sales processes and engaging customers effectively. Promote a culture of excellence and continuous improvement.
• Data-Driven Insights: Leverage data analytics to track sales performance metrics, market trends, and customer feedback. Utilise insights to inform decision-making and drive improvements in sales strategies.
• Collaboration: Collaborate effectively with the sales, commercial, and IT teams to continuously identify requirements for CRM implementation and enhancements.
• Cross-Functional Collaboration: Foster strong relationships with key stakeholders across the organisation, including Marketing, Product Development, Customer Success, and Operations, to ensure cohesive execution of commercial strategies.
• Change Management: Lead change management initiatives to ensure smooth adoption of new sales processes and tools, addressing resistance and ensuring buy-in from the sales team and other stakeholders.
• Performance Measurement: Establish and monitor KPIs to assess the effectiveness of commercial excellence initiatives, making adjustments as necessary to achieve sales goals.
• Market Intelligence: Stay abreast of industry trends, competitive landscape, and best practices in sales excellence to inform strategy and provide thought leadership within the organisation.

Critical Competencies for Success:

• Bachelor’s degree in business administration, Marketing, or a related field; Master’s degree preferred.
• 8+ years of experience in sales, commercial operations, or business development.
• Prior experience utilising Salesforce CRM is required. 
• Proven track record of driving sales process improvements and successful market adoption strategies.
• Strong analytical skills with the ability to interpret data and make informed business decisions.
• Excellent communication and interpersonal skills, with the ability to influence and engage stakeholders at all levels.
• This position is an individual contributor role that demands strong leadership skills through influence.
• Demonstrated ability to lead cross-functional teams and manage complex projects.
• Strong understanding of change management principles and practices.

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, 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, also 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.

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.