• Inside Sales Manager, Aftermarket

    Posted Date 9 months ago(6/22/2018 2:31 PM)
    Job ID
    # of Openings
    IMI Critical Engineering
  • IMI CCI is part of the $1bn Critical Engineering Division of IMI plc. IMI is listed on the London Stock Exchange with a market capitalization of $6bn+, employing over 15,000 employees. 

    Our engineers have been "Turning Engineering Knowledge” into Solutions since 1961.  IMI CCI puts a strong focus on employee development, and your success in this role could set you up to move in a number of directions.  IMI CCI provides an opportunity to assist in the development of leading edge products and services -- after 50 years of supporting critical engineering applications in the oil and gas and power industries, IMI CCI has amassed a portfolio of multiple technologies.  Some of the most notable brands within the portfolio include BTG, DRAG, ABJ and Fluid Kinetics.  These products have been used in applications ranging from general to critical engineering services and in industries as diverse as solar thermal power to compressor anti-surge for the latest LNG facilities. 

    The Americas region of IMI CCI is headquartered in California, with other operational locations in the Czech Republic, India, South Korea, Sweden, Italy, Austria, Japan and Switzerland. IMI CCI is characterized by a wide geographical spread of operating and commercial sites, reporting into a regional leadership structure.


    • The Inside Sales Manager’s primary responsibility will be managing the group, and as required, work on RFQs (secondary responsibility).
    • The Inside Sales Manager will work with Outside Sales team and play a key role in the development and implementation of sales strategies for the projects in the region of responsibility.
    • Coach, mentor, train, and day-to-day management of Inside Sales Team (in California). In addition, work closely with a Team Lead and Inside Sales Engineers in India.
    • Responsible for process improvements which drive efficiency gains and identify corrective action plans to address “escapes” by internal customers (i.e. Design Engineering, Project Management, and/or QA Engineering).
    • Tracks department key performance indicators; analyzes trends and data points and provides insightful input based on factual data to the sales and operations leaders for strategic planning and execution.
    • Responsible for presenting the KPIs and trends to Upper Management (VP of Sales, VP of Business Development, and Director of Inside Sales) at various offsite Quarterly Business Meetings Ensures the Inside Sales team follows established compliance requirements and proposal processes, minimizing the company’s risk (commercial, technical, etc.) exposure.
    • Review blueprints, plans, schematics, P&IDs., Isometrics and other customer technical and commercial specifications to develop and prepare technical solution and cost estimates for our customers.
    • Reviews customer quality specifications and is responsible for accurate sizing, design selection, and error free proposal preparation including execution and organization of contract Risk Review Process
    • Conducts technical discussion with customers on all projects to identify issues and offer creative solutions that exceed customer expectations.
    • Partner with Operation (Engineering, Project Management, and Manufacturing) team to solve technical and commercial issues that arise during the proposal stage.
    • Supports Key accounts through customer visits, understanding customer needs, customer education, data analysis and value selling.
    • Analyses history of projects won and lost to arrive at appropriate market pricing for each account.
    • Coordinates with other functions and key stakeholders to assimilate information for demand planning, risk management, project execution and contract flow down.
    • Applies principles, methodologies and techniques of the project management discipline to initiate projects, including but not limited to: organizing and preparing the project, identifying stakeholders, developing the project charter and plan, defining scope requirements, sequencing and estimating activities, estimating costs, planning quality, planning communications, planning risk management, and planning procurements.


    • BS science/technical or engineering degree with at least 5 years of experience
    • Industrial sales management or project management experience a plus
    • Externally focused, details oriented and must possess a drive to fully understand and exceed customer needs.
    • Demonstrates ownership, attention to detail (awareness of submission dates, delivery dates, key milestones, etc.), initiative, clear thinking, self-motivation and proven leadership capabilities.
    • Ability to work in a high-volume environment with a fast-paced quote cycle
    • Must be proactive, self-starter, and continuously challenge status-quo
    • Must have strong Emotional Intelligence and listening skills
    • Candidate must have strong oral & written communication skills in English to include the ability to provide group presentations in a seminar environment and capable to coordinate highly technical discussions with product development and project engineering teams – further languages are a plus
    • Strong understanding of Fluid Dynamics, LNG facilities (specifically anti-surge applications), and upstream, midstream, and downstream applications.
    • Excellent time management, organizational, Presentation and interpersonal skills
    • Understanding of power plant process as well as the basics of control valves and applications is preferred.
    • Computer Skills - Proficient with MS office products and technical sizing programs for flow control elements and actuation
    • Technical skills – Ability to read manufacturing drawings, P&ID’s and understand power plant systems & process applications would be an advantage.
    • Results-driven – Takes accountability for delivering excellence, profitability and growth. Setting clear and measurable goals for self and team.
    • The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

    • While performing the duties of this job, the employee is regularly required to sit; use hands to finger, handle, or feel; and talk or hear.  The employee is occasionally required to stand; walk; reach with hands and arms; climb or balance; and stoop, kneel, crouch, or crawl.  The employee must occasionally lift and/or move up to 20 pounds.

    • Specific vision abilities required by this job include close vision, and ability to adjust focus.


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