IMI plc
At IMI, we’re not just creating solutions; we’re building careers. So, unlock your potential: do work that matters, grow with us, and be part of a team shaping tomorrow.
Here, you can make a real difference – solving complex engineering challenges that make industries smarter, safer and more sustainable. From the energy that powers homes to the systems that keep the world moving, you’ll help create solutions the world depends on.
But it’s not just about the work – it’s about how you grow. We encourage curiosity, make learning part of everyday life, and give you real opportunities to build new skills and move your career forward.
We believe in nurturing your wellbeing, too, with strong benefits and flexible policies that help you succeed. At IMI, you’ll find a supportive, collaborative and inclusive environment where you can truly thrive.
Role Overview:
The Business Development Manager – Automation Solutions is responsible for identifying, developing, and advancing Material Handling business opportunities for IMI Americas Industrial Automation sector. This role focuses on expanding IMI's presence across strategic and adjacent markets through direct and indirect customer outreach, technical sales support, and cross-functional coordination of tailored automation solutions.
The candidate is responsible to lead business development, sales growth, and market expansion for IMI’s Material Handling, Pressroom Stamping, and related industrial automation solutions across the Americas. This role is responsible for identifying, pursuing, and converting new opportunities through market research, customer outreach, strategic targeting, technical solution development, and disciplined pipeline management.
The position requires a strong engineering background, commercial and financial acumen, and the ability to collaborate within a matrixed organization. It involves significant external engagement with new and existing customers, strategic partners, and industry stakeholders, as well as internal alignment with engineering, sales, project management, and applications teams.
Work Environment: Remote in the US. Greater Detroit or Chicago area is preferred; Approximately 50–60% travel is expected, depending on customer needs, and project phase.
Key Responsibilities
- Manage and deliver the sales budget, measured by orders, for Material Handling, Pressroom Stamping, and related automation systems.
- Develop, implement, and refine strategies and tactics to achieve budgeted orders, revenue shipments, profitability, and market share growth.
- Lead the evaluation and pursuit of new opportunities in pressroom stamping, material handling, and emerging market segments through market research, customer outreach, and strategic targeting.
- Proactively identify and engage prospective customers where no relationship currently exists, securing meetings and building long-term collaboration opportunities.
- Develop and maintain a robust target customer list to support new account acquisition and strategic growth.
- Create, update, and execute quarterly business plans for target customers, including opportunity progression, competitive positioning, market trends, and sales activity tracked through Salesforce.
- Use Salesforce, market intelligence, and customer insight to track lead generation, manage opportunity pipelines, schedule customer coverage, maintain forecasts, and analyze performance metrics.
- Maintain accurate and complete account and opportunity data in Salesforce, including forecasts, milestone dates, customer interactions, and other information required by management.
- Demonstrate a strong understanding of key customers, market dynamics, competitive benchmarks, and customer needs to support achievement of the sales budget.
- Develop industry-specific solutions and go-to-market strategies in coordination with engineering, sales, applications, product management, and marketing teams.
- Prepare and present technical proposals, business cases, and value propositions that align IMI solutions with customer requirements and strategic objectives.
- Support the quotation process by providing technical cost inputs and customer/application context to help ensure accurate pricing.
- Serve as the primary point of contact for customer-facing projects, ensuring internal coordination, customer alignment, and successful project execution.
- Maintain strong strategic relationships with customers and act as a trusted advisor to support long-term automation goals.
- Identify and cultivate strategic partnerships with key players in target markets, including OEMs, Tier 1 and Tier 2 suppliers, channel partners, and key strategic accounts.
- Demonstrate in-depth knowledge of Material Handling Systems, IMI Bahr Electric Motion products, pressroom automation, end-of-arm tooling, and related IMI solutions.
- Clearly articulate IMI’s value proposition versus key competitors and promote IMI Material Handling and automation capabilities throughout the Americas market.
- Leverage and amplify global successes with the Material Handling and IMI Bahr product portfolio.
- Drive customer intimacy to identify opportunities for new product development, application expansion, and long-term growth.
- Gather Voice of Customer insights and provide technical support, training, and market feedback to sales and customer-facing teams.
- Monitor and report on industry trends, competitive offerings, pricing movements, distributor line card changes, regulatory developments, products, and market activity.
- Provide timely and complete reports, business updates, forecasts, and other information as required by management.
- Act consistently within the scope and principles of the IMI Way.
- Travel is required, including overnight stays, depending on customer needs, project phase, and territory coverage. Estimated travel is approximately 50–60%. Position is home-office based.
- Perform other duties as assigned.
Critical Competencies for Success
- Bachelor’s degree is required preferably in engineering. Business related Bachelors degree is acceptable.
- 5+ years of experience in technical sales or business development within stamping and related industrial automation sectors, including hands-on experience with automation end-of-arm tooling.
- Demonstrated experience in identifying and converting new business opportunities, including cold outreach and lead generation.
- Strong technical problem-solving skills with the ability to understand complex customer requirements and propose integrated solutions.
- Proven ability to collaborate across functions, influence decision-makers, and drive alignment in a matrixed organization.
- Effective verbal and written communication skills, including the ability to deliver technical presentations to diverse audiences.
- Proficiency in Salesforce or similar CRM platforms to manage pipelines, customer interactions, and performance metrics.
- High degree of initiative, professionalism, and business/financial acumen.
Pay range: $130k - $150k
Within this range, individual pay is determined based on skills, experience, and qualifications relative to the job requirements. Base pay information is aligned with market location and may be subject to prevailing wage laws, if applicable.
Bonus eligibility: This position is also eligible for a variable incentive pay component, separate from base salary.
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 (Adoption benefits are equivalent)
- 4-week paternity leave at full pay (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.
By submitting your application, you consent to the processing of your personal data in line with IMI’s policies. For information about how IMI processes candidates’ data, please see the Candidate Privacy Notice at www.imiplc.com/candidate-privacy-notice, available in multiple local languages.
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.
