IMI

• 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.

• Supporting end users by diagnosing and resolving system problems and errors • Support Key Account Managers and take ownership of smaller customer programs, including coordination across sales, engineering and operations • Learn and participate in commercial activities such as quoting, pricing, forecasting and pipeline tracking • Coordinate cross functionally to support order execution and issue resolution • Maintain accurate CRM data • Develop capability to manage customer interactions independently

• Define and implement the electronics category strategy for the Life Science sector, covering components and assemblies such as PCBs, sensors, connectors, and embedded systems. • Conduct ongoing supply market analysis to identify cost drivers, technology trends, capacity constraints, and risks. • Translate category strategies into clear sourcing plans aligned with Life Science business priorities. • Identify, qualify, and manage strategic suppliers in line with Life Science requirements. • Lead supplier negotiations, performance reviews, and continuous improvement initiatives. • Drive supplier development activities to improve quality, delivery, cost competitiveness, and technical capability. • Partner closely with R&D, engineering, manufacturing, and quality teams to align sourcing decisions with technical and regulatory requirements. • Support early product development through supplier involvement, cost modelling, and standardization initiatives. • Act as the primary point of contact for electronics sourcing within the Life Science business. • Deliver cost improvement through strategic sourcing, value engineering, and total cost of ownership analysis. • Identify and mitigate supply chain risks related to capacity, single sourcing, material volatility, and geopolitical exposure. • Support the development of resilient sourcing strategies, including dual sourcing and long term supplier agreements. • Lead contract negotiations and manage supplier agreements in line with IMI procurement policies. • Ensure compliance with applicable quality, regulatory, and sustainability requirements (e.g. RoHS, REACH).

• Develop and demonstrate a strong working knowledge of all products, capabilities, and our customer centric value proposition for the Strategic Vertical Markets across the America’s Region within our distribution partner network. • Responsible for developing applications with our distributor partners and leading all technical steps of our sales process, from design concept to successfully winning new business. • Develop and execute a business development plan to grow both existing and targeted new customers through engineered solutions. • Develop and maintain customer relationships by working closely with decision-makers in engineering, R&D, and procurement departments using the Miller Heiman strategic selling methodology in conjunction with our distributor partners. • Create value by using your knowledge and technical aptitude to help the customer improve their equipment and machine design through differentiated control products and systems. • Become the trusted Strategic Vertical Markets leader by learning then leading product training for our distributor partners, at customer sites and trade shows. • Manage new business opportunities and document activities through the funnel process using Salesforce CRM. • Provide timely and complete reports and other information as required by management. • Develop content for webinars, white papers and other marketing related activities. • Support new product development and growth hub strategies. • Manage and present complex projects throughout the sales cycle. • Educate and act in a consistent manner within the scope and principles of the IMI Way.

• Act as the single point of contact for all commercial and coordination activities between the customer and internal teams (Engineering, Production, Quality). • Build and maintain long-term relationships with key stakeholders and decision-makers at the OEM level. • Develop and execute strategic account plans to ensure high customer satisfaction and long-term account retention. • Identify and pursue new business opportunities within existing accounts, as well as onboard new OEM customers. • Lead the full Request for Quotation (RFQ) process, from lead generation and inquiry through submission, follow-up, and PO conversion. • Drive growth in Share of Business (SOB) across key components, including Powertrain, Engine, Chassis, and EV-related products. • Lead price negotiations, contract renewals, and margin improvement initiatives. • Collaborate closely with internal R&D and manufacturing plants to ensure successful new project launches and adherence to SOP (Start of Production) timelines. • Monitor industry trends, competitor activities, and customer product roadmaps, providing strategic insights and feedback to management.

Join our Talent Community! IMI Industrial has been providing millwright and fabrication services since 1986 and is known in the industry for our quality workmanship, dedication to safety, and strong client relationships. We’re a team of good people who think critically, work hard, and solve problems in an effort to exceed customer expectations. We’re equally committed to creating an excellent employment experience for our team members. We work hard to hire and develop great people and build relationships, and we pride ourselves on our culture of safety and quality. We also aim to ensure that the programs and services we offer our team are among the best in the business. We offer competitive salaries, 401k, and health benefits as well as company holidays and competitive time-off plans. More reasons to join our team:    - We pride ourselves in our family-like culture and casual, but focused, work environment    - We offer competitive salaries and health benefits    - Our 401K program includes a 100% match up to 5%    - We offer our employees flexibility and autonomy    - We do community outreach projects throughout the year    - We know how to throw company events    - We work hard, but we also know how to have fun - darts, anyone? Individuals seeking employment at IMI Industrial/Designed Conveyor Systems are considered without regards to race, color, religion, national origin, age, sex, marital status, ancestry, physical or mental disability, veteran status, gender identity, or sexual orientation. Accommodation is available to applicants with a disability condition, when applying, testing, or interviewing for a position. Please let us know if you need accommodation.

• Manage and deliver the sales budget, measured by orders, for Material Handling systems. • Implement and refine strategies and tactics to achieve budgeted orders and revenue shipments. • Lead the evaluation and pursuit of new market segments through research, outreach, and strategic targeting of customers for existing material handling systems, products, and services. • Be self-directed and proactively identify and engage prospective customers where no relationship exists, securing meetings to develop opportunities that support the sales budget. • Demonstrate a strong understanding of key customers; insight is fundamental to achieving the sales budget. • Use Salesforce, combined with market intelligence and customer insight, to track lead generation, manage opportunity pipelines, schedule sales visits/coverage, and analyze performance metrics. • Develop and communicate a robust target customer list to drive new account acquisition. • Create, update, and execute quarterly business plans for said customer list that reflect an understanding of the product, key market trends, competitive benchmarks, and opportunity progression via Salesforce. • Maintain accurate and complete account data within Salesforce, including opportunities, forecasts, milestone dates, and other information as required by management. • Demonstrate in-depth knowledge of Material Handling Systems, including IMI Bahr (Electric Motion) products, and articulate the value proposition versus key competitors. • Drive customer intimacy to identify opportunities for new product development. • Be directly accountable for new account acquisitions and revenue/market share growth with existing Channel Partners and Key Strategic Accounts. • Deliver results by identifying and creating opportunities, setting goals that drive profitability, tackling challenges head-on, and responding quickly to obstacles to secure a competitive advantage. • Successfully promote IMI Material Handling capabilities and solutions throughout the American market, supported by sales and marketing teams. • Leverage and amplify global successes with the Material Handling and IMI Bahr product portfolio. • Provide timely and complete reports and other information as required by management. • Research and report on competition, competitive issues, products, and markets (e.g., price increases, distributor line card changes). • Educate and act consistently within the scope and principles of the IMI Way. • Travel is required; overnight stays will be necessary. Position is home-office based. Perform other duties as assigned.

• Locate, define, develop, negotiate, and close new business within OEM Industrial Automation Vertical • Understands instrumentation specifications of customers’ products that could use our “platform, off-the-shelf” products or benefit by creating more value from a Norgren custom solution • Drive the instrumentation specifications of the selected end-user accounts • Identify product development strategies with “Voice of the Customer” input to address the requirements and needs of these key customers to promote, implement and drive these well-justified business development plans through the Norgren organization • Develop a sound, strategic business case garnering internal champions to partner in driving this through our process in a collaborative, team-focused environment • Promote the broad range of Norgren products and design capabilities to engineering, purchasing, quality, marketing and other departments within a diverse set of companies throughout the key Industrial Automation segments • Prepare, negotiate and manage all customer pricing programs and contracts, while ensuring all IMI terms and conditions are considered and upheld in contractual negotiations • Maintain a general awareness of developments within the Industrial Automation segments • Keep accurate new business opportunity funnel and customer account data within the company CRM system relative to lead referral, new opportunities, account activities, quotes, forecasts and other pertinent information as required by management • Provide timely and complete reports and other information as required by management

• Develop and demonstrate a strong working knowledge of all products, capabilities, and our customer centric value proposition for the Strategic Vertical Markets across the America’s Region within our distribution partner network. • Responsible for developing applications with our distributor partners and leading all technical steps of our sales process, from design concept to successfully winning new business. • Develop and execute a business development plan to grow both existing and targeted new customers through engineered solutions. • Develop and maintain customer relationships by working closely with decision-makers in engineering, R&D, and procurement departments using the Miller Heiman strategic selling methodology in conjunction with our distributor partners. • Create value by using your knowledge and technical aptitude to help the customer improve their equipment and machine design through differentiated control products and systems. • Become the trusted Strategic Vertical Markets leader by learning then leading product training for our distributor partners, at customer sites and trade shows. • Manage new business opportunities and document activities through the funnel process using Salesforce CRM. • Provide timely and complete reports and other information as required by management. • Develop content for webinars, white papers and other marketing related activities. • Support new product development and growth hub strategies. • Manage and present complex projects throughout the sales cycle • Educate and act in a consistent manner within the scope and principles of the IMI Way. • Travel is required (up to 50%). Overnight stays will be required. Position is home office based. • Be a champion of time management and control your calendar • Be held accountable, but not micro-managed.

• Demonstrate a working knowledge of all products, capabilities, and the value proposition • Responsible for field applications, system design, and customer product development/enhancement • Develop and execute a territory business plan to grow both existing and targeted new customers through engineered solutions • Develop and maintain Distribution/OEM accounts by working closely with decision-makers in Engineering, R&D, and Procurement Departments and upper management within assigned territory • Create value with the customer using your knowledge and technical aptitude to help the customer improve their process and amplify their solution • Become the trusted Industrial Automation advisor for customers in your territory • Can translate customer requirements into proposals that are priced to win and provide acceptable profits to meet company guidelines • Manage new business opportunities and document activities through the funnel process using our CRM (Pivotal/Salesforce) • Provide timely and complete reports and other information as required by management • Participate in technical product training at distributor, in-house, or at the end customer • Develop proficiency in consultative and value selling techniques used by IMI and continue professional development through training, attending trade shows/seminars, reading trade publications, etc. • Support Marketing, New Product Development, or other Division initiatives • Manage and present complex projects throughout the sales cycle • Make 10-15 customer visits weekly utilizing both in person and virtual selling • Research and report on competition, competitive issues, products, and markets (Price increases, distributor line card changes, etc.) • Educate and act in a consistent manner within the scope and principles of the IMI Way • Travel is required (up to 50%). Overnight stays will be required.