IMI Norgren

• Support of activities to grow the IMI business within and, whenever needed, out of his/her own range of responsibility • Driving of portfolio selling of IMI products • Focusing on dormant plant activation and replacement of competitor products in the sub-region • Ensuring that all IMI processes and procedures are followed and complied with • Responsibility for achieving set budget targets and Sales KPI’s as annually defined • Driving intimacy with customers in our market and identifies important customer problems that can be solved with IMI products • Active support of Sales in his/her Sub-Region by visiting customers and agents at minimum 3-4 days a week • Managing of sub-regional agent-strategy in order to drive additional Sales

• Develops and increases sales revenue to meet assigned targets. • Actively pursue sales opportunities via telephone and face-to-face sales presentations for new and existing customers. • Remains informed of new products, services, and other information of interest to customers. • Actively pursues growth hub opportunities. • Works with existing customers to identify and fulfill additional sales opportunities. • Keeps informed of market trends and competitive activity and makes strategic adjustments to ensure long term market footprint and growth. • Timely response to customers regarding contracts, issues, or problems with product. • Responsible for forecasting (monthly, quarterly, yearly, LTF).

• Manage a portfolio of existing channel partners and OEM customers (Valve makers) • Appoint automation distribution and develop new sales opportunities (Actuation in Oil & Gas/Petrochem/Power) • Develop sustainable customer and distributor relationships ensuring specification on future project and aftermarket activities • Exceed sales targets while maximizing profitable growth for IMI • Drive bookings and margins in line with IMI Forecasts • Proactively work with Key Valves Maker as well as their supply base to drive product specification • Support the development of new non-traditional markets for automation

• The Regional Sales Manager is responsible and accountable for all sales activities as it relates to refineries and petrochemical plants, working toward the achievement of related sales budget, goals, and objectives within a defined geographical area and/or account base. • Implement those defined strategies and tactics to achieve budgeted order input and revenue shipment within the assigned region and distribution channels. • Recommend to sales management how best to deploy sales channel strategies and resource allocations for served markets. • Directly responsible for major account sales and development, as well as, communication of goals and objectives to internal resources to ensure territory success. • Develop specific business and sales plans to achieve growth objectives including recommendations for new product development and other Company services in support of said plan. • Deliver results by showing the ability to identify and create opportunities, as well as, set goals that deliver profitability/growth in your territory, tackle challenges head-on.

• Lead the development of Strategic Accounts for digital solutions focussing on accelerated and sustainable growth: • Develop customer strategies for global customers to address pain points, create closer relationships, develop regional propositions and maintain the overall approach and overview for these customers. • Proactively work with Key End Users to drive product applications, using support from local KAM and in combination with IMI Digital Product Champions to tactically execute the business. • Gain detailed understanding on upcoming projects, drive project specifications and support Global Project Pursuit with our global sales team to ensure IMI have complete coverage throughout the project cycle. • Work on aftermarket opportunities, whether replacing competitor products or finding new solutions to solve customers' key concerns. • Successfully develop new opportunities, by opening doors for cross and up sell IMI products and to create new engagements and relationships for existing IMI products / portfolio. • Create detailed account and action plans, enabling further understanding of year plan for major accounts and drive the plan's execution. • Achieve sales target in line with forecast: Provide forecasting, drive bookings and margins in line with IMI Forecasts. • Collaborate with other team members (European and Global KAMs, Commercial, Engineering, Operational, Finance and leadership team) to achieve agreed goals. • Propel the sales process for key projects and deliverables, establish a good understanding of account opportunities over time. • Support the development of new markets and applications: Help key account customers, by understanding their needs and actively engage with key decision makers and influencers to influence their perception of IMI digital solutions. • Support the development of sales to customers in adjacent markets, working with the wider IMI team to discover new growth areas for the key customers either through current product range or supporting growth hub teams to rapidly develop new solutions. • Make IMI the supplier of choice for digital sensors solutions and create flagship opportunities in the regions along with local demo rooms. • Partner with the Marketing Manager and provide input from success stories to ensure clear and concise marketing activities are completed to support sales growth with key customers and provide opportunities to attract new key customers. • Use specific channels such as digital channels, customers labs and technical days to generate leads, RFQ's and ultimately revenue in line with the 3-year plan. • Expand our footprint of products with the existing customer base: Guide and coach local KAMs/Customer Services supporting on day-to-day activity. • Have a clear technical understanding of IMI asset monitoring products and how they can interact with wider IMI applications. • Work with Product Champions to develop go to market plans for new product introductions. • Create new key account customers within the region to replicate the successes. • Gain a detailed understanding of competitors, their product offering and technology employed in these target areas. • Successfully win new packages of work that have traditionally been won by IMI competitors. • Work with Growth Hub Teams to develop new products and solutions: Feedback key customer insights to the Growth Hub community along with competitor activity. • Engage and support Growth Hub projects that relate to key customers ensuring customer interactions is fully supported. • Drive sales growth in relation to new product development for IMI Instrumentation. • Forecast and report in line with requirements: Ensure the relevant day-to-day sales reporting is completed accurately and in a timely manner including: Visit report, Activity tracker, Forecast reports, Project tracking.

• Responsible for overseeing multiple agent partners in assigned territory. • Develops and increases sales revenue to meet assigned targets and drive business growth. • Actively pursue sales opportunities via telephone and face-to-face sales presentations for new and existing customers. • Remains informed of new products, services, and other information of interest to customers. • Actively pursues new products developed through IMI Growth hub innovation department. • Works with existing customers to identify and fulfill additional sales opportunities. • Keeps informed of market trends and competitive activity and makes strategic adjustments to ensure long term market footprint and growth. • Timely response to customers regarding contracts, issues, or problems with product. • Responsible for forecasting (monthly, quarterly, yearly, LTF.) • Conduct outage management activities; including but not limited to preventative maintenance planning, customer inventory management, plant walk-downs, etc. • Design opportunity strategies through established strategic selling tools and resources such as blue sheets, Salesforce, etc.