• Develop and execute the EMEA sales strategy aligned to company growth objectives, target segments, and product roadmap. • Translate ARR and bookings targets into territory, segment, and rep-level plans with clear quotas and activity expectations. • Own pipeline creation, progression, and conversion; ensure accurate forecasting and predictable delivery of quarterly and annual goals. • Use data to continuously refine territory design, coverage models, and sales motions to improve win rates and shorten sales cycles. • Build, lead, and develop a world-class sales team, including account executives and outbound/SDR resources. • Recruit and retain top talent; establish a high-performance culture grounded in accountability, coaching, and continuous improvement. • Implement clear operating rhythms (QBRs, forecast calls, deal reviews) that drive execution discipline and performance. • Mentor and uplevel sales leaders to effectively run their businesses and develop succession depth. • Personally engage on strategic opportunities, executive-level negotiations, and key customer relationships across EMEA. • Partner with Customer Success on expansion, renewals, and executive sponsorship for top accounts. • Ensure rigorous MEDDIC/enterprise sales best practices across discovery, solutioning, proposal, and commercial negotiation. • Serve as an escalation point for major accounts and complex commercial or contractual issues. • Partner with Marketing to align on ICPs, campaigns, lead quality, and pipeline targets by segment and region. • Collaborate with Product and Product Marketing to refine positioning, pricing, and packaging in response to buyer feedback and competitive dynamics. • Provide structured, data-backed insights from the field to influence roadmap and GTM priorities. • Align closely with Revenue Operations on territories, compensation plans, reporting, and tooling (CRM, enablement, forecasting). • Own regional forecast accuracy, pipeline health metrics, and sales productivity KPIs; communicate performance to the executive team and Board as needed. • Define and enforce sales processes, CRM standards, and inspection mechanisms to ensure data quality and visibility. • Partner with Finance on planning, budgeting, compensation design, and scenario modeling for the EMEA business. • Monitor market trends and competitive landscape; identify new vertical, product, or partnership opportunities.

• Lead the Specialty Therapies regional business planning and execution, including key product launches, sales training, local customer engagement events, congress presence and promotional activities • Work closely with RVP, US Business leaders, Sales operations, CRM DM’s, STM to develop, implement and execute regional/local business plans • Deploy market development and marketing plans aimed at generating short and long-term growth • Closely manage account selection and prioritization of target for new therapy penetration to maximize revenue and procedural success • Collaborates with CRM DM in executing customer engagement and sales activities to physician/account customers • Consistently and effectively communicates appropriate product, market, clinical, competitive information to sales organization to maximize sales results • Develop relationships with Key Opinion Leaders (KOLs) • Conducts market assessment to identify customer insights, market trends, barriers, and opportunities for growth in specialty portfolio • Utilizes 3rd party data and sales analytics on market size, opportunity, and penetration level • Provide input to US Business Leaders for the Strategic Planning process including annual updates to market models and segmentation exercises • Manages the motivation, performance, and development of the Specialty Therapies team • Consciously create a workplace culture that is consistent with the overall organization and that emphasizes the identified mission, guiding principles, and quality of the organization • Lead employees using a performance management and development process that provides an overall context and framework to encourage employee contribution and includes goal setting, feedback, and performance development planning • Maintain transparent communication. Appropriately communicate organization information through department meetings, one-on-one meetings, and regular interpersonal communication • Work with Human Resources staff to recruit, interview, select, hire and retain talent that meets and exceeds performance needs • Coach, mentor, and develop staff, including overseeing new employee onboarding and providing career development planning and opportunities • Foster a spirit of teamwork and unity among team members that allows exchanging ideas, and the appreciation of diversity as well as cohesiveness, supportiveness, and working effectively together • Perform additional duties in line with company business requirements

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 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: 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. This is a position focused on direct and/or indirect channels to market. The Regional Sales Manager has significant and very broad revenue and/or geographical territory accountability. Work Environment: Remote - Houston, TX (50-70% Travel) Key Responsibilities: - 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. This is a position focused on direct and/or indirect channels to market. The Regional Sales Manager has significant and very broad revenue and/or geographical territory accountability. - 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. - Demonstrate a strong understanding of the key customers and how this insight is integrated into the territory business plan and Account Plan by pulling the right levers to generate value, manage the inflation equation and protect the balance sheet. This will be demonstrated through creating, updating and executing quarterly territory business plans that demonstrate an understanding of the product, the territory and accounts, as well as, documenting critical KPI’s and providing a sales bridge to ensure business plan objectives are realized. - 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. - Directly accountable for new account acquisitions and revenue/market share gains at existing accounts. - 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, respond quickly to obstacles in order to secure a competitive edge. - Establish and maintain meaningful relationships with the key personnel of each assigned major account. - Work with Finance, Purchasing and Production to ensure strategic pricing when facilitating all customer pricing contracts. Strive for consistency and price/value improvement while working within company policies. Ensure all IMI Critical Engineering terms and conditions are being upheld. - Maintain a general awareness of developments within the market to provide feedback on customer issues, competitor activities, pricing trends, consolidation activities, and marketing initiatives. - Provide accurate and timely reports and other information as required by management. - Maintain accurate and complete account data with the company software system relative to: opportunity, forecasts, milestone dates and other information as required by management. - Travel is required. Travel is restricted to defined territory or as required by management. - Other duties as assigned. Critical Competencies for Success: - 5 Years relevant industry experience as Sales Engineer, Business Development Manager, Manufacturer Representative required - Outside Sales Experience – 2 years minimum in manufacturing or distribution - Excellent verbal and written communication skills required - Proficient in Microsoft Office – Word, Excel, and Power Point requires - Teamwork - Exhibits objectivity and openness to others' views; Gives and welcomes feedback; Contributes to building a positive team spirit; Puts success of team above own interests; Able to build morale and group commitments to goals and objectives; Supports everyone's efforts to succeed. - Quality - Demonstrates accuracy and thoroughness; Looks for ways to improve and promote quality; Applies feedback to improve performance; Monitors own work to ensure quality. - Quantity - Meets productivity standards; Completes work in timely manner; Strives to increase productivity; Works quickly. - Safety and Security - Observes safety and security procedures; Determines appropriate action beyond guidelines; Reports potentially unsafe conditions; Uses equipment and materials properly. - Adaptability - Adapts to changes in the work environment; Manages competing demands; Changes approach or method to best fit the situation; Able to deal with frequent change, delays, or unexpected events. - Attendance/Punctuality - Is consistently at work and on time; Ensures work responsibilities are covered when absent; Arrives at meetings and appointments on time. - Dependability - Follows instructions, responds to management direction; Takes responsibility for own actions; Keeps commitments; Commits to long hours of work when necessary to reach goals; Completes tasks on time or notifies appropriate person with an alternate plan. - Initiative - Volunteers readily; Undertakes self-development activities; Seeks increased responsibilities; Takes independent actions and calculated risks; Looks for and takes advantage of opportunities; Asks for and offers help when needed. - Innovation - Meets challenges with resourcefulness; Generates suggestions for improving work; Presents ideas and information in a manner that gets others' attention. Pay range: $120,000-140,000 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. 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.

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