Strategic Account Manager (w/m/d) OEM - Industrial Automation

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. Weembrace 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.

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Role Overview

IMI is seeking a highly driven and hands-on Strategic Account Manager (w/m/d) to rebuild and grow our relationship with one of our most important OEMs and its subsidiaries across Germany.

Location: this is a field-based/remote role. Candidates must live in Germany, preferably in Southern Germany.

Travel: expect to travel a minimum of 3 days a week (often more) including overnights (depending on candidates distance to customer sites).

This is not a traditional account management role. The successful candidate will be responsible for re-establishing IMI as a trusted engineering and automation partner within the account, identifying new opportunities, and driving growth by building strong relationships across technical, operational, and decision-making functions.

The role requires persistence, creativity, and a willingness to engage directly with stakeholders at all levels to uncover opportunities and win back business.

Why This Role Is Different

This role is about rebuilding a flagship account. We are looking for someone who enjoys opening doors, challenging the status quo, developing deep technical relationships, and winning back business through persistence, credibility, and execution. The successful candidate will be comfortable rolling up their sleeves and doing whatever it takes to re-establish IMI as a valued partner.

Key Responsibilities

Account Development & Growth

• Develop and execute a strategic growth plan for the account and its German subsidiaries.
• Rebuild IMI's market position within the account and identify opportunities to recover lost business.
• Create and develop new relationships across engineering, maintenance, automation, production, and project teams.
• Generate and convert new project opportunities into sustainable revenue growth.
• Drive cross-selling opportunities across the wider IMI portfolio.

Customer Engagement

• Establish trusted relationships with key technical and operational stakeholders.
• Understand customer challenges and translate them into value-driven solutions.
• Position IMI as a preferred partner through technical expertise, responsiveness, and execution excellence.
• Navigate complex customer organisations and identify decision-makers beyond traditional purchasing channels.

Internal Leadership

• Coordinate support from sales, engineering, product management, customer service, and operations teams.
• Act as the voice of the customer within IMI.
• Maintain a robust pipeline and provide accurate forecasting through Salesforce.
• Lead account reviews and drive accountability for growth objectives.

What Success Looks Like

• Strong network established across key engineering and operational functions.
• Recovered and expanded share of wallet across multiple locations.
• Increased specification of IMI products in new machine and project designs.
• Sustainable pipeline growth and measurable revenue contribution.
• IMI recognised as a trusted technical partner within the specific account.

Experience & Qualifications

• Proven success in Key Account Management, Strategic Account Management, or Business Development within industrial automation, pneumatics, fluid control, or related technical industries.
• Strong track record of winning business in complex OEM environments.
• Experience engaging with engineering, manufacturing, and project stakeholders.
• Ability to navigate large organisations and influence multiple decision-makers.
• Hands-on, entrepreneurial mindset with a willingness to personally drive opportunities from identification through closure.
• Fluent German and English.

WHY JOIN IMI?

• Market-aligned base salary and attractive 30% target bonus
• Dedicated in-house engineering team creating customized customer solutions.
• High autonomy in a remote-based role.
• International and collaborative culture.

IMI VALUES

Always Care | Be Curious | Create Impact

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