Head of Sales

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 Fluid Control, 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 Head of Sales is responsible for leading and managing the sales team across Switzerland, driving revenue growth and aligning efforts with Climate Control’s strategic objectives. This role involves crafting and executing effective sales strategies, fostering strong relationships with key customers, and identifying new business opportunities. Additionally, the Head of Sales ensures seamless sales operations throughout the country, positioning the business for sustainable success while cultivating a high-performing, customer-focused team.

Work Environment : This is a hybrid role, requiring the successful candidate to divide their time between our site in Füllinsdorf, remote work, and visiting customers.

Key Responsibilities :

• Develop, communicate, and execute the commercial strategy and business plans for Switzerland to maximize profitability, market penetration, and growth across all sales channels.
• Take full P&L responsibility, including SG&A, and manage the country sales budget to achieve key targets, such as revenue, pricing (SPI), product/customer mix, and margin goals.
• Position IMI Climate Control as the preferred supplier to key customers and channel partners, fostering long-term relationships, customer satisfaction, and market leadership.
• Drive customer development through educational marketing initiatives, including training programs aligned with the Climate College, and implement pricing strategies consistent with IMI Climate Control’s guidelines and plans.
• Negotiate and manage sales contracts with key stakeholders, ensuring compliance with strategic pricing, local S&OP processes, and delegated authority limits.
• Lead the development of the sales organization, ensuring strong talent, succession planning, and capabilities to sustain both immediate and long-term business objectives.
• Stay informed on market dynamics, competitive activity, economic conditions, and regulatory changes to shape strategic decisions effectively.
• Ensure strict adherence to company policies, the IMI Way, and IMI Group Assurance standards, fostering ethical and compliant operations.

Critical Competencies for Success :

• Significant experience in the HVAC industry, demonstrating in-depth knowledge of the Swiss HVAC market, with strong, established relationships across key distributors, developers, contractors, consultants, and other critical stakeholders, including district heating companies.
• Product knowledge in pressurization, dirt separation, and degassing systems; balancing, control, and actuators; as well as thermostatic control solutions, being advantageous.
• Proven ability to lead and develop top-performing sales teams to deliver growth and premium system solutions.
• Strong expertise in managing complex sales channels and engaging multiple stakeholders.
• Exceptional communication, negotiation, and relationship management skills.
• Fluent in German (required); intermediate proficiency in English is preferred. French is an advantage.

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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