Key Account Manager

As a Key Account Manager, you will be responsible for managing and developing a portfolio of strategic customers within the Rail sector. Partnering closely with engineering, project management and global sales teams, you'll identify new business opportunities, negotiate commercial agreements, and deliver tailored technical solutions that strengthen IMI's position in the market. You will play a key role in driving revenue growth, profitability and long‑term customer partnerships.

As the commercial owner of your region, you are a vital part of the organisation.

This role is based in
Milan
and requires regular travel within the assigned region.

The proposed salary for this role is: 60K + 15% bonus

Responsibilities

Drive commercial performance
– apply sales strategies and action plans to achieve sales, margin and price‑increase targets across your customer portfolio.

Grow key accounts
– acquire, develop and manage revenue growth with existing customers and new prospects, ensuring sustainable long‑term partnerships.

Build strong customer relationships
– establish trust with OEMs, operators and aftermarket customers, positioning IMI as a preferred technical partner.

Analyse the market
– benchmark competitors, identify new business opportunities and maintain strong awareness of industry trends to stay competitive.

Collaborate globally
– share project, product and application insights with IMI teams across EMEA and worldwide to support coordinated customer strategies.

Negotiate effectively
– prepare and negotiate pricing, terms and commercial agreements, securing internal approvals when required.

Translate customer needs
– review technical requirements and engage engineering and project management teams to deliver customised solutions.

Ensure accurate forecasting
– manage budget forecasts in collaboration with finance, commercial and production teams, ensuring accuracy and reliability.

Support issue resolution
– address customer claims and coordinate with internal teams to ensure timely and satisfactory outcomes.

Develop expertise continuously
– participate in product training to strengthen your technical and commercial capabilities.

Qualifications

• Relevant technical background; a degree in
  mechanical engineering or mechatronics
  is a strong plus.
• 3–5 years of technical sales experience
  , ideally in the
  Railway sector
  or
  industrial engineering.
• Proven track record of achieving sales objectives and managing complex accounts.
• Strong understanding of local, regional and global market dynamics.
• Ability to negotiate contracts and influence stakeholders at all levels.
• Experience selling customised or engineered solutions is highly valuable.

Behavioural Competencies

• Strategic mindset with the ability to grow account penetration and market share.
• Excellent communication, customer focus and negotiation skills.
• Ability to build trust and credibility with customers and internal teams.
• Positive, proactive and confident when representing IMI and its solutions.
• Strong ability to differentiate IMI's value versus competitors.
• Results‑oriented, ambitious and self‑driven.
• Team player who thrives in a competitive environment.
• High ethical standards aligned with IMI behaviours.

IMI Values in Action

Always Care
– Builds long‑term trust and acts with transparency and responsibility.

Be Curious
– Challenges assumptions and uses insights to create value for customers and IMI.

Create Impact
– Drives measurable results and embeds customer needs into execution.

About IMI

We are a global specialist industrial manufacturing 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 across five market sectors: Industrial Automation, Process Automation, Climate Control, Life Science and Transport.

Industrial Automation creates solutions that enable smarter, safer, more productive and sustainable factories, production lines and warehouse operations. Our pneumatic and electric motion systems help machine builders and end users around the world automate and optimise manufacturing and warehousing processes. We employ approximately
10,000 people in over 50 countries
.

Find more about IMI Plc here

Equal Opportunity Statement

IMI is an equal opportunity employer. Qualified applicants will be considered without regard to age, race, creed, colour, national origin, ancestry, marital status, affectional or sexual orientation, gender identity or expression, disability, nationality, sex, or veteran status.