Pharma, Territory Manager

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.

The position offers flexibility in location and can be based at various IMI PBM sites

Role Overview

The Pharma Territory Manager is responsible for the development, execution, and performance of all IMI PBM sales activities within the assigned territory. The role is focused on driving profitable growth across the Pharmaceutical, Life Sciences, Biotechnology, and related sanitary processing industries through strategic account development, channel management, and customer engagement. 

The successful candidate will demonstrate a high level of mechanical aptitude, knowledge of fluid-flow applications, and previous experience in technical sanitary sales. They will lead and develop a network of representatives, create sustainable growth strategies, and position IMI PBM as the preferred partner for customers, engineering firms, and industry stakeholders. The role requires a highly driven individual who can identify new business opportunities, influence decision-makers, and deliver exceptional sales performance

Key Responsibilities

• Develop and execute a territory business plan and sales strategy that delivers revenue growth, profitability, and market share expansion.


• Manage, coach, and develop the representative network to maximize sales performance and customer coverage.


• Maintain expert knowledge of IMI PBM products, applications, and competitor offerings within pharmaceutical and sanitary markets.


• Identify and implement action plans to penetrate and grow business within pharmaceutical, life sciences, biotechnology, and adjacent industries.


• Build strong relationships with end users, engineering consultants, OEMs, contractors, and channel partners.


• Communicate market trends, customer requirements, and product development opportunities to management and relevant internal stakeholders.


• Conduct annual business reviews with representatives, identifying development opportunities, training requirements, and territory growth plans.


• Collaborate closely with the IMI PBM project team to maintain a high project conversion and closing rate.


• Contribute to strategic planning initiatives and support the execution of long-term business growth strategies.


• Manage territory expenses effectively and ensure compliance with approved budget guidelines.


• Deliver technical product demonstrations, customer presentations, and training sessions to representatives, customers, and engineering firms.


• Represent IMI PBM at trade shows, conferences, industry events, and customer meetings.


• Adhere to all company policies, procedures, compliance requirements, and business ethics standards.


• Support the recruitment, selection, and onboarding of representative partners when required.

Required Qualifications & Experience

• Bachelor's degree in Engineering, Business, Sales, or a related discipline preferred.


• Minimum 5-7 years of sales management experience within the valve industry or a related industrial sector.


• Demonstrated success in growing sales and developing distribution channels.


• Experience managing manufacturer representatives and building successful channel partner relationships.


• Strong understanding of customer needs, industry dynamics, and market trends within pharmaceutical, life sciences, or related process industries.


• Knowledge of fluid-flow applications, process systems, and sanitary valve technologies.


• Proven ability to influence customers and stakeholders at multiple levels of an organization.


• Strong commercial acumen and experience developing and executing sales strategies.


• Excellent communication, presentation, and negotiation skills.


• Willingness to travel extensively throughout the assigned territory.


• Approximately 70% travel required.


• Proven leadership experience with a track record of delivering sales results.

Critical Competencies for Success

Customer Focus

Develops trusted relationships with customers, understands their challenges, and delivers solutions that create long-term value.

Commercial Drive

Demonstrates a strong ambition to grow revenue, increase market penetration, and achieve business objectives while identifying new commercial opportunities. 

Strategic Thinking

Evaluates market opportunities and develops effective sales strategies that align with IMI's long-term business goals.

Technical Credibility

Applies strong technical knowledge and understanding of fluid-flow applications to provide value-added solutions and earn customer confidence. 

Leadership & Influence

Provides clear direction to representative partners, motivates performance, and influences stakeholders through credibility and expertise. 

Collaboration

Works effectively across functions, territories, and global teams to deliver successful business outcomes while demonstrating cultural awareness and inclusivity. 

Innovation & Continuous Improvement

Actively seeks new opportunities, embraces innovation, and contributes to process and product improvements that support sustainable growth. 

Resilience & Accountability

Maintains focus and determination in challenging situations, takes ownership of results, and consistently delivers on commitments. 

Integrity

Demonstrates the highest ethical standards and consistently acts in accordance with IMI's values of Integrity, Excellence, Innovation, and Collaboration.

IMI is an inclusive employer; diversity is very important to us, and we want to receive applications from people from all backgrounds