Distribution Account Manager Germany (German&English)

About the role:

As a Distributor Account Manager, you will be responsible for implementing IMI’s EMEA distribution strategy and driving above-market growth in your region.

You will manage and develop the distributor network, assess existing partners, build strong growth plans and identify new distributors to expand IMI’s market share. A key part of the role is working closely with distributors and end customers to create high-quality opportunities and turn them into sustainable commercial success.

Face-to-face contact is essential in this role. You will travel regularly across the region, especially to customers and partners in Germany, Austria and Switzerland.

You will collaborate closely with the Regional Director and with internal teams across Engineering, Marketing, Supply Chain and Sales to strengthen channel performance and support long-term growth.

Key responsibilities

In this role, you will:

• Develop and implement the regional distribution strategy together with the Regional Director.
• Drive distributor growth using Korn Ferry Effective Partner Plans.
• Assess existing distributors and create improvement or replacement plans where needed.
• Identify, select and onboard new niche distributors to grow selected markets and technologies.
• Set, monitor and follow up on sales targets, KPIs and growth plans with distribution partners.
• Use Salesforce to improve visibility, track opportunities and analyse growth performance.
• Implement pricing strategies that support profitable growth.
• Launch promotional activities and product campaigns to increase sell-through.
• Work with distributors and end customers to create strong, high-quality business opportunities.
• Track customer NPS and develop actions to improve customer satisfaction.
• Help distributors become more self-sufficient by promoting the use of digital tools.
• Share best practices with other Distributor Account Managers across EMEA.
• Collaborate with Engineering, Marketing, Supply Chain and Sales to support distributor success.
• Use data and market insights to support strategic decisions and improve channel performance.

What you bring

• Proven experience in growing distribution sales within an industrial environment.
• Strong understanding of channel sales, distributor management and partner mix development.
• Ability to build clear growth plans with distribution partners that support IMI’s financial targets.
• Experience working through distributors to reach end customers and create commercial opportunities.
• Strong customer focus, with the ability to build trusted relationships across the distribution network.
• Clear and persuasive communication skills, adaptable to different audiences.
• Strong negotiation skills, with a focus on creating value for both IMI and its partners.
• Good market awareness, ideally with an understanding of the regional pneumatics market.
• Ability to identify distributor priorities, act decisively and turn opportunities into results.
• Confident use of data and insights to support commercial decisions and improve channel performance.
• Positive, resilient and results-driven mindset, with the ability to stay calm under pressure.
• Strong English communication skills and comfort working in an international environment.

What IMI offers

At IMI, you will join a financially strong international FTSE 250 company headquartered in the UK, with a clear ambition for further growth and expansion.

We offer:

• A role within an international EMEA commercial team.
• Collaboration with experienced colleagues across different countries and cultures.
• Attractive and market-competitive pay and bonus package.
• Family-friendly benefits, including maternity, paternity and carers policies.
• Training and personal development through masterclasses, mentoring and coaching.
• A performance-driven culture built on strong values.
• Real opportunities for career development and promotion from within.

About IMI

IMI is a global specialist engineering company creating breakthrough solutions in fluid and motion control.

We partner with our customers to solve today’s challenges and prepare for the demands of tomorrow. Our solutions help make factories, production lines and warehouse operations smarter, safer, more productive and more sustainable.

IMI focuses on five key market sectors:

• Industrial Automation
• Process Automation
• Climate Control
• Life Science
• Transport

Within Industrial Automation, we provide pneumatic and electric motion solutions that help machine builders and end users around the world automate and optimise their manufacturing and warehousing processes.

IMI employs approximately 10,000 people in more than 50 countries.

salary range up to 90k depending on experience and seniority