IMI plc operated globally in oil and gas, automotive, medical systems, building indoor climate control, beverage dispense and merchandising systems. With a rich and long history in engineering the company held a turnover of $4bn. With a vast array of blue chip customers Key Account development had a vital role to play.
They consistently receive excellent feedback from groups of senior key account managers and business leaders who have attended their training and workshops across the world.
Global HR Director, Key Account Growth +85%
Seeking significant growth, IMI found opportunities constrained as relationships with customers were at low levels and products considered ‘commodities’. These issues constrained pricing leading to low profit margins. The scoping and implementation of a strategic approach to market and customer development was required.