Business Development Manager, Data Centers (Western Europe & Nordics)

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.

Climate Control offers hydraulic solutions for water-based heating and cooling systems to achieve a perfect indoor climate with minimal energy consumption. Our leading brands have been used in over 100,000 building projects worldwide and offer products and solutions in three key areas: Pressure maintenance and water quality, regulation, control and actuators, and thermostatic control.

Role Overview

The Business Development Manager role will have a specialized focus on Data Centers covering Western Europe & Nordics. This role will be responsible for identifying new business opportunities, building and maintaining relationships with key stakeholders, and driving the growth of our data center solutions. This role requires a strategic thinker with a deep understanding of the data center market and a proven track record in business development.

Work Environment: Hybrid/Remote

Key Responsibilities

• Strategic Market Development: Develop and execute targeted market expansion plans, account penetration strategies, and growth initiatives for the Data Center market.
• Market and Competitive Intelligence & Analysis: Conduct ongoing primary market research through relationships and network to identify real-time market trends, customer needs for large scale cooling, procurement behaviors, supply chain dynamics, competitor activity, and emerging opportunities developing within the competitive landscape of the industry.
• Complex Deal Origination and Closing: Identify, navigate, and close high-value, multi-stakeholder opportunities with sometimes long sales cycles (> 6 months), driving revenue growth across complex, mission-critical environments.
• Client Relationship Management: Leverage your established industry network and trusted reputation to secure new accounts, engage high-level (authorized) decision-makers, lead mechanical consultants, and EPC leads.
• Relationship and Stakeholder Management: Cultivate executive-level alliances across the Data Center value chain, including operational directors, facility owners, A&E consultants, engineering partners, construction stakeholders, and key industry influencers.
• Technical and TCO Value Messaging: Work with Product leads to translate complex hydronic balancing, HVAC flow control, and liquid cooling performance into clear value propositions and Total Cost of Ownership models.
• Industry Presence and Thought Leadership: Represent IMI as a trusted authority at major mission-critical forums, summits, and conferences to build brand authority, generate top-of-funnel pipeline, and strengthen market credibility.
• Sales Enablement and Project Alignment: Partner with internal sales, engineering, operations, and logistics teams to develop sales tools, presentations, bespoke proposals, and project plans.
• Revenue Performance Tracking: Maintain daily hygiene and rigorous CRM reporting report on sales activities, deal velocity, pipeline conversion, client feedback, product performance, market trends, and competitive intelligence within Salesforce.

Critical Competencies for Success

• Bachelor's degree in business, Engineering, or a related field; MBA preferred.
• Minimum of 7 years of experience in new business development, sales, or a directly related role within the Data Center industry within Europe.
• Demonstrated understanding and knowledge of hydronic balancing valves, and HVAC flow control, that apply to mission-critical cooling environments at scale.
• In-depth understanding of the Data Center market, including industry trends, emerging technologies, customer requirements, roadmap planning, competitive dynamics, and key market participants and players.
• Strong analytical (EXCEL), negotiations, and communication (PPT, WORD), and relationship-building skills.
• Self-motivated daily doer, results-oriented, and able to work both independently while collaborating effectively with sales, operations, engineering, logistics, and other internal teams as part of a team.

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.

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.

Code of Ethics

IMI requires the highest standard of ethics in all business dealings, particularly with customers, suppliers, advisors, employees, and the authorities.

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.