Spencer Jenner

Background

About Spencer Jenner

I have just taken on the exciting new role of Marine Market Manager at IMI Critical Engineering where I am tasked with rapidly growing the company presence in that space and in country generally. This is after finishing five years filling two roles concurrently at Mack Valves. One as Manager – Asia Pacific, Middle East and Cryogenic for Mack Valves based in Melbourne, & the other as Area Sales Manager – Asia Pacific, for the majority shareholder of Mack Valves, Herose Armaturen & Metalle GMBH based in Hamburg, Germany. Both companies have many decades of history and go to market throughout the Asia Pacific region largely through distributor/channel networks Both roles encompassed direct sales to key accounts combined with the management of distribution channels. As part of the senior management team at Mack Valves I contributed to the development and implementation of the strategic direction of the company as they evolved a manufacturing company with an eighty year history & legacy into an agile and responsive twenty-first century sales-focused business. Getting to my present point has been a natural evolution after learning the craft of sales through a sales cadetship (a “white collar” apprenticeship for those too young to have heard of a cadetship) and then progressing through a series of roles with increasing account responsibility levels and through national and international sales management roles. Managing channel networks in matrixed multi-national environments has provided the best education in learning what “win/win” outcomes are really all about, and can give you the best insight into what it really means to be “customer-centric”. No matter the circumstance, I believe the sales function is actually quite simple. The biggest challenge is nearly always managing your own organisation to understand the reality of positioning itself to be easy to deal with, and be ready to serve the client. Those things can be straightforward to achieve, but equally simple to lose sight of in the day to day chaos of “doing the job”. One of my key reasons for choosing to join the IMI group is the importance that we place on all aspects of the business being customer focused. For someone in a sales based role there is nothing that makes your work day more enjoyable than being part of a team that is all aligned to to the same basic objective - solving the problem for the customer!