Job Description
- Primary customer interface responsible for the development of business, and management of relationships, with a specific customer or customers.
- Understanding of the customer's business, drivers, and organization, and an understanding of the value that Honeywell brings to the customer to drive to real business outcomes.
- Dissemination of key messages, initiatives, and of information pertaining to the value Honeywell brings to that specific customer at all levels of the customer's organization.
- Business partner to the customer, establishes a defensible barrier to competitors, maximizes the business potential of their customers, and acts as the primary supplier interface for all products, solutions and services with this customer.
- Champions the customers needs and requirements within the Honeywell organization.
- Works closely with the Management Team, to ensure 100% customer satisfaction
- Responsible for achievement of orders+ plans and economic value-added goals
- Able to negotiate consistently with customers and complex accounts to arrive at mutual agreements. This is demonstrated within all growth opportunities or accounts.
Responsibilities
Business Relationships Builds trust and credibility at all levels of the customers organization, including decision-makers across the customers business functions and including senior management and/or C-suite; advocates for the customer inside Honeywell and is viewed as a full partner by the customer.
Sales Process: Manages the day to day and strategic: maintaining a balanced approach to superior customer service and strategic account planning; quarterly results and long term account goals; Proactively leads, manages and executes the disciplined sales process from start to finish; anticipates customer needs and requirements ensuring that they are met every step of the way from sale to execution; acts as team leader internally and externally during the entire sales process.
Customers: Uses customer organizational charts to outline customers formal structure and roles in the buying process; identifies the most influential stakeholders and creates a relationship and business strategy for each of these key players; responsible for account retention and penetration; typically manages 1-10 customer accounts with growth potential.
People Management: Seeks out ways to engage the full team (internal and external) in pursuits and activities; builds relationships across boundaries and with key stakeholders by developing informal and formal networks; drives results through active teaming; Guides and leverages management and executive sponsor interactions with the customer by providing strategic vision for the account while driving self and others for positive business results for Honeywell; Actively participates in mentoring or peer buddy opportunities within Honeywell
Results: Profitable growth in the form of new opportunities within existing accounts and New Accounts; Orders above set quota in support of Annual Operating Plan
Qualifications
- 5-10 years of sales experience in Sales Account management in Building automation or similar field
- Cross selling and consultative selling - experience with collaborating across both client and own organization to drive a One- Honeywell approach
- Broad based experience in Building integrated systems , IOT systems , SOFTWARE Selling ,Low current systems & Energy management.
- Market Analysis and understanding the potential verticals and market trends.
- Knowledge of the value Honeywell brings; can detail why the customer should care; can define how much value they expect and provide examples
- A well-developed sense of the customers business, their drivers, and their organization.
- Financial and business acumen; understands the customer's industry and strategic business drivers and HBS's ability to positively impact financial results
- Understands customers decision-making processes, buyers, and influences
- Knowledge of Sales processes, commercial terms, contract terms, etc.
- Knowledge of Information technology (IT) and Operation technology (OT)
- Knowledge of IOT and its applications in Building technologies.
- Knowledge of Sales Force.
- Sales Process , Pipeline development , Forecasting and order closing.
We are an equal opportunity employer and value diversity at our company. We do not discriminate based on race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.
We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform crucial job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation.
About Us
Honeywell helps organizations solve the world's most complex challenges in automation, the future of aviation and energy transition. As a trusted partner, we provide actionable solutions and innovation through our Aerospace Technologies, Building Automation, Energy and Sustainability Solutions, and Industrial Automation business segments powered by our Honeywell Forge software that help make the world smarter, safer and more sustainable.
