Senior Business Consultant

Job description / Role

- Primary customer interface responsible for the development of new business and new relationships in pursuit of growth for HBS
- Pursue large projects ($10+ million) for HBS with large strategic accounts by assembling a cross functional team
- Establish and own the plans and strategies aimed at serving and expanding the customer sales base in their assigned area
- Dissemination of key messages, initiatives, and of information pertaining to the value HBS brings to targeted customers, opportunities, and solutions
- Drive sales through understanding of the target customer's business, drivers, and organization, and an understanding of the value that HBS brings to them, which allows for cross-ACS Honeywell selling
- Partner with potential customers, establishing relationships & maximizing the business potential for both parties
- Proactively initiate cross-functional communication across both the customer's and Honeywell enterprises to develop a long-term partnership
- Seek out ways to engage the full team in pursuits and activities building relationships with all key stakeholders
- Team with assigned Account Managers to ensure One Team environment

Accountabilities:

Business Relationships: Actively seeks outs, plans and leverages internal and external relationships to drive business for HBS. Establishes strategic relationships or a vision for developing a committed customer. Networks internally with HBS/ACS to achieve full customer satisfaction with the best HBS/ACS resources

Sales Process: 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: Exhibits extensive knowledge of the customers business, strategic drivers, financial requirements and is able to discuss and leverage strategic business value in conversation at the highest levels of the organization; should pursuit >$10M opportunities; could include competitively advantaged opportunities

People Management: Leverages resources to address customers drivers and initiatives; Guides and leverages management and executive sponsor interactions with new customers; Responsible for motivating others; provide strategic vision for order, margin and growth in new accounts, new markets, and new geographies while driving self and others for positive business results for HBS. Provides teaming approach to critical analysis, wins or losses with the district or regional sales teams and shares best practices with both sales and leadership

Results: Profitable growth and focus on in the form of new customers and new opportunities; Orders and margin above set quota in support of Annual Operating Plan

Requirements

- 7+ years of executive level enterprise selling experience. Minimum of 15+ years experience in selling Projects
- Focus on Vertical Markets like (Enterprise Security, Hospitality, Healthcare)
- Customer engagement at senior levels; building long-term strategic and executive relationships
- Enterprise selling - experience with collaborating across both client and own organization to drive a One-Honeywell approach
- Proven experience prospecting for opportunities
- Extensive vertical customer expertise enabling effective communications at the highest level of the customer's organization is preferable
- Demonstrated previous customer acquisition experience
- In-depth industry and market knowledge
- Detailed and rigorous understanding of the customers? business from a strategic, technical and business viewpoint
- Understands the HBS value proposition and broader Honeywell
- Financial and business acumen; capable of creating unbudgeted opportunities funded from value of the solution or offering
- Understanding of all levels within the customers organization, and their related customers
- Uses customer organizational charts to outline formal structure and roles in the buying process; identifies the most influential stakeholders and creates relationship and business strategy for each of these key players
- Knowledge of HBS/ACS processes, commercial terms, contract terms, etc
- Knowledge of HBS entire set of offerings enabling strategic positioning, unique competitive differentiation and financial value
- Ability to create/seek out and assess new opportunities
- Position Honeywell as the vendor of choice
- Build trust and credibility at all levels of the customers organization, including decision-makers across the customers business functions and c-suite
- Strong ability to develop and sustain customer relationships
- Clearly articulate value and demonstrate how solutions map to a customers needs
- Compelling presentation and communication skills tailored to needs of diverse audiences
- Execute effective negotiation strategies and plans

About the Company

Honeywell (NYSE: HON) is a Fortune 100 company that invents and manufactures technologies to address tough challenges linked to global megatrends such as safety, security, and energy. With approximately 122,000 employees worldwide, including 19,000 engineers and scientists, we have an unrelenting focus on quality, delivery, value, and technology in everything we make and do.