Senior Sales Account Manager

Job description / Role

Goals:
- 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 HBS brings to the customer to drive to real business outcomes
- Dissemination of key messages, initiatives, and of information pertaining to the value HBS 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 revenue, margin plans and economic value-added goals

Responsibilities:
- Business Relationships: Develop and sustain long term customer relationships; Establish these relationships while engaging customers at all levels including senior levels of the customer organization ; Early engagement in the customer buying process diagnosing customers needs and tailoring solutions to match; Will network within the customer account and industry
- 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; Identifies new sales opportunities and focuses on providing consultative support by building value propositions for solutions into the account; Manage and build customer contacts, serving as the customer’s ambassador, trusted advisor, and advocate; Focal point for relationship strategies, account and sales plans, proposal strategies, contract negotiations, etc
- Customers: Engage technical buyers, economic buyers, and relationship buyers; engage customers at all levels in an organization including executive level decision makers; Typically manages 10-20 customer accounts with growth potential; responsible for account retention and penetration
- People Management: Leverages resources to address customers’ drivers and initiatives in a consultative manner; Guides and leverages management and executive sponsor interactions with the customer; Responsible for motivating the account team, providing strategic vision for the account while driving self and others to produce positive business results for HBS
- Results: Profitable growth in the form of new opportunities within existing accounts; Orders and margin above set quota in support of Annual Operating Plan

Requirements

- University degree in Engineering
- Five+ years of ELV sales experience
- Middle East experience
- Customer engagement at senior levels; building long-term strategic and executive relationships
- Cross selling and consultative selling - experience with collaborating across both client and own organization to drive a One-Honeywell approach
- In-depth industry and market knowledge
- Understands the life cycle value proposition of HBS and its’ offerings
- A well developed sense of the customers business, their drivers, and their organization
- Financial and business acumen
- Understands customers’ decision making processes, buyers, and influences

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.