Strategic Account Manager - Service Sales - Building Services

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 HBS organization
- Works closely with the Management Team, to ensure 100% customer satisfaction
- Responsible for achievement of revenue, margin 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 HBS and is viewed as a full partner by the customers
- 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 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
- Eight+ 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
- Broad based experience in HBS’ offering portfolio
- Extensive vertical customer expertise which enables effective communications at the highest level of the customer’s organization
- Knowledge of the value HBS 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 HBS processes, commercial terms, contract terms, etc
- Basic understanding of Honeywell portfolio across LOBs/verticals/applications

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.