Honeywell Principal Sales Representative 

United States, Tennessee, Chattanooga 

672575521

Activities are performed with the appropriate level of supervision and guidance for the specific grade and level of competence, needs to communicate all activities and plans to the UPT sales management through the Sales Director for the given activity.

Key Success Factors (Key Metrics / KPIs / Deliverables):

Promote UOP’s portfolio of Technology, Process Equipment, Key Mechanical Equipment and Engineering Services in to Refining and Petrochemical Industries.

Drive and implement the use of sales tools such as SFDC, MH Blue Sheet and Solution Selling tools.

Meet or exceed annual Bookings target as well as other performance metrics like commercialization of NPI, selling BTI etc.

Mentor a small group (2-4) of frontline Project Sales Managers, assist them in

Assist your matrix reportee in taking identified projects through Sales Intake process and PSSS meeting; pricing/bid strategy meetings; requesting input from Legal and Finance input, preparing and negotiating non-disclosure agreements, produce timely firm commercial offer (fixed price proposal, license and engineering agreements), negotiating and closing deals, purchase order and contract acknowledgement, project hand-over production of order won/lost reports.

Be a Zealot for Growth - Drive breakthrough regional growth despite market and industry headwinds.

Develop strong value propositions to ensure more than fair market share in a NPV driven evaluation system

Develop and drive a strong cadence with the Account Managers and Services Managers in support of regional/ global MOS requirements.

Drive various BTE/NPI projects in region.

Support in defining market segmentation and other marketing efforts.

Work with the GCC/COM group to manage accounts receivable issues and perform collections activities as needed in order meet departmental past due objective.

Prepare and present commercial proposals and provide inputs on technical sales proposals.

Develop and present technical presentations.

Forecast annual, monthly and quarterly sales and services revenue and product demand in forecasting system. Update on an ongoing basis for production planning purposes and financial forecasting via SFDC as well as other PT reporting formats.

Support departmental Marketing activities (i.e. new product/technology commercialization, surveys)

Assist in organizing and participate in sales and technical conferences

:

Results orientation- set high standards of performance for self and others; perform tasks outside area of responsibility; put in extra effort to accomplish tasks; maintain a high level of productivity; foster a sense of urgency in others for achieving goals;

Financial acumen- demonstrate an understanding of how you contribute to overall success; identify ways to manage risk when making financial decisions; make prudent decisions regarding significant expenditures and accurately forecast major sources of cost, revenue and risk;

UOP’s strengths, weaknesses, opportunities and threats

Competitive landscape

Government/Regulatory framework

Evaluate and pursue opportunities based on above

Techno-Commercial Excellence:

: Effective verbal skills; prepare and deliver clear, well-organized messages in one-on-one conversations or in presentations; actively engage the audience’s interest and make appropriate adjustments; use non-verbal behavior to appropriately emphasize key points; answer questions clearly and concisely. Written skills; prepare persuasive written material in a timely and efficient manner that clearly and concisely conveys the message; adapt material to the audience; use the appropriate vehicle to communicate and review other’s work constructively.

Must Have Skills

Minimum bachelor’s in Chemical Engineering from a reputed university

Minimum 10-15 years of experience with at least 5 years in a sales role (mandatory)

Desired Skills

Knowledge of key UOP processes such as Platforming, Unionfining, Unicracking, Penex, Merox, LAB, Aromatics etc.

Ability to think strategically and work independently, while managing multiple & complex opportunities and often under pressure

High level of self-motivation and initiative.

• JOB ID: HRD246803
• Category: Sales
• Location: One-HON-UTC-2+4F ,UTC, 2F 4F, Sushant Lok Phase I,,Sector 43,Sushant Lok Phase I,,Gurgaon,HARYANA,122022,India
• Exempt