Honeywell Key Account Program Director 

China 

200916327

The primary responsibilities are to systematically manage existing top key accounts for UOP China, bring a Point of View to the Customer engagement; use all resources to support customer profitable growth.

Key Responsibilities

• Key accounts and customer relationship management, from C-level to mid-tier leadership engagement, to achieve annual revenue - achieve / exceed quota targets to top accounts.
• Sales strategies – develops and execute effective and specific account plans to ensure revenue target delivery and sustainable growth. Develop relationships in new and existing customers and leverage to drive strategy through organization.
• Trusted advisor - establishes strong relationships based on knowledge of customer requirements and commitment to value (value of counsel and expertise, value of solutions, value of implementation expertise). Builds a foundation on which to harvest future business opportunities and accurate account information and coaching.
• Customer acumen - actively understand each customer’s technology footprint, strategic growth plans, technology strategy and competitive landscape. Review public information (e.g. new executive appointments, earnings statements, press releases) for the company and its competitors to remain updated on key industry trends and issues impacting the prospect.
• Be accountable for Demand Generation, Pipeline and Opportunity Management of key accounts assigned by leading a virtual account management team
• Pipeline planning and partnership - follow a disciplined approach to maintaining a rolling pipeline. Keep pipeline current and moving up the pipeline curve. Leverage support organizations including Marketing, Inside sales, partners and channels to funnel pipeline into the assigned territory.
• Maintain White Space analysis and execution of initiatives (up sell and cross sell) on customer base.
• Orchestrate resources: deploy appropriate teams to execute winning sales. Create One HUOP.
• Ensure account teams and Partners are well versed in each account’s strategy and well positioned for all customer touch points and events. Maximize the value of all sales support organizations.

• 15+ years of experience in sales of complex business in refinery/petrochemical license, equipment and catalysts solutions
  
• Experience in lead role of a team-selling environment.
• Demonstrated success with large transactions and lengthy sales campaigns in a fast-paced, consultative and competitive market.
• Business level English: Fluent

• Build long term partnership with EPCs and Design Institute in building construction, manufacture and industry. Define customer segmentation and value proposition.
• Drive sales pipeline and identify key opportunities.
• Drive KA management with growth strategy plan in EPC.
• Manage Momentum Through the Sales Cycle.
• Strong leadership and ownership, teamwork with global, LOB and functions

• JOB ID: HRD252224
• Category: Sales
• Location: Building 1, Lane 555, Huan Ke Road, Zhangjiang,Shanghai,SHANGHAI,201203,China
• Exempt