Honeywell Sr Sales Account Manager 

Saudi Arabia 

509046393

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 Honeywell brings to the customer to drive to real business outcomes.
• Dissemination of key messages, initiatives, and of information pertaining to the value Honeywell 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 orders+ 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.
• Deliver orders growththrough Breakthrough initiatives.

Deliverables:

• Territory and Opportunity, Plans and Strategy.
• Customer Relationships and Account Development.
• Customer specific pursuit plans and annual customer facing business reviews.
• Growth in the form of new opportunities within existing accounts and New Accounts.
• Orders above set quota in support of Annual Operating Plan.
• Accurate forecast of ordersand growth opportunities.

Responsibilties:

• Business Relationships Buildstrust and credibility at all levels of the customers' organization, includingdecision-makers across the customers' business functions and including seniormanagement and/or C-suite; advocates for the customer inside Honeywell and isviewed as a full partner by the customer.
• Sales Process: Managesthe day to day and strategic: maintaining a balanced approach to superiorcustomer service and strategic account planning; quarterly results and longterm account goals; Proactively leads, manages and executes the disciplined sales process from start to finish; anticipates customer needs and requirements ensuringthat they are met every step of the way fromsale to execution; acts asteam leader internally and externally during the entiresales process.
• Customers :Uses customer organizational charts to outline customers' formal structure androles in the buying process; identifies the most influential stakeholders and creates a relationship and business strategyfor each of these key players;responsible for account retention and penetration; typically manages 1-10 customer accounts with growth potential.
• People Management: Seeksout ways to engage the full team (internal and external) in pursuits andactivities; builds relationships across boundaries and with key stakeholders bydeveloping informal and formal networks; drives results through active teaming;Guides and leverages management and executive sponsor interactions with thecustomer by providing strategic vision for the account while driving self andothers for positive business results for Honeywell; Actively participates inmentoring or peer buddy opportunities within Honeywell
• Results: Profitable growth inthe form of new opportunities within existing accounts and New Accounts; Ordersabove set quota in support of Annual Operating Plan

Key skills:

• Establishing & building credibility.
• 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; ability to anticipate the informational needs of diverse audiences and tailors’ communications appropriately.
• Build relationship strategies, account and sales plans, and proposal strategies.
• Ability to arrange multiple resources and orchestrate diverse procedures, while retaining personal ownership of results
  Execute effective negotiation strategies and plans.
• Motivate others, high energy individual.
• Prioritize and focus efforts on best opportunities (short and long term) based on business needs.
• Push self and others to achieve bottom line results.
• See ahead clearly; can anticipate future trends accurately; learn quickly and think independently to adapt as required.
• Securing and finalizing the sale.
• Uses sales tools to their advantage to drive further business.
• Can efficiently utilize a grease board, flipchart or smart boards to capture customer’s thoughts or convey.
• Recommendations or action steps to a customer in an organized way (mind map, whiteboarding, process map, etc.).
• Market Analysis and understanding the potential verticals and market trends.
• Knowledge of the value Honeywell 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 Sales processes, commercial terms, contract terms, etc.
• Knowledge of Information technology (IT) and Operation technology (OT)
• Knowledge of IOT and its applications in Building technologies.

Experience:

• 0-7 years of sales experience in Sales Account management in Building automation or similar field
• Manage sales of 5M$ Annually
• Cross selling and consultative selling - experience with collaborating across both client and own organization to drive a One- Honeywell approach
• Broad based experience in Building integrated systems , IOT systems , SOFTWARE Selling ,Low current systems & Energy management.

• JOB ID: HRD251937
• Category: Sales
• Location: Prince Sultan Road, Khalideyyah,P.O Box 53335,Jeddah,MAKKAH,23435,Saudi Arabia
• Exempt