1. Purpose of the Job
• 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
2. Principal 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
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.
Drives sales campaign and LOB strategic initiatives
Plan for account growth in the long term
Customers
I ndustrial customers in the process industries including, technical buyers, economic buyers, executives. Customers at all levels in an organization including executive level decision makers; pursue growth through regular face to face meetings and winning new customers to enlarge the assigned customer base
People
Management
Leverages and marshals cr
oss functional company 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 others; providing strategic vision for the
HONEYWELL CONFIDENTIAL - INTERNAL USE ONLY 3
account while driving self and others for positive business results for Honeywell. Leads peers by influence to ensure coordination and support to pursue orders
3. Networks & Contact
Internal
• Pole Sales leadership (VP Sales global and Pole; Regional Sales directors; Regional Sales Managers)
• Account managers (SCA, EPC, general, BD)
• HPS (Honeywell Process Solutions) lines of business professionals and managers and support functions
• Sales Operations professionals
• Proposal and estimating leaders
External
• End Customers Executives, commercial contacts and partners
4. Supervisory Responsibilities
• No supervisory responsibility as primary manager
• Lead other peers as project manager where required
5. Geographic Scope & Travel Requirements
• Geographic responsibilities (as well as revenues responsibility) may vary
• Frequent Travel is a standard requirement of the job, frequency may vary with an expected 60% minimum.
6. Key Performance Measures
• Key sales performance metrics (results Vs target; YOY growth, pipeline generated)
• Forecast accuracy
• Responsiveness: Accuracy and on –time submission of reporting
• Quality and strength of account plans and strategy
• Early engagement
• Number of new customers
• Number of sales calls tracked in Siebel => 10/week
• Right /diverse contact points in customer organisation
• Executing account management plan
• Pipeline development at min 3x the target
• Linearity
THE CANDIDATE
1. Required background
• University Degree or equivalent experience level
2. Work Experience Required
• Experience in solution sales (automation industry). Proven track record of success in the industry/ business environment
• Experience in building and maintaining relations at customers (different levels)
• Experienced in complex sale, including early engagement in the customer buying cycle at senior levels, building long-term strategic and executive relationships, team selling and opportunity planning
• Marketing and project management experience is desirable
• Previous working experience in a complex organization
3. Technical Skills & Specific Knowledge Required
• Understand the value proposition of Honeywell and all the company has to offer
• Understand the strategic direction of Honeywell
• A well developed sense of the industry and market trends
• Good knowledge of our customers’ businesses and drivers
• Financial and business acumen
• Account Management, ability to use market and marketing data to build successful accounts plans
• Good knowledge of commercial terms, contract terms, etc.
• Exceptional knowledge of internal sales process and systems required to provide superb customer service
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4. Behavioural Competencies Required
• Demonstrate strategic leadership and authority
• Have and set high performance standards: push self and others to achieve bottom line results; monitors achievements and progresses toward goals constantly
• High energy, able to stay focused long hours
• Excellent interpersonal, communication, and presentation skills
• Works well in the matrix and with the functional organization (country and business organizations)
• Establish credibility and respect for self and Honeywell internally & externally
• Disciplined, responsive and reliable when committing to actions
• Engages early and follows through
• Hungry to win/get results (hunter with outstanding consulting approach)
• Leadership: leads others toward a goal (internal influence, organisation knowledge, networking)
• Knowledge of customer business, understanding customer needs
• Quickly adapt to innovation and market changes
• Strategic thinker with solid Account Management Planning
• Win new customers, extend footprint in existing base
• Approaches all levels in customer organisations
• Reliable forecaster
5. Language Requirements
• Fluent in English (upper intermediate business level)
• Any other language in the territory is a plus
**Job:** **Sales*
**Title:** *Account Manager - Service Sale*
**Location:** *India*
**Requisition ID:** *00309478*