Designation – Principal Account Manager-HRD248132
Location –Gurgaon
Band – 4
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 LST sales management through the Sales Manager/ Sales Director for the given activity.
Key Success Factors (Key Metrics / KPIs / Deliverables):
• Promote and sell UOP’s portfolio of Catalysts & Adsorbents (LST - R&P & HPS products) as well as Connected/ Performance Solutions into Refineries, Petrochemical and Process Industries.
• Manage the customer base for identified customers, complex account management responsibility for the key customer accounts assigned as well as making business decisions as required
• Deliver on assigned annual sales targets (bookings) as well as other performance metrics provided by LST/ Sales management. Delivering bookings is one of the key elements of this Principal Account Manager role.
• Maintaining accurate Business Forecasts in Salesforce.com (SFDC) with focus on project close dates, accurate probabilities for UOP success (including “call”) and accurate representation of expected UOP orders/ revenue. Maintaining an accurate forecast is one of the key elements of this Principal Account Manager role. Work with Credit & Collections to ensure timely payments and recover past dues in line with HON working capital guidelines
• Fostering relations with UOP’s customers at the working and senior leadership levels to grow UOP business. Relationships will be a key element for personal and UOP’s success in the region. Maintain contacts with Strategic Customers and pay regular visits. Develop a clear understanding of assigned customers, in particular with respect to their business drivers, buying behaviors, and decision-making structures
• Growing the pipeline of product/ project opportunities by leveraging a combination of relationships; solution selling skills; and value selling through a knowledge of UOP’s offerings
• Organizing and leading internal RFQ/proposal review and pricing/bid strategy meetings.
• Leading the project opportunity through prospecting, value proposition development, and setting Technical and Commercial strategies
• Lead preparation of techno-commercial proposals with the assistance from the respective business, sales support, engineering, R&D, service groups, and wider Honeywell organization.
• Lead negotiation and execution of product supply/ Guarantee and other related agreements along with review of received Purchase Orders. Processing all these documents through SFDC/ Leap through to acceptance, execution and receipt of payments.
• Ensure up to date knowledge of UOP’s refining, petrochemical, and sustainable technology portfolio to identify project/ product opportunities.
• Assist with managing and follow up on accounts receivables for identified customers, identifying any disputes as soon as they become apparent.
• Develop and communicate intelligence concerning customers; customer segments; competitors and UOP’s produce/service performance to support market analysis and planning activities
• Ensure Honeywell UOP business operating guidelines, HR/HS&E policies/procedures are maintained / followed.
• Maintaining all records necessary to document various stages of a project such as project development, Tender reviews, internal strategy discussions, client meeting notes etc for every project.
• Actively take lead or participate in organizing workshops, seminars and other customer awareness initiatives in the region to promote new products or new business initiatives as applicable.
• Meet the requirements of HON sales behavior index.
• Implement the use of sales tools such as SFDC, Opportunity Plan and Solution Selling tools etc.
• Participate in forecasting and other worldwide meetings. Communicate and coordinate with worldwide organization on regional/ account/ opportunity level issues and opportunities.
• Communicate customer technical, business and logistics needs so that internal resources can be properly prioritized.
• Ensure the performance, protocols and expectations of the customers are met when selling catalysts and adsorbents to these customers
• Identifying proper sales channels, taking identified projects through LST/ UPT Sales Intake process, internal RFQ review meetings; 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/ engineering/ product agreements), negotiating and closing deals, purchase order and contract acknowledgement, project hand-over production of order won/lost reports.
• Consultative Selling including: customer calls; understanding and delivering on customer needs, inquiry qualification, initiating non-disclosure letter agreements, lead budgetary proposal efforts and deliver forecast updates
• Be a Zealot for Growth - Drive breakthrough regional growth despite market and industry headwinds.
• Develop strong value propositions to deliver AOP and DM targets in an inflationary environment.
• Develop and drive a strong cadence with the sales account managers and services managers in support of regional/ global MOS requirements
• Drive Performance Solutions and Connected Services as a growth platform in India.
• Responsible for timely identification and communication of market trends, technical developments, competitive activities and business opportunities that will impact the business
• Identify re-load opportunities. Introduce and obtain qualification of new products.
• Support in defining market segmentation (product rationalization, customer rationalization) and other marketing efforts.
• Work with the GCC/ COM/ C2C groups to manage accounts receivable issues and perform collections activities as needed in order meet departmental past due objective.
• Prepare and present commercial and technical sales proposals including negotiating contracts viz product and guarantee agreements etc
• Coordinate technical services provision and troubleshooting to customers.
• Develop and present technical presentations.
• Monitor competitive activity and provide information as available while meeting Honeywell’s code of conduct. Provide market share data to industry coordinator annually by deadline requested.
• Forecast annual, monthly and quarterly sales 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 LST reporting formats.
• Support departmental Marketing activities (i.e. Product data sheets, new product commercialization, surveys, webinars etc)
• Assist in identifying and communicating project opportunities for other UOP businesses to the appropriate business.
• Manage travel expense in support of not exceeding departmental expense budget.
• Assist in organizing and participate in sales and technical conferences
• HS&E Excellence ; must have safety as the primary objective, both from an individual and a customer perspective.
• Business focus;- Have an understanding of the international perspective of the Catalyst and Adsorbents business, and of UOP's strategic objectives as they apply to the position.
• Customer Focus – the customer absolutely has to be the Centre of the Universe for this individual and its an attribute the individual has to drive into the team. An unattended or unaddressed customer need is a lost opportunity. She/he understands customer needs, industry trends, macro-economic trends affecting the regions and build executive level relationships with regional customers. Lead appropriate market segmentation across the UOP business to facilitate growth. Identify and anticipate customer requirements; continually search for ways to improve customer experience; find flexible options to meet customer needs, ensure a level of product/ service that is differentiated form the competition; seek and respond to customer feedback; ensure that customer issues are resolved. Foster relations with UOP’s customers at the working and senior leadership levels to grow UOP business. Relationships will be a key element for personal and UOP success in the region.
• 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;
• Strategic thinking ; Consider industry, market, and other external business factors when making decisions; understand own area; strengths, weaknesses, opportunities and threats; evaluate and pursue initiatives, investments and opportunities based on their fit with broader strategies; stay abreast of key competitor actions and their implications or threats to the business; create strategies to balance short-term requirements with long-range business plans;
• Technical excellence ; Analyze problems effectively: Gather and analyze the most critical information needed to understand problems; probe and look past symptoms to determine causes of problems and issues; integrate information form a variety of sources to arrive at optimal solutions; detect inaccuracies in reasoning and define reasonable alternatives to resolve problems. ; Exercise insightful judgment ; utilize the appropriate data in decision making; base decisions on sound logic and rational; advance problems toward resolution despite ambiguity or uncertainty; choose the best alternative based on sound judgment; and make timely decisions.
• Communications ;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.
• Teamwork – Ability to work effectively in a team environment and collaborate with ISC, Engineering, Sales, Finance, Pricing, Contract, and Customer & Product Support to achieve successful outcomes. Invite and build upon others ideas and input; facilitate the contribution of others; appropriately involve others in decisions; credit others for their contributions; recognize and reward outstanding performance and celebrate team’s success;
Must Have Skills
• Minimum Bachelors in Chemical Engineering from a reputed university
• Industry experience either in technical or operational role in or serving the oil refining or petrochemical industries is necessary.
• Minimum 12 years of experience with at least 7 years in a sales or commercial or technical sales/ service role.
Desired Skills
·Knowledge of key UOP processes such as Platforming, Unionfining, Unicracking, Penex, Merox, LAB, Aromatics etc as well as catalysts and adsorbents portfolio is preferred.
·Demonstrated Capability to translate process and product technology into a value proposition based on understanding the customer needs and preferences.
·Ability to think strategically and work independently, while managing multiple opportunities and often under pressure
·High level of self-motivation and initiative.
·Willing to travel atleast 50% of time from home location