Account Manager Role
Position Purpose/Summary
• Achieve Sales Orders Annual Operating Plan (AOP) quota
targets (Orders, Rev/GM and Profit) by closing sales while adhering to pricing
and sales policies.
• Grow the pipeline of opportunities with the designated
portfolio in pursuit of sales growth and in line with targets for HBS.
• Together with the Vertical Sales Leader formulate robust
long-term strategies and plans to develop the Service vertical and identify
emerging and new strategic accounts and opportunities, creating sales plans and
strategies for the portfolio aimed at serving and expanding the customer
portfolio base in their assigned area or vertical.
• Dissemination of key messages, initiatives and information
pertaining to the value proposition HBS brings to targeted customers,
opportunities, and solutions.
• Driving and securing sales through understanding of the
target customer’s business, their drivers, organization structure/key decision
makers and influencers and the industry sector as a whole. Ensure you utilize
this information to communicate the value that Honeywell brings to them and
obtain orders accordingly.
• Partner with potential customers as well as establishing
relationships with builders, developers and relevant industry consultants with
a view to maximizing sales and the business potential for all parties.
Key Accountabilities / Deliverables of the role
• Business Relationships: Develop new
customer relationships; calling at all levels, including senior levels, of
target customer organizations; engaging early in the customer buying process to
discover customer needs HBS can fulfill and/or influence customer specification
prior to bid.
• Sales Process: Achieve designated annual
sales quota and grow the qualified pipeline of opportunities within the
Vertical. Continuously identifies new sales opportunities and focuses on
providing consultative support by building value propositions for the customer;
Manage and build customer contacts; Focal point for relationship strategies,
sales plans, proposal strategies, and contract negotiations, for pursuits in
play.
• Customers: Engage technical buyers,
economic buyers, and relationship buyers; engage customers and other
intermediaries at all levels in any organization including executive level
decision makers; target major pursuits (value approximately $1-$10M opportunities)
with the objective of gaining competitive advantage and securing major project
work.
• People Management: Leverages
resources to address customers’ drivers and initiatives; Guides and leverages
management and executive sponsor interactions with new customers.
• Result: Achievement of sales targets,
profitable growth and focus on new customers and new opportunities; Orders and
margin above set quota in support of Annual Operating Plan whilst operating
within company policy. .
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