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 growth
through 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 orders
and growth opportunities.
Responsibilties:
Business Relationships Builds
trust and credibility at all levels of the customers' organization, including
decision-makers across the customers' business functions and including senior
management and/or C-suite; advocates for the customer inside Honeywell and is
viewed as a full partner by the customer.
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; 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 from
sale to execution; acts as
team leader internally and externally during the entiresales process.
Customers:
Uses customer organizational charts to outline customers' formal structure and
roles 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: Seeks
out ways to engage the full team (internal and external) in pursuits and
activities; builds relationships across boundaries and with key stakeholders by
developing informal and formal networks; drives results through active teaming;
Guides and leverages management and executive sponsor interactions with the
customer by providing strategic vision for the account while driving self and
others for positive business results for Honeywell; Actively participates in
mentoring or peer buddy opportunities within Honeywell
Results: Profitable growth in
the form of new opportunities within existing accounts and New Accounts; Orders
above 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.
