Sr Account Manager- (Industrial Automation)

Job Description

Responsibilities

• 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

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 customer needs and tailoring solutions to match

Sales Process

• Manages the day-to-day activities and strategic objectives: 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 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

• Industrial customers in the Process Industries including technical buyers, economic buyers, executives. Customers at all levels in an organization including executive level decision makers
• Pursuing growth through regular face-to-face meetings and winning new customers to enlarge the assigned customer base

People Management

• Leverages and marshals cross 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 account while driving self and others for positive business results for Honeywell. Leads peers by influence to ensure coordination and support to pursue order

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

Supervisory Responsibilities

• No supervisory responsibility as primary manager
• Lead other peers as project manager where required

Geographic Scope & Travel Requirements

• Frequent travel across the country is required (35% of the time)

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 organization
• Executing account management plan
• Pipeline development at min 3x the target
• Linearity

Qualifications

• Experience in Solution sales (Process Automation industry- O&G).
• Proven track record of success in the O&G industry/business environment
• Experience in building and maintaining relations with 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 desirable
• Previous working experience in a complex organization
• Understand the value proposition of ICSS Solution & Digitalization for O&G/Energy Sector
• A well-developed sense of the O&G industry and market trends
• 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.
• We are an equal opportunity employer and value diversity at our company.
• We do not discriminate based on race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.
• We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform crucial job functions, and to receive other benefits and privileges of employment.
• Please contact us to request accommodation.

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