Sr Account Manager
Honeywell · Posted Oct 1
Building automation, industrial automation, aerospace, and energy-efficient technology solutions
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About the role
Honeywell Building Solutions (HBS) provides service solutions to building and infrastructure customers, and this role sits within its Service vertical, working with builders, developers and industry consultants. The Sr Account Manager owns the sales process for a designated portfolio, building relationships with technical, economic and relationship buyers up to executive level and growing a qualified pipeline of opportunities valued at approximately $1-$10M. The role is accountable for annual orders, revenue, gross margin and profit targets while operating within Honeywell's pricing and sales policies.
What you will do
- 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
- 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.
Skills used in this role
What the employer is looking for
- service sales experience
- solution sales experience
Benefits and support
- Compensation and benefits are detailed in the job posting
About Honeywell
Honeywell is a multinational conglomerate corporation that invents and manufactures technologies addressing tough challenges linked to global macrotrends such as safety, security, and energy. It operates major business divisions focusing on building automation, industrial automation, and enterprise performance solutions. Through continuous innovation, the company helps drive smarter, safer, and more sustainable operations worldwide.
- Industry
- Conglomerate
- Company size
- 101000+ employees
- Founded
- 1906
- Location
- Charlotte, North Carolina, USA
- Funding stage
- Public Company
Leadership
Chairman and Chief Executive Officer
Mike Stepniak
Senior Vice President and Chief Financial Officer
Suresh Venkatarayalu
Senior Vice President and Chief Technology Officer
Recent coverage
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