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Sr Account Manager

Honeywell · Posted Oct 29

Building automation, industrial automation, aerospace, and energy-efficient technology solutions

Ahmedabad, Gujarat, IndiaFull-timeOnsiteSenior Level8–10 years₹25.0L–₹35.0L yearly<25 applicants
ConglomerateAutomationIndustrial TechnologyAerospaceBuilding TechnologiesPublic Company
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About the role

Honeywell Building Solutions (HBS) delivers building services and solutions, and this role owns the long-term strategy and relationships for a territory-assigned account portfolio. The Key Account Manager acts as a business partner to customers in the building industry, driving account expansion, competitive migration and adoption of Honeywell technology. The role focuses on growth/maintain/manage strategies, C-level relationship building, and achieving orders, revenue and margin targets through consultative selling and CRM-managed sales activity.

What you will do

  • Understand the customer’s industry drivers, business objectives, and organisation so that effective growth / maintain / manage strategies are developed which will underpin the value that Honeywell brings to the customer to drive to real business outcomes.
  • Develop, own and lead the deployment of growth / maintain / manage strategies for the territory-assigned account portfolio.
  • Develop and sustain long term customer relationships, establishing these relationships while engaging customers at all levels of the customer organisation including senior C-level executives.
  • Drive early engagement in the customer buying process - diagnosing customers’ needs and tailoring solutions to match while networking within the customer account and industry.
  • Champion the customer needs and requirements within the Honeywell organization and work closely with the Management Team, to ensure 100 percent customer satisfaction.
  • Actively utilizes the customer surveying solutions made available by the business.
  • Define strategies to expand multi-site, multi-service offerings by understanding the key influencers in the customer organisation and their key pain points.
  • Seek opportunities for competitive migration
  • Achieve Sales Orders Annual Operating Plan (AOP) targets (Orders, Rev/GM and Profit) while following established pricing policies.
  • Manage and maintain a balanced approach to superior customer service and strategic account planning, quarterly results and long term customer goals.
  • Identify new sales opportunities and focus on providing consultative support by building value propositions for the customer.
  • Manage and build customer contacts, serving as the customer’s ambassador, trusted advisor and advocate.
  • Establish oneself as a focal point for relationship strategies, account and sales plans, proposal strategies and contract negotiations.
  • Manage all sales related activity through the accurate, timely and detailed use of the Customer Relationship Management (CRM) tools.
  • Collaborate with Honeywell team peers to share and impart knowledge
  • Leverage resources to address customer drivers and initiatives in a consultative manner
  • Guide and leverage management and executive sponsor interactions with the customer
  • Maintain a high degree of awareness of customer’s next best alternatives and communicate competitive challenges to sales management and technology teams. in a timely manner
  • Actively embrace the HBS Sales Management Operating System to include one on one’s with the District Sales Leader, team calls, forecasting calls, opportunity reviews, Plan to Make Plan (PtmP) development with timely and accurate updates.
  • Responsible for achievement of margin, orders, revenue and plans for the territory-assigned Account portfolio

Skills used in this role

What the employer is looking for

  • 8-10 years sales experience selling directly within the building industry
  • Proven experience in cross selling and consultative selling with experience in collaborating across both client and own organization to drive a One-Honeywell approach
  • Demonstrated experience in customer engagement at senior levels and building long-term strategic and executive relationships.
  • Solid understanding of customer financials and the ability to build business case investments.
  • Proven experience in selling to senior customer stakeholders
  • Proven experience in developing and executing strategies for sales growth
  • Track record for establishing and building credibility
  • Creative, decisive, high energy and ability to energize others
  • Excellent negotiation skills with the ability to understand the customer needs, negotiate complex sales and articulate total value offerings to customers
  • Ability to clearly demonstrate how solutions map to customer needs.
  • Compelling presentation and communication skills
  • Ability to build relationship strategies, account and sales plans, and proposal strategies
  • Execute effective negotiation strategies and plans
  • Ability to prioritize and focus efforts on best opportunities (short and long term) based on business needs.
  • Capacity to push self and others to achieve bottom line results
  • Show balance and persistence in customer follow-up
  • Talent to anticipate future trends accurately, learn quickly and think independently to adapt as required
  • Proven ability to secure and finalise the sale
  • Demonstrate in-depth industry and market knowledge
  • Understand the life cycle value proposition of HBS and its’ offerings
  • Demonstrate a well-developed sense of the customers’ business, their drivers, and their organization.
  • Financial and business acumen
  • Demonstrate an understanding customers’ decision making processes, buyers, and influences.
  • Knowledge of HBS processes, commercial terms and contract terms.
  • Basic understanding of Honeywell portfolio across Line of Business, verticals and applications.

Benefits and support

  • Compensation and benefits are detailed in the job posting

About Honeywell

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Honeywell

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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

VK
Vimal Kapur

Chairman and Chief Executive Officer

MS

Mike Stepniak

Senior Vice President and Chief Financial Officer

SV

Suresh Venkatarayalu

Senior Vice President and Chief Technology Officer

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