Job Description
Deliver business value through Right and Fast partnership<br><br><strong>Purpose of the Job<br></strong><ul><li>Primary customer interface responsible for the development of business, and management of relationships, with a specific customer or customers. </li><li>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. </li><li>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. </li><li>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.</li><li>Champions the customers’ needs and requirements within the Honeywell organization <br></li></ul><strong><u>Principal Responsibilities<br><br></u></strong>Business Relationships:<br><ul><li>Develop and sustain long term customer relationships</li><li>Establish these relationships while engaging customers at all levels including senior levels of the customer organization</li><li>Early engagement in the customer buying process diagnosing customers needs and tailoring solutions to match<br></li></ul><strong><u>Sales Process<br></u></strong><ul><li>Manages the day to day and strategic: maintaining a balanced approach to superior customer service and strategic account planning </li><li>Quarterly results and long-term account goals</li><li>Identifies new sales opportunities and focuses on providing consultative support by building value propositions for solutions into the account</li><li>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.</li><li>Drives sales campaign and LOB strategic initiatives</li><li>Plan for account growth in the long term<br></li></ul><strong><u>Customers<br></u></strong><ul><li>Industrial customers in the process industries including, technical buyers, economic buyers, executives. Customers at all levels in an organization including executive level decision makers</li><li>Pursue growth through regular face to face meetings and winning new customers to enlarge the assigned customer base<br></li></ul><strong><u>People Management<br></u></strong><ul><li>Leverages and marshals cross functional company resources to address customers drivers and initiatives in a consultative manner</li><li>Guides and leverages management and executive sponsor interactions with the customer</li><li>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 orders<br></li></ul><strong><u>Networks & Contact<br><br></u></strong>Internal<br><ul><li>Pole Sales leadership (VP Sales global and Pole; Regional Sales directors; Regional Sales Managers)</li><li>Account managers (SCA, EPC, general, BD)</li><li>HPS (Honeywell Process Solutions) lines of business professionals and managers and support functions</li><li>Sales Operations professionals</li><li>Proposal and estimating leaders<br></li></ul>External<br><ul><li>End Customers Executives, commercial contacts and partners<br></li></ul><strong><u>Supervisory Responsibilities<br></u></strong><ul><li>No supervisory responsibility as primary manager</li><li>Lead other peers as project manager where required<br></li></ul><strong><u>Geographic Scope & Travel Requirements<br></u></strong><ul><li>Frequent travel across the country is required (35% of the time)<br></li></ul><strong><u>Key Performance Measures<br></u></strong><ul><li>Key sales performance metrics (results Vs target; YOY growth, pipeline generated)</li><li>Forecast accuracy</li><li>Responsiveness: Accuracy and on –time submission of reporting</li><li>Quality and strength of account plans and strategy</li><li>Early engagement</li><li>Number of new customers</li><li>Number of sales calls tracked in Siebel => 10/week</li><li>Right /diverse contact points in customer organisation</li><li>Executing account management plan</li><li>Pipeline development at min 3x the target</li><li>Linearity<br></li></ul><strong>The Candidate<br><br></strong><strong><u>Required Background<br></u></strong><ul><li>University Degree<br></li></ul><strong><u>Work Experience Required<br></u></strong><ul><li>Experience in solution sales (automation industry).</li><li>Proven track record of success in the industry/business environment</li><li>Experience in building and maintaining relations at customers (different levels)</li><li>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</li><li>Marketing and project management experienceis desirable</li><li>Previous working experience in a complex organization<br></li></ul><strong><u>Technical Skills & Specific Knowledge Required<br></u></strong><ul><li>Understand the value proposition of Honeywell and all the company has to offer</li><li>Understand the strategic direction of Honeywell</li><li>A well developed sense of the industry and market trends </li><li>Good knowledge of our customers’ businesses and drivers</li><li>Financial and business acumen</li><li>Account Management, ability to use market and marketing data to build successful accounts plans</li><li>Good knowledge of commercial terms, contract terms, etc.</li><li>Exceptional knowledge of internal sales process and systems required to provide superb customer service<br></li></ul><strong><u>Behavioural Competencies Required<br></u></strong><ul><li>Demonstrate strategic leadership and authority</li><li>Have and set high performance standards: push self and others to achieve bottom line results; monitors achievements and progresses toward goals constantly</li><li>High energy, able to stay focused long hours</li><li>Excellent interpersonal, communication, and presentation skills</li><li>Works well in the matrix and with the functional organization (country and business organizations)</li><li>Establish credibility and respect for self and Honeywell internally & externally</li><li>Disciplined, responsive and reliable when committing to actions</li><li>Engages early and follows through</li><li>Hungry to win/get results (hunter with outstanding consulting approach)</li><li>Leadership: leads others toward a goal (internal influence, organisation knowledge, networking)</li><li>Knowledge of customer business, understanding customer needs</li><li>Quickly adapt to innovation and market changes</li><li>Strategic thinker with solid Account Management Planning</li><li>Win new customers, extend footprint in existing base</li><li>Approaches all levels in customer organisations</li><li>Reliable forecaster<br></li></ul><strong><u>Language Requirements<br></u></strong><ul><li>Fluent in English</li><li>Arabic is a must<br></li></ul>Additional Information<br><ul><li>JOB ID: HRD203916</li><li>Category: Sales</li><li>Location: 1814 Sayh Al Malih Street Qurum,Muscat,OMAN,114,Oman</li><li>Exempt</li></ul><li></li> Global (ALL)