Sr Account Manager

Job Description

Deliver business value through Right and Fast partnership

Purpose of the Job

• 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

Principal Responsibilities

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 customers needs and tailoring
  solutions to match

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
• Identifies new sales opportunities and focuses on providing consultative support by building value propositions for solutions into the 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
• Pursue 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 orders

Networks & Contact:
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 organisation
• Executing account management plan
• Pipeline development at min 3x the target
• Linearity

The Candidate
Required background:

• University Degree

Work Experience Required:

• Experience in solution sales (automation industry).
• Proven track record of success in the industry/business environment
• Experience in building and maintaining relations at 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 experienceis desirable

• Previous working experience in a complex organization
  

Technical Skills & Specific Knowledge Required:

• Understand the value proposition of Honeywell and all the company has to offer
• Understand the strategic direction of Honeywell
• A well developed sense of the industry and market trends
• Good knowledge of our customers’ businesses and drivers
• 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.
• Exceptional knowledge of internal sales process and systems required to provide superb customer service

Behavioural Competencies Required:

• Demonstrate strategic leadership and authority
• Have and set high performance standards: push self and others to achieve bottom line results; monitors achievements and progresses toward goals constantly
• High energy, able to stay focused long hours
• Excellent interpersonal, communication, and presentation skills
• Works well in the matrix and with the functional organization (country and business organizations)
• Establish credibility and respect for self and Honeywell internally & externally
• Disciplined, responsive and reliable when committing to actions
• Engages early and follows through
• Hungry to win/get results (hunter with outstanding consulting approach)
• Leadership: leads others toward a goal (internal influence, organisation knowledge, networking)
• Knowledge of customer business, understanding customer needs
• Quickly adapt to innovation and market changes
• Strategic thinker with solid Account Management Planning
• Win new customers, extend footprint in existing base
• Approaches all levels in customer organisations
• Reliable forecaster

Language Requirements:

• Fluent in English
• Arabic is a must

Additional Information

• JOB ID: HRD203916
• Category: Sales
• Location: 1814 Sayh Al Malih Street Qurum,Muscat,OMAN,114,Oman
• Exempt

Global (ALL)