Sr Account Manager – HPS – Omani National Only

Job Description

Deliver business value through Right and Fast partnership<br><br><strong><u>The Future Is What We Make It.<br><br></u></strong>When you join Honeywell, you become a member of our global team of thinkers, innovators, dreamers and doers who make the things that make the future. That means changing the way we fly, fueling jets in an eco-friendly way, keeping buildings smart and safe and even making it possible to breathe on Mars.<br><br>Working at Honeywell isn’t just about developing cool things. That’s why all our employees enjoy access to dynamic career opportunities across different fields and industries. We don’t just sell things. We offer solutions to tomorrow’s challenges. Our sales approach begins by identifying customer demands before they become challenges. We’re committed to delivering customer success through our comprehensive expertise in software and technology.<br><br><strong>Are you ready to help us make the future?<br><br></strong>Manage all aspects of engagements with existing and new customers for our organization. You will build relationships and understand customer business in order to provide appropriate products or solutions. You will define sales and growth strategy toward key customers while aligning with critical sales business objectives. You will identify opportunities and build credibility with customers Utilize your product knowledge to deliver the value proposition to the customers<br><br><strong>Where Do You Fit In?<br><br></strong>We are currently seeking a motivated and passionate individual to join our team in the role of Senior Account Manager to be based in Oman. In this role, you will act as the primary customer interface responsible for the development of business, and management of relationships, with a specific customer or customers. You will understand 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.<br><br><strong>Purpose<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><u>Business Relationships:<br></u><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<br></li></ul>business results for Honeywell. Leads peers by influence to ensure coordination and support to pursue orders<br><br><strong><u>Networks &amp; Contact<br><br></u></strong><u>Internal<br></u><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><u>External<br></u><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 &amp; 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 =&gt; 10/week</li><li> Right /diverse contact points in customer organization</li><li> Executing account management plan</li><li> Pipeline development at min 3x the target</li><li> Linearity<br></li></ul><strong>YOU MUST HAVE<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 experience desirable</li><li> Previous working experience in a complex organization<br></li></ul><strong><u>Technical Skills &amp; 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>WE VALUE<br></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 &amp; 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, organization 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 organizations</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><strong>WE OFFER<br></strong><ul><li> Annual salary and consolidated allowance</li><li> Group medical insurance plan</li><li> Life and long-term disability insurance</li><li> Paid annual leave and time off work</li><li> Business travel insurance</li><li> End of service benefits</li><li> Education allowance</li><li> 5 day working week from Sunday to Thursday in line with the public sector.<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)