This person will manage all aspects of Honeywell’s relationship with a Strategic Account. As a senior leader in the Honeywell Commercial organization, reporting to the VP, Strategic Account Management, you will work autonomously across all business groups and with our largest customers to build relationships, create proactive Account plans, champion co-innovation, identify new business opportunities, and drive Revenue growth. You will build relationships and understand customer business in order to provide appropriate solutions[LW1] . 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 utilizing your product knowledge to deliver the value proposition to the customers. Increase overall performance of the organization by creating strong customer relationships and new customer partnerships within your organization. Develop and maximize Honeywell presence and market share in designated accounts and territory. Lead and influence the Account Teams across Honeywell to deliver on the needs of the customer. Drive continuous improvement and lead change in a premiere Sales Organization.PRIMARY RESPONSIBILITIES:
Own Your Key Account- Seller is fully responsible for the corporate customer relationship, process discipline & all outcomes related to the Key Account.
Develop and execute strategic account plans utilizing all resources including marketing, analytics, legal and cross business relationships to build a robust sales pipeline and close deals to drive above-market growth in a highly matrixed environment.
Be a champion for and drive co-innovation
Leverage Strong business acumen to drive initiatives cross functionally.
Generate Opportunities – Seller effectively generates new opportunities through planning rigor and disciplined follow up with prospects.
Seller effectively generates new opportunities through planning rigor and disciplined follow up with prospects to succeed.
Understand Client Needs – Seller is an expert in their customers' business.
An expert in their customers' business due to perceptive understanding that help to best serve each client’s unique needs
Developing Relationships – Seller successfully cultivates new business through their current customer relationships.
Successfully cultivates new business through their current customer relationships built off relationships of mutual commitment and trust across both internal and external stakeholders.
Delivering Value Proposition – Seller is an expert at positioning and packaging our offering to solve the unique problems of each customer.
Effective at adapting pace, message, and delivery style to fit each unique audience being served
An expert at positioning and packaging company offering to solve the unique problems of each customer
Overcoming Objections – Seller seeks creative solutions to address conflicts and resolve problems.
Ability to accurately anticipate client questions, needs, and objections
Ability to naturally recognize when to redirect prospect concerns and are effective at refocusing the conversation
Seeks creative solutions to address conflicts and resolve problems
Compelling and persuasive in making a point
Teaching and Advising – Customer’s value seller's deep expertise in how our solution can benefit their business.
Successfully applies business knowledge and deep subject matter expertise to effectively analyze how company’s offering can best solve a priority problem or deliver a specific outcome
Ability to gain customers value towards their deep expertise in how the company’s solution can benefit customers’ business.
Navigate the Deal – Seller is an expert at lobbying intelligence through their relationships to build credibility and influence buyer decisions.
Ability to effectively discriminate between buyers and influencers
Possesses the capacity to creatively and consistently execute win strategies through collaboration with internal and external stakeholders
An expert at lobbying intelligence through their relationships to build credibility and influence buyer decisions
Managing Procurement – Seller has mastered how to align our sales process with the prospect's buying process.
Ability to effectively generate momentum to keep the buying process moving forward to accelerate the close
Ability to successfully design and apply a structured plan with focus to proactively address potential hurdles to execute the sale
Mastered how to align company’s sales process with the prospect's buying process
Negotiating the Close – Seller has mastered closing skills to address resistance and ask for commitment.
Possesses the capacity to execute multiple margin protection strategies during final negotiations with confidence and finesse
Mastered closing skills to address resistance and ask for commitment
Growing the Client – Seller is successful at achieving positive results from a negotiation while maintaining strong customer relationships.
Prioritize focusing time and resources on accounts with the highest business potential
Ability to build and sustain meaningful relationships through expanding value creation over time
YOU MUST HAVE:
15+ years’ experience in combination of Sales, Key Account management, and Business Development
Due to contractual agreements, you must be a citizen of the United States
Bachelor's degree in Engineering or Business
Excellent communication skills
Ability to influence at varying levels across the organization
Ability to handle multiple priorities and navigate in a highly matrixed environment
Honeywell is an equal opportunity employer. Qualified applicants will be considered without regard to age, race, creed, color, national origin, ancestry, marital status, affectional or sexual orientation, gender identity or expression, disability, nationality, sex, religion, or veteran status.Full-time