Job Description

Customers:

• 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 facilities managers and C-level executives.
• Champion the customer’s needs and requirements within the Honeywell organization, and work closely with the Management Team to ensure 100 percent customer satisfaction.
• Actively utilise the customer surveying solutions made available by the business.
• Deploy strategies to understand the key influencers in the customer organisation and their key pain points.

Sales Excellence:

• Achieve Sales Orders Annual Operating Plan (AOP) targets) while following established pricing policies.
• Manage and maintain a balanced approach to superior customer service and strategic account planning, quarterly revenue results and long term customer goals.
• Identify services revenue 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.
• Engage and inform the sales team on any potential new sales opportunities within the territory-assigned Account Portfolio.
• Establish oneself as an advisor on customer 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.

Effective Team Member:

• 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.
• Understand and manage any conflicts or overlaps within the Account Portfolio.
• Actively embrace the HBS Sales Management Operating System to include one on one’s with the District Field Services Leader, team calls, forecasting calls, opportunity reviews, Plan to Make Plan (PtmP) development with timely and accurate updates.

Financials:

• Responsible for achievement of margin, orders, revenue and plans for the territory-assigned Account Portfolio.
• Deliver a year on year growth in margin, orders, and revenue for the territory-assigned Account Portfolio in order to meet both annual and long term growth expectations.

Experience

• 5 years sales experience selling directly within the building industry and relevant technical environment
• Proven experience in 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 capacity to build long-term executive relationships.
• Solid understanding of customer financials and the ability to build business case investments.

Professional Skills / Knowledge

1. Proven experience in selling to senior customer stakeholders
2. Track record for establishing and building credibility within relevant industry and technical environment
3. Strong organisational skills with ability to orchestrate and manage services growth
4. Decisive, high energy and ability to energize others
5. Excellent negotiation skills with the ability to understand the customer needs and articulate total value offerings to customers
6. Ability to clearly demonstrate how solutions map to customer needs.
7. Compelling presentation and communication skills
8. Ability to build relationship strategies, account and sales plans, and proposal strategies
9. Ability to prioritize and focus efforts on best opportunities (short and long term) based on business needs.
10. Capacity to push self and others to achieve bottom line results
11. Show balance and persistence in customer follow-up
12. Proven ability to secure and finalise the sale
13. Demonstrate in-depth industry and market knowledge
14. Understand the life cycle value proposition of HBS and its’ offerings
15. Demonstrate a well-developed sense of the customers’ business, their drivers, and their organization.
16. Financial and business acumen
17. Demonstrate an understanding customers’ decision making processes, buyers, and influencers.
18. Knowledge of HBS processes, commercial terms and contract terms.
19. Basic understanding of Honeywell portfolio across Line of Business, verticals and applications.

Behaviour Competencies

Competency

Definition

Account Analysis and Planning

Identify sales opportunities by ensuring that the customer issues and needs are fully understood, and appropriate options are evaluated and account management strategies and plans are developed to achieve key sales objectives.

Business Acumen

Knows how businesses work and is knowledgeable in current and possible future policies, practices, trends, technology, and information affecting an organisation. Understands the competition and is aware of how strategies and tactics work in the marketplace.

Communicating with Influence

Understands how to communicate in a manner that is clear, concise and easily understood. Communicates with influence using persuasive arguments, appropriate language, style and terminology for the situation.

Consultative Selling

Employs strategic and consultative sales techniques to identify and create sales opportunities. Develops unique or customised solutions to meet customer specific needs that drive profitable business outcomes.

Customer Focus

Displays dedication to meeting the expectations and requirements of customers at all times through knowledge of the customer’s strategy and vision, and uses this knowledge to drive improvements in products and services. Acts at all times with customers in mind, establishing and maintaining effective relationships with customers to win their trust and respect.

Employs Internal Networks

Leverages internal resources or knowledge to build and maintain networks (locally, regionally and globally). Acts as an influencer, persuading others to provide the required information and support.

Managing Relationships

Establishes and builds credibility for self and for HBS within the customer’s organisation. Uses collaborative relationships to build business partnerships, influence others and facilitate the accomplishment of business goals.

Managing Vision and Purpose

Communicates a compelling and inspired vision or sense of core purpose, talking beyond today to articulate possibilities. Demonstrates an optimistic approach by creating milestones and engaging resources to rally support behind the vision. Communicates the vision effectively with the ability to inspire and motivate business units and/or organisations.

Negotiation

Negotiates skilfully in tough situations with both internal and external groups, resolving differences with minimum conflict and can win consensus without damaging relationships. Displays diplomacy and quickly gains the trust of other stakeholders in negotiations.

Problem Solving and Decision Making

Uses logic and lineal thinking to solve difficult problems. Bases decisions on a mixture of analysis, wisdom, experience and judgement, with the initiative to make effective decisions under the pressure of tight deadlines. Deals with concepts and complexity comfortably and looks ‘outside the box’ to find answers, taking responsibility for decisions and outcomes delivered.

Solution and Service sales experience

MBA qualified, 5 +yrs of experience in relevant field

Honeywell Technologies is a global, pure-play automation company with a legacy of innovating to help solve the world’s most mission-critical challenges, enhancing the quality of life for people and communities around the world. We serve the building, industrial and process sectors with a broad portfolio of services, solutions and products, underpinned by our Honeywell Technologies Accelerator operating system and Honeywell Technologies Forge intelligence layer. By combining the deep domain expertise of our more than 50,000 employees with decades of data from our global installed base, we are uniquely positioned to lead the industrial sector’s transition from automation to autonomy.