Key Account Director - Industrial Automation

Innovate to solve the world's most important challenges

The Strategic Account Director is accountable for overall account ownership for an assigned customer. This will entail developing executive relationships, leading extended account team, and growing global account incremental revenue while ensuring highest levels of customer satisfaction.

The individual will lead and coordinate across all product and service offerings within the Honeywell Process Measurement and Control business, orchestrating all the businesses around a single, clearly articulated medium- and long-term account plan.

The role is ultimately measured by growth in revenue, adoption of our breakthrough initiatives, customer engagement and overall customer satisfaction.

Key Areas of Responsibility:

As a Strategic Account Director:

• Overall account ownership for identified customers

• Develop, maintain, and manage to strategic account plan for assigned customer.

• Formulate robust strategy, develop, and deliver comprehensive business plans to address customer and prospect priorities, orchestrates and owns the medium and long-term execution of the account strategy, incorporating product, software, services, support/maintenance, and where appropriate, partners and channels.

• Encourage innovation entrepreneurship spirit among the organization and constantly identify the new business winning opportunities and breakthrough initiatives, Become a strategic advisor on company's solution offers and digital transformations.

• Work closely with the executive team of customer, serving as a trusted adviser in their business development activities.

• Ensures the alignment of virtual / global account team to deliver strategic business outcomes to the customer; Leverage support organizations including Offer Management, Corporate Strategic Accounts, and Demand Generation to funnel pipeline into the assigned accounts.

• Work strategically to understand the customer’s business and provide them with new and different ways to push their thinking and provide with market differentiation.

• Develop long term C-level relationships, creates, and manages a strong customer governance model, and ensures assigned executive sponsor is appropriately engaged.

• Lead integrated account planning and ensures the Honeywell footprint is expanded with as part of the customer’s strategic planning.

• Drive revenue growth across all Honeywell brands and BTIs within the customer’s sites / branches.

• Ensure operational excellence, set up rigorous and effective operating cadence, enable tools and performance management; develop and train sales, marketing, or any other functions which could contribute to global account revenue growth.

• Act as Honeywell ambassador and build positive image; engage other Honeywell businesses as needed to support the customer’s strategic plans.

• Communicate key customer milestones, activities, and acquisitions to Honeywell Industrial Safety Management team.

YOU MUST HAVE

• 7 plus years of experience in combination of Industrial Sales, Key Account management, and Business Development and consistent track record of exceptional capital project sales
• Significant experience & working knowledge with industrial automation (PLC, SCADA, DCS) applications and sales

WE VALUE

• Demonstrable business experience in Sales or Consulting with complex analytical technology / solutions.
• Ability to influence at varying levels across the organization.
• Proven track record in negotiations.
• Excellent leadership & communication skills.
• International experience.
• Adaptable, tenacious, and collaborative individuals.
• Ability to handle multiple priorities and navigate in a highly matrixed environment.
• 7 plus years of experience with a proven track record of Strategic Account success with multinational accounts and experience managing regional growth accounts.
• Exceptional communication skills and relationship at C level within industrial / semiconductor technology business.