Key/Strategic Account Manager

Honeywell is charging into the Industrial IoT revolution with the establishment of Honeywell Connected Enterprise (HCE), building on our heritage of invention and deep, on-the-ground industry expertise. HCE is the leading industrial disruptor, building and connecting software solutions to streamline and centralize the assets, people and processes that help our customers make smarter, more accurate business decisions. Moving at the speed of software, we are creating, innovating and delivering solutions fast, challenging the way things have always been done, piloting new ways for all of us to work, and expecting our successes to set new standards for our customers and for Honeywell.

Honeywell International Inc., a Fortune 100 industrial technology leader, makes a variety of industrial, commercial, consumer solutions, aerospace systems, and a wide range of engineering services, for a variety of customers, from private consumers to major corporations and governments. This position is in Honeywell’s Connected Enterprise (HCE) business, in one of the four Strategic Business Units called Honeywell Performance Materials and Technologies. We are looking for the Honeywell Connected Industrial business, a Strategic/Key Accounts Sales Manager, responsible for growing HCPs Connected business in the assigned Strategic/Key Accounts. Reporting to Sales Director for Americas, this person will drive/lead HCIs key account engagement strategy and resulting orders/revenue growth for assigned National, Polar and Global key accounts that are primarily based out of Americas.

KEY RESPONSIBILITIES

• Will encompass the following, and additional activities asked by management to grow and strengthen the revenue stream for HCI business.
• Align HCIs / HPSs Key/Strategic accounts priorities:
• Align/position our business offerings and the value-proposition with the clients strategic and tactical business goals/needs in the area of Digital Transformation of OT/IT/Business systems, and by doing so creating sales opportunities for HCIs software, SaaS and Service offerings.
• Business Improvement: Discovery and help recognize business process (primarily O&M, productivity and operational excellence) improvement opportunities within the clients operation(s) where Honeywell Connected solutions can add business value; and turn such discoveries to into sales opportunities.
• Strategic/Key Account customer relationship: Work in partnership with the HPS SCA Account Manager(s) to develop, improve and sustain strategic relationships with clients at the appropriate levels, such that Honeywell's Connected solutions become, and are recognized as, strategic to the client.
• Solution Selling and Education: Ensure that the value of Honeywell's Connected solutions are clearly understood and effectively communicated to all appropriate executives and personnel in the client organization.
• Enterprise Sales: Ensure that business opportunities are converted into orders and revenue to meet and exceed the assigned orders quota, from the strategic/key accounts assigned.

The ideal candidate will have:

• Ability to learn Honeywell business and its customers business.

• Ability to establishing and building credibility for oneself and for HCI business/leadership.

• Strong ability to develop and sustain long-term customer relationships, preferably with an extensive network of C-suite connections from previous roles in similar businesses.

• Ability to articulate effectively, market/industry/customer intelligence & evolving needs back to the business leaders in HCI / HON business.

• Compelling written/verbal communications, and presentation skills, duly aligned to c-level audiences.

• Proficient usage experience of CRM and sales metrics/KPIs to effectively collaborate with regional teams.

• Hands-on experience in using sales methodologies like Challenger Sales, Strategic Selling, Key Account Management, LAMP, Value-based-selling, or similar.

• Excellent win-win negotiator, preferably with formal negotiation training and experience of closing multi-year, multi-million-dollar deals with complex offering structures.

• Solid understanding and experience of orders volume, revenue stream, and margin improvements.

• Ability to motivate and energize others; high-energy, go-getter, individual with exceptional (virtual) team management kills & experience.

• Be an optimist, and a tenacious person at the same time; while applying experience, and a positive attitude consistently to work through.

• Prioritize and focus efforts on best opportunities (short and long term) based on business needs.

• Push self and others to achieve bottom-line results

• Strong acumen to follow through. Good Say/Do ratio. Acute sense of urgency, with equally important respect for colleagues, peers, and customers processes. Ability to deliver and succeed despite the usual and sometimes unusual hurdles.

• Ability to manage in occasional chaos.

• Ability to see ahead clearly; can anticipate future trends accurately; learn quickly and think independently to adapt as required

• We expect you to be comfortable with travel times up to 60% travel, including overnight stays away from home.

• For the high performers, with the ability to live and exemplify the Honeywell behaviors, we offer you incredible career progression opportunities, as well as an attractive remuneration package, besides a highly collaborative, energetic, and respectful work environment.