Honeywell Key/Strategic Account Manager - North America in Atlanta, Georgia
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 Honeywells Connected Enterprise (HCE) business, in one of the four Strategic Business Units called Honeywell Performance Materials and Technologies.
At HCE, We are building a smarter, safer, and more sustainable world, helping our customers leverage the power of Connected. Thats the power of Honeywell. Our company invents, manufactures, and services technology solutions that address some of the most critical challenges around energy management, safety, security, industrial productivity, and global urbanization. As a business, we are uniquely positioned to blend physical products with software to support connected systems that improve buildings, factories, utilities, and aircraft and that enable a safer, more comfortable, and more productive world. Our solutions enhance the quality of life of people around the world.
Within HCE, Honeywell Connected Industrial (HCI) line of business is the leading provider of advanced software offerings in the Process Industries including Energy, Oil and Gas, Chemicals/Petrochemicals, Paper, Metals, Mining, and other industries. Our offerings enable measurable O&M and business process improvement results for our customers. This business is focused on outcome-based software solutions, engineering, and life-cycle support services, converting our customers data into proactive, planned actions for our customers, thereby enabling greater reliability, improved safety, and operational uptime & business profitability. Our solutions consistently combine domain expertise, decades of global experience, and proven technology.
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.
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 Honeywells Connected solutions become, and are recognized as, strategic to the client.
Solution Selling and Education: Ensure that the value of Honeywells 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 regionial 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 skills & 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.
YOU MUST HAVE
5+ years of experience in solution sales and/or B2B sales leadership in Industrial Products, Software Solutions in Process / Asset Management domains.
5+ years of sales experience selling to industrial plant management, directors, VPs and to C-suite executive.
5+ years of experience working in selling complex, often-customized, Software, SaaS and Service delivering businesses, with on-prem and cloud-based deployment structures.Ability to influence at varying levels across the customers organization
Educated to a minimum of a Bachelor's Degree, in engineering or business or equivalent, from a reputed, respectable institution.
An MBA or minimum of 7 years of successful experience in sales
Postgraduate Business Qualification is will be a plus
Experience in selling L3 (Process Optimization, Asset Monitoring, Simulation solutions) and/or L4 solutions such as MES, Supply Chain, IIOT Solutions, Industry 4.0, etc.
Experience in selling software solutions delivered through Cloud, SaaS, and traditional software commercial models.
Cross-selling, strategic, solution-centric, value-based, consultative selling experience with exceptional collaboration and influencing skills across both, the clients and our own organization with intent to present a One-Honeywell approach to solutions and value-delivery.
Exceptional relationship skills with robust, commercial leadership expertise and hands-on win-win negotiations experience is a must.
Ability to handle multiple priorities and navigate in a highly matrixed environment
Understanding of Pricing Strategy and negotiating terms and conditions, price with customers.
Strong organizational and excellent interpersonal skills
Highly motivated leader with a mature, positive attitude and a passion for working with customers to drive outcomes.
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.
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