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Honeywell Process Solutions is a pioneer in automation control, instrumentation and services for the oil and gas; refining; energy; pulp and paper; industrial power generation; chemicals and petrochemicals; biofuels; life sciences; and metals, minerals, and mining industries. A leader in digitization, Honeywell delivers software and services that help customers overcome competitive pressures and uncertain market conditions to achieve game-changing business outcomes. Honeywell€™s comprehensive portfolio in process control, monitoring, and safety systems and instrumentation provides optimized operations and maintenance efficiencies to meet diverse automation needs.
Reporting to HPS Sr. Director of Global Mega Project. Global Mega projects Sales Lead will lead AMER mega projects with below responsibilities: Up to 30% Travel.
Responsibilities:
· Aligning Honeywell€™s capabilities to the client€™s strategic and tactical business goals and objectives at all levels, from senior executive to project personnel.
· Engaging very early in the project pursuit phase with senior management in order to influence the client€™s thinking on what they want to buy and how they should buy it.
· Identifying and communicating unique opportunities for the project/client where Honeywell solutions may add differential value.
· Coordinating the activity of Honeywell account managers, technical resources and project personnel in each geographic region to ensure Honeywell€™s value to the client is maximized and win rates are maintained at >50%.
· Developing and sustaining relationships with client€™s project teams at all levels, such that Honeywell€™s solutions and services become, and are recognized as strategic to the client.
· To share best practices across the Major Project pursuit team and the rest of HPS.
· To support and sell with a ONE-Honeywell mindset and approach.
· Pro-actively support the development of Mega Projects pursuits pipeline €“ from identification, through screening and validation of the opportunities.
· Pursuit strategy development for the assigned project on a global basis.
· Maintenance of the pursuit analysis tools (€˜Redbook€™, TAS, FOR, Test & Improve) and the ability to recommend a €˜No-BID€™ on projects that we have no way to win or are not strategic to HPS.
· Face to face relationship development with all associated project decision makers up to and including executives of the end-user and EPC(s).
· Communication and persuasiveness of the ONE-Honeywell value proposition to the client.
· Coordination of HPS sales and support activity on all assigned projects globally.
· Support the development of regional HPS sales team members to clearly understand the value generators and cost drivers that must be communicated for overall success.
· Utilize the team of Marketing specialists, Solutions Architects, Application€™s Specialists, PAS operations, Proposal and estimating specialists, contracts and service (and other regional teams within Honeywell€™s global business structure) to support the project€™s requirements.
· Build relationships with local and/or EPC account managers, sales and regional management, field service leaders, and other Honeywell functional groups, alliance partners, and key suppliers to enable maximizing the overall scope and profitability of each project pursuit.
· Inputting, maintaining and managing your project pipeline in the CRM, such as Siebel, on a daily basis if need be, such that they are always in a current status.
Qualifications & Experience:
YOU MUST HAVE:
BS degree in engineering or applied science - must or equivalent experience
10+ years of industry experience in industrial automation / process controls in oil and gas, refineries, petrochemical, or pulp and paper.
5+ years of major project pursuits experience, working in Global Mega Projects and EPC business
Customer engagement at senior levels; building long-term strategic and executive relationships
Strong technical and communication skills
Passionate self-starter and a proven leader of large teams
Consistent track record of sales success vs quota.
Cross selling and consultative selling - experience with collaborating across both client and own organization to drive a One-Honeywell approach
Commercial expertise and experience in contract negotiations
Experienced in the use of CRM tools, Account Planning tools, Strategic Selling methodologies and Target Account Selling
WE VALUE
· Bi lingual €“ Spanish
· Ability to manage multiple and conflicting priorities
· Ability to work effectively with individuals at all levels of an organization
· Good analytical and creative problem-solving skill
Additional Information
JOB ID: HRD166869
Category: Sales
Location: 2101 CityWest Blvd,Houston,Texas,77042,United States
Exempt
Sales (GLOBAL)
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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