Join the industry leader to design the next generation of breakthroughs

Key / Strategic Accounts Manager

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

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

KEY RESPONSIBILITIES

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

The ideal candidate will\rhave:

Ability to learn Honeywell\r business and its customers business.
Ability to establishing and\r building credibility for oneself and for HCI business/leadership.
Strong ability to develop and\r sustain long-term customer relationships, preferably with an extensive\r network of C-suite connections from previous roles in similar businesses.
Ability to articulate effectively,\r market/industry/customer intelligence & evolving needs back to the\r business leaders in HCI / HON business.
Compelling written/verbal\r communications, and presentation skills, duly aligned to c-level\r audiences.
Proficient usage experience of CRM\r and sales metrics/KPIs to effectively collaborate with regional teams.
Hands-on experience in using sales\r methodologies like Challenger Sales, Strategic Selling, Key Account\r Management, LAMP, Value-based-selling, or similar.
Excellent win-win negotiator,\r preferably with formal negotiation training and experience of closing\r multi-year, multi-million-dollar deals with complex offering structures.
Solid understanding and experience\r of orders volume, revenue stream, and margin improvements.
Ability to motivate and energize\r others; high-energy, go-getter, individual with exceptional (virtual) team\r management kills & experience.
Be an optimist, and a tenacious\r person at the same time; while applying experience, and a positive\r attitude consistently to work through.
Prioritize and focus efforts on\r best opportunities (short and long term) based on business needs.
Push self and others to achieve\r bottom-line results
Strong acumen to follow through.\r Good Say/Do ratio. Acute sense of urgency, with equally important respect\r for colleagues, peers, and customers processes.
Ability to deliver and\r succeed despite the usual and sometimes unusual hurdles.
Ability to see ahead clearly; can\r anticipate future trends accurately; learn quickly and think independently\r to adapt as required
We expect you to be comfortable\r with travel times up to 60% travel, including overnight stays away from\r home
For the high performers, with the\r ability to live and exemplify the Honeywell behaviors, we offer you\r incredible career progression opportunities, as well as an attractive\r remuneration package, besides a highly collaborative, energetic, and\r respectful work environment.

YOU MUST HAVE

Bachelor's Degree
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 premise and cloud-based deployment structures. Ability to influence at varying levels across the customers organization

WE VALUE

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 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.

Additional Information

JOB ID: HRD174748
Category: Sales
Location: 1301 Chalk Hill Road,Dallas,Texas,75212,United States

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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