Sr Account Manager

The Account Manager will be in charge of bringing in business from green field projects while maintaining constant contact with both new and current clients by concentrating on Premium Commercial prospects that complement HBSs technology and the clients daily operations. The Account Manager will interact with the customer for the IBMS/EVL Business and serve as the new customers or accounts trusted advisor.

Key Accountabilities / Deliverables of the role

Customers:

• Understand the customer s industry drivers, business objectives, and organisation so that effective growth / maintain / manage strategies are developed which will underpin the value that Honeywell brings to the customer to drive to real business outcomes.
• Develop, own and lead the deployment of growth / maintain / manage strategies for the territory-assigned Account Portfolio.
• Develop and sustain long term customer relationships, establishing these relationships while engaging customers at all levels of the customer organisation including senior facilities managers and C-level executives.
• Champion the customer s needs and requirements within the Honeywell organization, and work closely with the Management Team to ensure 100 percent customer satisfaction.
• Actively utilise the customer surveying solutions made available by the business.
• Deploy strategies to understand the key influencers in the customer organisation and their key pain points.

Sales Excellence:

• Achieve Sales Orders Annual Operating Plan (AOP) targets) while following established pricing policies.
• Manage and maintain a balanced approach to superior customer service and strategic account planning, quarterly booking results and long term customer goals.
• Identify install opportunities and focus on providing consultative support by building value propositions for the customer.
• Manage and build customer contacts, serving as the customer s ambassador, trusted advisor and advocate.
• Engage and inform the sales team on any potential new sales opportunities within the territory-assigned Account Portfolio.
• Establish oneself as an advisor on customer relationship strategies, account and sales plans, proposal strategies and contract negotiations.
• Manage all sales related activity through the accurate, timely and detailed use of the Customer Relationship Management (CRM) tools.

Effective Team Member:

• Collaborate with Honeywell team peers to share and impart knowledge.
• Leverage resources to address customer drivers and initiatives in a consultative manner.
• Guide and leverage management and executive sponsor interactions with the customer.
• Maintain a high degree of awareness of customer s next best alternatives and communicate competitive challenges to sales management and technology teams in a timely manner.
• Understand and manage any conflicts or overlaps within the Account Portfolio.
• Actively embrace the HBS Sales Management Operating System to include one on one s with the Install Sales Leader, team calls, forecasting calls, opportunity reviews, Plan to Make Plan (PtmP) development with timely and accurate updates.

Financials:

• Responsible for achievement of margin, orders and plans for the territory-assigned Account Portfolio.
• Deliver a year on year growth in margin, orders for the territory-assigned Account Portfolio in order to meet both annual and long term growth expectations.

Key Success Factors (Key Metrics / KPIs / Deliverables)

• Orders and margin above set quota in support of Annual Operating Plan (AOP)
• Accurate forecasting of orders and growth opportunities
• Ensure customer satisfaction in line with Net Production Scores (NPS)
• Number of customer visits per week / month
• Increase in sales through adjacent offerings
• Actively builds customer relationships and positions oneself as trusted advisor
• Sets in place customer specific plans to drive growth and conduct twice yearly customer facing business reviews.

Education / Qualifications

Basic qualifications:

• Trade or degree qualified in a business or engineering related discipline
• Professional Skills / Knowledge
• Proven experience in selling to senior customer stakeholders
• Track record for establishing and building credibility within relevant industry and technical environment
• Strong organizational skills with ability to orchestrate and manage install base growth
• Decisive, high energy and ability to energize others
• Excellent negotiation skills with the ability to understand the customer needs and articulate total value offerings to customers
• Ability to clearly demonstrate how solutions map to customer needs.
• Compelling presentation and communication skills
• Ability to build relationship strategies, account and sales plans, and proposal strategies
• Ability to prioritize and focus efforts on best opportunities (short and long term) based on business needs.
• Capacity to push self and others to achieve bottom line results
• Show balance and persistence in customer follow-up
• Proven ability to secure and finalize the sale
• Demonstrate in-depth industry and market knowledge
• Understand the life cycle value proposition of HBS and its offerings
• Demonstrate a well-developed sense of the customers business, their drivers, and their organization.
• Financial and business acumen
• Demonstrate an understanding customers decision making processes, buyers, and influencers.
• Knowledge of HBS processes, commercial terms and contract terms.
• Basic understanding of Honeywell portfolio across Line of Business, verticals and applications.