وصف الوظيفة
Goals
- Primary customer interface responsible for the development of business, and management of relationships, with a specific customer or customers.
- Understanding of the customer’s business, drivers, and organization, and an understanding of the value that Honeywell brings to the customer to drive to real business outcomes.
- Dissemination of key messages, initiatives, and of information pertaining to the value Honeywell brings to that specific customer at all levels of the customer’s organization.
- Business partner to the customer, establishes a defensible barrier to competitors, maximizes the business potential of their customers, and acts as the primary supplier interface for all products, solutions and services with this customer.
- Champions the customers’ needs and requirements within the Honeywell organization.
- Works closely with the Management Team, to ensure 100% customer satisfaction.
- Responsible for achievement of orders+ plans and economic value-added goals.
- Able to negotiate consistently with customers and complex accounts to arrive at mutual agreements. This is demonstrated within all growth opportunities or accounts.
- Deliver orders growth through Breakthrough initiatives.
- Territory and Opportunity, Plans and Strategy.
- Customer Relationships and Account Development.
- Customer specific pursuit plans and annual customer facing business reviews.
- Growth in the form of new opportunities within existing accounts and New Accounts.
- Orders above set quota in support of Annual Operating Plan.
- Accurate forecast of orders and growth opportunities.
- Business Relationships Builds trust and credibility at all levels of the customers' organization, including decision-makers across the customers' business functions and including senior management and/or C-suite; advocates for the customer inside Honeywell and is viewed as a full partner by the customer.
- Sales Process: Manages the day to day and strategic: maintaining a balanced approach to superior customer service and strategic account planning; quarterly results and long term account goals; Proactively leads, manages and executes the disciplined sales process from start to finish; anticipates customer needs and requirements ensuringthat they are met every step of the way from sale to execution; acts as team leader internally and externally during the entiresales process.
- Customers: Uses customer organizational charts to outline customers' formal structure and roles in the buying process; identifies the most influential stakeholders and creates a relationship and business strategyfor each of these key players; responsible for account retention and penetration; typically manages 1-10 customer accounts with growth potential.
- People Management: Seeks out ways to engage the full team (internal and external) in pursuits and activities; builds relationships across boundaries and with key stakeholders by developing informal and formal networks; drives results through active teaming; Guides and leverages management and executive sponsor interactions with the customer by providing strategic vision for the account while driving self and others for positive business results for Honeywell; Actively participates in mentoring or peer buddy opportunities within Honeywell
- Results: Profitable growth in the form of new opportunities within existing accounts and New Accounts; Orders above set quota in support of Annual Operating Plan
- Establishing & building credibility.
- Strong ability to develop and sustain customer relationships.
- Clearly articulate value and demonstrate how solutions map to a customers’ needs.
- Compelling presentation and communication skills; ability to anticipate the informational needs of diverse audiences and tailors’ communications appropriately.
- Build relationship strategies, account and sales plans, and proposal strategies.
- Ability to arrange multiple resources and orchestrate diverse procedures, while retaining personal ownership of results Execute effective negotiation strategies and plans.
- Motivate others, high energy individual.
- Prioritize and focus efforts on best opportunities (short and long term) based on business needs.
- Push self and others to achieve bottom line results.
- See ahead clearly; can anticipate future trends accurately; learn quickly and think independently to adapt as required.
- Securing and finalizing the sale.
- Uses sales tools to their advantage to drive further business.
- Can efficiently utilize a grease board, flipchart or smart boards to capture customer’s thoughts or convey.
- Recommendations or action steps to a customer in an organized way (mind map, whiteboarding, process map, etc.).
- Market Analysis and understanding the potential verticals and market trends.
- Knowledge of the value Honeywell brings; can detail why the customer should care; can define how much value they expect and provide examples.
- A well-developed sense of the customers business, their drivers, and their organization.
- Financial and business acumen; understands the customer’s industry and strategic business drivers and HBS’s ability to positively impact financial results.
- Understands customers’ decision-making processes, buyers, and influences.
- Knowledge of Sales processes, commercial terms, contract terms, etc.
- Knowledge of Information technology (IT) and Operation technology (OT)
- Knowledge of IOT and its applications in Building technologies.
- 0-7 years of sales experience in Sales Account management in Building automation or similar field
- Manage sales of 5M$ Annually
- Cross selling and consultative selling - experience with collaborating across both client and own organization to drive a One- Honeywell approach
- Broad based experience in Building integrated systems , IOT systems , SOFTWARE Selling ,Low current systems & Energy management.
- JOB ID: HRD251937
- Category: Sales
- Location: Prince Sultan Road, Khalideyyah,P.O Box 53335,Jeddah,MAKKAH,23435,Saudi Arabia
- Exempt