Sr Account Manager

Position Purpose/Summary

• Achieve Sales Orders Annual Operating Plan (AOP) quota targets (Orders, Rev/GM and Profit) by

closing sales while adhering to pricing and sales policies.

• Grow the pipeline of opportunities with the designated portfolio in pursuit of sales growth and in line

with targets for HBS.

• Together with the Vertical Sales Leader formulate robust long-term strategies and plans to develop the

Service vertical and identify emerging and new strategic accounts and opportunities, creating sales plans

and strategies for the portfolio aimed at serving and expanding the customer portfolio base in their

assigned area or vertical.

• Dissemination of key messages, initiatives and information pertaining to the value proposition HBS

brings to targeted customers, opportunities, and solutions.

• Driving and securing sales through understanding of the target customer’s business, their drivers,

organization structure/key decision makers and influencers and the industry sector as a whole. Ensure

you utilize this information to communicate the value that Honeywell brings to them and obtain orders

accordingly.

• Partner with potential customers as well as establishing relationships with builders, developers and

relevant industry consultants with a view to maximizing sales and the business potential for all parties

Responsibilities

Key Accountabilities / Deliverables of the role

• Business Relationships: Develop new customer relationships; calling at all levels, including senior

levels, of target customer organizations; engaging early in the customer buying process to discover

customer needs HBS can fulfill and/or influence customer specification prior to bid.

• Sales Process: Achieve designated annual sales quota and grow the qualified pipeline of opportunities

within the Vertical. Continuously identifies new sales opportunities and focuses on providing

consultative support by building value propositions for the customer; Manage and build customer

contacts; Focal point for relationship strategies, sales plans, proposal strategies, and contract

negotiations, for pursuits in play.

• Customers: Engage technical buyers, economic buyers, and relationship buyers; engage customers and

other intermediaries at all levels in any organization including executive level decision makers; target

major pursuits (value approximately $1-$10M opportunities) with the objective of gaining competitive

advantage and securing major project work.

• People Management: Leverages resources to address customers’ drivers and initiatives; Guides and

leverages management and executive sponsor interactions with new customers.

• Result: Achievement of sales targets, profitable growth and focus on new customers and new

opportunities; Orders and margin above set quota in support of Annual Operating Plan whilst operating

within company policy. .

Qualifications

service sales experience

solution sales experience