Driving Infinite Possibilities Within A Diversified, Global Organization

Honeywell Advanced Materials (ADM), part of Performance Materials and Technologies (PMT) Honeywell businesses manufactures a wide variety of high-performance products, including environmentally preferable refrigerants, chemical and analytical reagents designed to improve productivity, and materials used to manufacture end products such as bullet-resistant armor, nylon, computer chips and pharmaceutical packaging.

The Account Manager is responsible for the selling activities for Refrigerants & Blowing agents for Fluorine Products across Central Eastern Europe/UK/Nordic/ Baltics Russia area (revenue: 27 $M on 2020).

The Account Manager will implement the strategic plan set for his/her area allowing consistent achievement of the annual operating plan (AOP).

Direct report to: Sales Leader Europe

Key Responsibilities

· Effectively manage the territory for maximum revenue and contribution to meet or exceed sales AOP for the area.

· Endorse the full management & development of the Distribution Channel network (existing & future).

· Negotiation & management of multinational long-term sales agreements (LTSAs) as well as specific deals such as retrofit programs with Supermarkets and OEM businesses supplied through channels.

· Build close and long-lasting relationships with decision makers at all customers & distribution channels across all levels and functions.

· Implement & manage Distribution Channel Programs with the key distribution partners (including CO2 quota & volume management, Marketing development funds, stock & sell out reporting…).

· Consistently advance Honeywell's value proposition with customers, improving overall customer satisfaction.

· Develop business opportunities with National & Multinational accounts to introduce the Honeywell Low Global Warming Potential (LGWP) solutions as well as manage the existing technologies (HFCs).

· Manage accurately & timely the sales opportunity pipeline in SFDC (salesforce.com - Honeywell CRM tool).

· Drive projects to closure, with the support of the Technical, Sales development and Marketing teams, with a high sense of urgency.

· Accountable for key metrics on new projects creation.

· Update & implement the strategic account plans on a regular basis – align with Technical, Sales development and Marketing functions on the mid/long term strategy & action plan at least Quarterly.

· To fully understand the market dynamic: investigate, analyze, track & communicate the business evolution at key Distribution Channels (e.g. sales of distributors per business segment, stock situation, pricing, competition behavior etc.).

· Work closely with all support functions including Customer Service, Supply chain, Logistics and Finance to ensure first class supply to customers and cash collection on time.

· Update the sales forecasts assuring volume and price accuracy and overall sales achievement on a monthly basis – analyze and report weekly the Risks & the Opportunities vs the forecasts.

· Use & apply an efficient territory management operating system (MOS) including customer meeting management, key account plans, utilization of SFDC to manage call reports and sales opportunity pipeline, understand & track the distributors businesses, price tracking, CO2 quota management, forecasting etc.

YOU MUST HAVE

· Bachelor’s degree (Chemical preferred).

· Spoken and written in English is essential, Polish &/or Czech is important - Russian is a plus.

· Strong Customer focus.

· High level of resilience as well as strong influencing, negotiating and closing skills.

· Ability to generate & close new business opportunities.

· Management of international key accounts.

· Comfortable with 50+% travel.

· Minimum 5 years selling experience in a Multinational environment.

· Ability to move from strategic to tactical depending on the situation.

· Demonstrated ability to work in a diverse cultural team and in a matrix environment.

· High degree of business acumen and demonstrated focus on creating customer value.

WE VALUE

· Master’s degree (Business preferred).

· Experience in selling & developing chemical businesses – preferred (but not mandatory) into the refrigerants gas business.

· An ability to take initiative and work with limited direction

· An ability to influence across a broader organization

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.

AM202020

Additional Information

JOB ID: req248989
Category: Sales
Location: Warsaw,MAZOWIECKIE,Poland
Exempt

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