Asker,

Principal Responsibilities:

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

Business Relationships
Develop and sustain long term customer relationships; Establish these relationships while engaging customers at all levels including
senior levels of the customer organization ; Early engagement in the customer buying process diagnosing customers needs and tailoring solutions to match

Sales Process
Manages the day to day and strategic: maintaining a balanced approachto superior customer service and strategic account planning; quarterly results and long term account goals; Identifies new sales opportunities and focuses on providing consultative support by building value propositions for solutions into the account; Manage and build customer contacts, serving as the customer’s ambassador, “trusted advisor” and advocate; Focal point for relationship strategies, account and sales plans, proposal strategies, contract negotiations.
Drives sales campaign and LOB strategic initiatives Plan for account growth in the long term

Customers
Industrial customers in the process industries including, technical buyers, economic buyers, executives. Customers at all levels in an organization including executive level decision makers; pursue growth through regular face to face meetings and winning new customers to enlarge the assigned customer base

People Management
Leverages and marshals cross functional company resources to address customers drivers and initiatives in a consultative manner; Guides and leverages management and executive sponsor interactions with the customer; Responsible for motivating others; providing strategic vision for the account while driving self and others for positive business results for Honeywell. Leads peers by influence to ensure coordination and support to pursue orders

Networks & Contact
Internal

Pole Sales leadership (VP Sales global and Pole; Regional Sales directors; Regional Sales Managers)
Account managers (SCA, EPC, general, BD)
HPS (Honeywell Process Solutions) lines of business professionals and managers and support functions
Sales Operations professionals
Proposal and estimating leaders


External

End Customers Executives, commercial contacts and partners
Supervisory Responsibilities
Geographic Scope & Travel Requirements
Geographic responsibilities (as well as revenues responsibility) may vary
No supervisory responsibility as primary manager
Lead other peers as project manager where required
Frequent Travel is a standard requirement of the job, frequency may vary with an expected 60% minimum.
Key Performance Measures
Key sales performance metrics (results Vs target; YOY growth, pipeline generated)
Forecast accuracy
Responsiveness: Accuracy and on –time submission of reporting
Quality and strength of account plans and strategy
Early engagement
Number of new customers
Number of sales calls tracked in Siebel => 10/week
Right /diverse contact points in customer organization

You have :

 
•    University Degree or equivalent experience level

 Work Experience Required
•    Experience in solution sales (automation industry). Proven track record of success in the industry/ business environment
•    Experience in building and maintaining relations at customers (different levels)
•    Experienced in complex sale, including early engagement in the customer buying cycle at senior levels, building long-term strategic and executive relationships, team selling and opportunity planning
•    Marketing and project management experience is desirable
•    Previous working experience in a complex organization

 Technical Skills & Specific Knowledge Required
•    Understand the value proposition of Honeywell and all the company has to offer
•    Understand the strategic direction of Honeywell
•    A well developed sense of the industry and market trends
•    Good knowledge of our customers’ businesses and drivers
•    Financial and business acumen
•    Account Management, ability to use market and marketing data to build successful accounts plans
•    Good knowledge of commercial terms, contract terms, etc.
•    Exceptional knowledge of internal sales process and systems required to provide superb customer service

Additional Information

  • JOB ID: HRD131038
  • Category: Sales
  • Location: Solbråveien 23,Asker,AKERSHUS,1383,Norway
  • Exempt
Sales (GLOBAL)

Asker,

Honeywell Technology Solutions Inc. (HTSI) offers world-class competencies in management, space systems and services, engineering, logistics, information technology and testing and calibration. We provide value, expertise, competitive pricing and the highest quality standards available. Our customers can expect proven leadership processes, technical excellence and cost management. We offer more than just connections…we offer solutions.

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