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 revenue results and long term customer goals.
Identify services revenue 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 district field services 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, revenue and plans for the territory-assigned account portfolio.
Deliver a year on year growth in margin, orders, and revenue for the territory-assigned account portfolio in order to meet both annual and long term growth
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.
Interdependencies
Key things this role does that makes other roles more effective (if applicable)
Ensure the vision and strategy for each customer is well understood by those who interact with the customer.
Motivate and guide others in the services vision for the customer.
Team with specialists and subject matter experts within honeywell and externally to build the right value proposition.
Work proactively with the operations teams to identify resources, skill-sets and loading for sale support, consultancy projects and post deployment support in a timely manner.
Job specifications
General
(define as “essential” or “preferred” and qualify statements as “excellent”, “good / proficient” or “basic)”
Required licenses, accreditations / clearances / statutory requirements
Security clearance: n/a
Education / qualifications
Basic qualifications:
Trade or degree qualified in a business or engineering related discipline
Experience
5 years sales experience selling directly within the building industry and relevant technical environment
Proven experience in consultative selling with experience in collaborating across both client and own organization to drive a one-honeywell approach
Demonstrated experience in customer engagement at senior levels and capacity to build long-term executive relationships.
Solid understanding of customer financials and the ability to build business case investments.
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 organisational skills with ability to orchestrate and manage services 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 finalise 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.
Behaviour competencies
Competency
Definition
Account analysis and planning
Identify sales opportunities by ensuring that the customer issues and needs are fully understood, and appropriate options are evaluated and account management strategies and plans are developed to achieve key sales objectives.
Business acumen
Knows how businesses work and is knowledgeable in current and possible future policies, practices, trends, technology, and information affecting an organisationUnderstands the competition and is aware of how strategies and tactics work in the marketplace.
Communicating with influence
Understands how to communicate in a manner that is clear, concise and easily understoodCommunicates with influence using persuasive arguments, appropriate language, style and terminology for the situation.
Consultative selling
Employs strategic and consultative sales techniques to identify and create sales opportunitiesDevelops unique or customised solutions to meet customer specific needs that drive profitable business outcomes.
Customer focus
Displays dedication to meeting the expectations and requirements of customers at all times through knowledge of the customer’s strategy and vision, and uses this knowledge to drive improvements in products and servicesActs at all times with customers in mind, establishing and maintaining effective relationships with customers to win their trust and respect.
Employs internal networks
Leverages internal resources or knowledge to build and maintain networks (locally, regionally and globally)Acts as an influencer, persuading others to provide the required information and support.
Managing relationships
Establishes and builds credibility for self and for hbs within the customer’s organisationUses collaborative relationships to build business partnerships, influence others and facilitate the accomplishment of business goals.
Managing vision and purpose
Communicates a compelling and inspired vision or sense of core purpose, talking beyond today to articulate possibilitiesDemonstrates an optimistic approach by creating milestones and engaging resources to rally support behind the visionCommunicates the vision effectively with the ability to inspire and motivate business units and/or organisations.
Negotiation
Negotiates skilfully in tough situations with both internal and external groups, resolving differences with minimum conflict and can win consensus without damaging relationshipsDisplays diplomacy and quickly gains the trust of other stakeholders in negotiations.
Problem solving and decision making
Uses logic and lineal thinking to solve difficult problemsBases decisions on a mixture of analysis, wisdom, experience and judgement, with the initiative to make effective decisions under the pressure of tight deadlinesDeals with concepts and complexity comfortably and looks ‘outside the box’ to find answers, taking responsibility for decisions and outcomes delivered.
You must have
Bachelor`s degree, or equivalentSome experience in the field.
We value
Significant experience in a sales/account management related field
Excellent communication skills
Ability to influence at varying levels across the organization
Ability to handle multiple priorities and navigate in a highly matrixed environment
Additional information
Job id: req356824
Category: sales
Location: one-hon-utc-gf ,sushant lok phase i, sector 43,,gurugram,gurgaon,haryana,122022,india
Exempt
Hiring insights
Job activity
Posted 30+ days ago
Job Description : Required : – A minimum of 3 years of consulting/ industry experience Professional Qualification : – B.E/B.Tech/MCA/MSC/MS...
Apply For This JobJob Description JOB PURPOSEDrive sales through emerging intermediaries in Ahmedabad & Saurashtra region by leveraging on campaigns, enhancing intermediaries’ capabilities/...
Apply For This JobJob Description EDUCATIONAL QUALIFICATIONS B.E. (EEE) / B.E. (ECE) / B.E (Instrumentation) – Mandatory RELEVANT EXPERIENCE : 7+Location : Chennai...
Apply For This JobAbout The Opportunity Netrix Global team is looking for an experienced Senior Security Engineer, Tier III to join our team...
Apply For This JobJob Description Cover institution and customers (doctors, nurses, paramedics, retailers & distributors) as defined Promote product range as peer norms....
Apply For This JobJob Description About KPMG in India KPMG entities in India are professional services firm(s). These Indian member firms are affiliated...
Apply For This Job