Sales Manager

Honeywell International Inc; Chennai; On-site; INR 4,000,000 - 7,000,000; Full time

Job summary

Honeywell Technologies is seeking a South Regional Manager – PA Sales to drive region-wide sales, deliver AOP targets, lead a 3–4 person sales team, and perform value selling to customers. The role requires managing engagements with existing and new customers, defining growth strategies, and building credible relationships with C-suite executives.

The ideal candidate will have 12-15+ years in outside sales with leadership experience, strong knowledge of Process Automation Systems, and

Qualifications

• 12-15+ years of outside sales experience with 2-3 people reporting management.
• Willingness to travel 50% within South Region and Sri Lanka.
• Experience in Process Automation Systems (DCS/PLC/SCADA/Turnkey) and software solutions.

Responsibilities

• Drive region PA sales and deliver AOP targets.
• Lead a team of 3–4 sales professionals to achieve orders of 25–30M.
• Provide accurate weekly forecasts in Salesforce and manage install/service forecast.
• Develop and execute South market strategy to meet AOP.
• Coach and mentor the sales team for high performance.

Skills

Outside sales

People management

C-Suite selling

Salesforce.com

Leadership

Communication

Tools

Salesforce.com

Job description

Key Roles And Responsibilities

Responsible to drive Region-wise PA Sales, deliver AOP sales target, pre-sales activity, manage a team of 2-4 sales personnel and value selling to the customers. The South Region Sales Manager will lead a team of Sales Personnel to deliver the Annual Operating Plan (AOP) of approximately 25M-30M of orders. The team will be comprised approximately 3-4 sales professionals.

Job Description

South Regional Manager – PA Sales

Key Roles And Responsibilities

Responsible to drive Region-wise PA Sales, deliver AOP sales target, pre-sales activity, manage a team of 2-4 sales personnel and value selling to the customers. The South Region Sales Manager will lead a team of Sales Personnel to deliver the Annual Operating Plan (AOP) of approximately 25M-30M of orders. The team will be comprised approximately 3-4 sales professionals.

Manage all aspects of engagements with existing and new customers for our Honeywell Process Automation Organization. You will build relationships and understand customer business in order to provide appropriate products or solutions. You will define sales and growth strategy towards key customers while aligning with critical sales business objectives. You will identify opportunities and build credibility with customers. Utilize your product knowledge to deliver the value proposition to the customers.

Responsibilities

• Drive orders growth in PA within South Region.


• Meet or exceed the Annual Operating Plan (AOP) on a monthly, quarterly and annual basis.


• Define and execute South market strategy to achieve AOP.


• Develop, Coach, and Retain talented sales team to deliver AOP. Provide performance management if required.


• Assign incentive quota targets for all sellers.


• Provide accurate weekly forecast for orders within Salesforce.com platform. Includes overall orders forecast along with forecast for Install and Service lines of business.


• Consistently meet the orders forecast on a weekly, monthly, and quarterly basis.


• Coach and mentor sales personnel in establishing professional relationships with appropriate levels of client decision makers.


• Create a robust pipeline of major pursuits within the South Region and track within Salesforce.com.


• Coach/mentor team to create robust pursuit plans for each pursuit.


• Define key accounts within South Region. Coach/mentor team to create robust account plans for these customers.


• Assess team’s sales activities and forecasts to determine sales progress and required improvements


• Recommend and implement improvements to achieve sales goals


• Understanding & experience in O&G, Chemicals, R&P, Pulp & Paper, Power, Terminals, Fertilizers, Pharma, MMM for Process Automation.


• Special focus on Life Sciences and Industrial Software with prior experience of handling C-Suite customers

Qualifications

MUST HAVE

• 12-15+ year of experience in outside sales with people management skills of atleast 2-3 team reporting


• Ability to travel within South Region and Sri Lanka at least 50% of the time

WE VALUE

• Strong knowledge of South Region


• Ability to coach and mentor team to have a winning sales strategy for their accounts and opportunities


• Strong knowledge of Process Automation Systems (DCS/PLC/Scada/Turnkey Automation and Software)


• Strong skills with Salesforce.com platform


• Strong understanding of direct sales of integrated solutions


• Outcome based selling skills


• Demonstrated ability to consistently meet or exceed Annual Operating Plan


• Coaching/mentoring skills for sales professions


• Strong leadership skills


• Strong communication skills


• C-Level selling skills


• Excellent communication and collaboration skills are required

About Us

Honeywell Technologies is a global, pure-play automation company with a legacy of innovating to help solve the world’s most mission-critical challenges, enhancing the quality of life for people and communities around the world. We serve the building, industrial and process sectors with a broad portfolio of services, solutions and products, underpinned by our Honeywell Technologies Accelerator operating system and Honeywell Technologies Forge intelligence layer. By combining the deep domain expertise of our more than 50,000 employees with decades of data from our global installed base, we are uniquely positioned to lead the industrial sector’s transition from automation to autonomy.