Sr Account Manager

Honeywell Technologies; Hyderabad; On-site; INR 1,200,000 - 1,800,000; Full time

Job summary

Honeywell Technologies in Hyderabad is seeking a sales professional to achieve annual sales quotas, grow the pipeline, and close profitable orders while adhering to pricing policies.

You will develop long-term plans with the Vertical Sales Leader and target strategic accounts in the service portfolio, engaging senior buyers and building relationships with developers, consultants and other key stakeholders to win major projects.

Qualifications

• service sales experience
• solution sales experience

Responsibilities

• Develop new customer relationships; engage senior levels; build value propositions for the customer and guide contract negotiations.
• Achieve designated annual sales quota and grow the qualified pipeline of opportunities within the Vertical; identify new opportunities and provide consultative support.
• Engage technical, economic, and relationship buyers at all levels, including executive decision makers; target major pursuits ($1–$10M) to win projects.
• Leverage resources and sponsor interactions with new customers to address drivers and initiatives.
• Aim for orders and margin above quota in line with the Annual Operating Plan while following company policies.

Job description

Job Description:

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

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.

Requirements: