Honeywell Senior Account Manager in Abu Dhabi, United Arab Emirates

_Senior Account Manager_

Goals: • 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 HBS brings to the customer to drive to real business outcomes. • Dissemination of key messages, initiatives, and of information pertaining to the value HBS 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 HBS organization. • Works closely with the Management Team, to ensure 100% customer satisfaction • Responsible for achievement of revenue, margin plans and economic value-added goals • Able to negotiate consistently with customers and complex accounts to arrive at mutual agreements. This is demonstrated within all growth opportunities or accounts.

Key Deliverables: • Territory and Opportunity, Plans and Strategy • Customer Relationships and Account Development • Customer specific pursuit plans and annual customer facing business reviews • Growth in the form of new opportunities within existing accounts • Orders and margin above set quota in support of Annual Operating Plan • Accurate forecast of orders and growth opportunities



Responsibilities: • Business Relationships Builds trust and credibility at all levels of the customers' organization, including decision-makers across the customers' business functions and including senior management and/or C-suite; advocates for the customer inside HBS and is viewed as a full partner by the customer. • Sales Process: Manages the day to day and strategic: maintaining a balanced approach to superior customer service and strategic account planning; quarterly results and long term account goals; Proactively leads, manages and executes the disciplined sales process from start to finish; anticipates customer needs and requirements ensuring that they are met every step of the way from sale to execution; acts as team leader internally and externally during the entire sales process. • Customers: Uses customer organizational charts to outline customers' formal structure and roles in the buying process; identifies the most influential stakeholders and creates a relationship and business strategy for each of these key players; responsible for account retention and penetration; typically manages 1-10 customer accounts with growth potential. • People Management: Seeks out ways to engage the full team (internal and external) in pursuits and activities; builds relationships across boundaries and with key stakeholders by developing informal and formal networks; drives results through active teaming; Guides and leverages management and executive sponsor interactions with the customer by providing strategic vision for the account while driving self and others for positive business results for Honeywell; Actively participates in mentoring or peer buddy opportunities within HBS. • Results: Profitable growth in the form of new opportunities within existing accounts; Orders and margin above set quota in support of Annual Operating Plan

Experience & Qualifications:

• Seven years of sales experience (additional 8 years experience required in lieu of 4 year college degree) • Customer engagement at senior levels; building long-term strategic and executive relationships • Cross selling and consultative selling - experience with collaborating across both client and own organization to drive a One-Honeywell approach • Broad based experience in HBS’ offering portfolio • Strong ability to develop and sustain customer relationships • Clearly articulate value and demonstrate how solutions map to a customers’ needs • Compelling presentation and communication skills; ability to anticipate the informational needs of diverse audiences and tailors communications appropriately • Build relationship strategies, account and sales plans, and proposal strategies • Uncovers underlying and unstated issues causing conflict and brings them to resolution • Ability to arrange multiple resources and orchestrate diverse procedures, while retaining personal ownership of results • Execute effective negotiation strategies and plans • Motivate others; high energy individual • Be optimistic and tenacious at the same time; while applying experience, and a positive attitude consistently to deliver bottom line results for Honeywell. • Prioritize and focus efforts on best opportunities (short and long term) based on business needs. • Push self and others to achieve bottom line results • See ahead clearly; can anticipate future trends accurately; learn quickly and think independently to adapt as required • Securing and finalizing the sale • Uses sales tools to their advantage to drive further business • Arabic preferred • Extensive vertical customer expertise which enables effective communications at the highest level of the customer’s organization • Knowledge of the value HBS brings; can detail why the customer should care; can define how much value they expect and provide examples • A well developed sense of the customers business, their drivers, and their organization. • Financial and business acumen; understands the customer’s industry and strategic business drivers and HBS’s ability to positively impact financial results • Understands customers’ decision making processes, buyers, and influences • Knowledge of HBS processes, commercial terms, contract terms, etc. • Basic understanding of Honeywell portfolio across LOBs/verticals/applications

Job: *Sales

Title: Senior Account Manager

Location: ARE-ABD-Abu Dhabi

Requisition ID: 00354092