Customers
JOB DESCRIPTION
- 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 booking results and long term customer
goals.
- Identify install 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.
Responsibilities
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 Install Sales 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 and plans for the territory-assigned Account Portfolio.
- Deliver a year on year growth in margin, orders for the territory-assigned Account Portfolio in order to meet both annual and long term growth expectations.
Key Success Factors (Key Metrics / KPIs / Deliverables)
- 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.
Location: Bhubaneshwar, Orissa
Qualifications
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 install base 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
About Us
Honeywell helps organizations solve the world's most complex challenges in automation, the future of aviation and energy transition. As a trusted partner, we provide actionable solutions and innovation through our Aerospace Technologies, Building Automation, Energy and Sustainability Solutions, and Industrial Automation business segments powered by our Honeywell Forge software that help make the world smarter, safer and more sustainable.
