Manages strategic customer accounts and drives profitable sales growth by achieving quota targets, expanding opportunity pipelines, developing sales strategies, building executive-level relationships, and leading consultative pursuits. The role engages technical and economic buyers, negotiates contracts, coordinates internal resources, and targets major service opportunities while maintaining customer relationships and identifying new business.
• 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.
Key Responsibilities
- • 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. .
YOU MUST HAVE
- Minimum of 5+ years of experience in account management or sales, with a proven track record of managing key accounts and driving revenue growth
- Strong communication and negotiation skills
- Ability to build and maintain strong relationships with customers and internal stakeholders
- Strategic thinking and problem-solving abilities
- Excellent organizational and time management skills
- Proficient in CRM software and Microsoft Office Suite
WE VALUE
- Bachelor's degree in business administration, Marketing, or a related field
- Proven ability to drive revenue growth and achieve sales targets
- Strong business acumen and understanding of market dynamics
- Ability to effectively manage multiple accounts and prioritize tasks
- Customer-focused mindset with a passion for delivering exceptional service
- Ability to work independently and as part of a team
- Solution sales, service sales experience
- Continuous learning mindset and willingness to adapt to changing market trends
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