Sr Account Manager

The Service Account Manager will be responsible to ensure superior customer service and sustained customer value is provided by focussing on value-add service opportunities aligned with HBS’ technologies and the day to day operations of the customer. The Service Account Manager will act as the trusted advisor to the existing customer base, engaging with the customer to inform and advice on optimum service solutions for maximum Return on Investment (ROI). 

Customers:

• 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 revenue results and long term customer goals.
• Identify services revenue 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.

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 District Field Services 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, revenue and plans for the territory-assigned Account Portfolio.
• Deliver a year on year growth in margin, orders, and revenue for the territory-assigned Account Portfolio in order to meet both annual and long term growth expectations.

• 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.

1. Proven experience in selling to senior customer stakeholders
2. Track record for establishing and building credibility within relevant industry and technical environment
3. Strong organisational skills with ability to orchestrate and manage services growth
4. Decisive, high energy and ability to energize others
5. Excellent negotiation skills with the ability to understand the customer needs and articulate total value offerings to customers
6. Ability to clearly demonstrate how solutions map to customer needs. 
7. Compelling presentation and communication skills 
8. Ability to build relationship strategies, account and sales plans, and proposal strategies
9. Ability to prioritize and focus efforts on best opportunities (short and long term) based on business needs. 
10. Capacity to push self and others to achieve bottom line results 
11. Show balance and persistence in customer follow-up
12. Proven ability to secure and finalise the sale
13. Demonstrate in-depth industry and market knowledge 
14. Understand the life cycle value proposition of HBS and its’ offerings
15. Demonstrate a well-developed sense of the customers’ business, their drivers, and their organization. 
16. Financial and business acumen 
17. Demonstrate an understanding customers’ decision making processes, buyers, and influencers. 
18. Knowledge of HBS processes, commercial terms and contract terms. 
19. Basic understanding of Honeywell portfolio across Line of Business, verticals and applications.