Sr Account Manager

Account Manager Role
Position Purpose/Summary
Achieve Sales Orders Annual Operating Plan (AOP) quotatargets (Orders, Rev/GM and Profit) by closing sales while adhering to pricingand sales policies.
Grow the pipeline of opportunities with the designatedportfolio in pursuit of sales growth and in line with targets for HBS.
Together with the Vertical Sales Leader formulate robustlong-term strategies and plans to develop the Service vertical and identifyemerging and new strategic accounts and opportunities, creating sales plans andstrategies for the portfolio aimed at serving and expanding the customerportfolio base in their assigned area or vertical.
Dissemination of key messages, initiatives and informationpertaining to the value proposition HBS brings to targeted customers,opportunities, and solutions.
Driving and securing sales through understanding of thetarget customer s business, their drivers, organization structure/key decisionmakers and influencers and the industry sector as a whole. Ensure you utilizethis information to communicate the value that Honeywell brings to them andobtain orders accordingly.
Partner with potential customers as well as establishingrelationships with builders, developers and relevant industry consultants witha view to maximizing sales and the business potential for all parties.

Key Accountabilities / Deliverables of the role
Business Relationships: Develop newcustomer relationships; calling at all levels, including senior levels, oftarget customer organizations; engaging early in the customer buying process todiscover customer needs HBS can fulfill and/or influence customer specificationprior to bid.
Sales Process: Achieve designated annualsales quota and grow the qualified pipeline of opportunities within theVertical. Continuously identifies new sales opportunities and focuses onproviding 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 inplay.
Customers: Engage technical buyers,economic buyers, and relationship buyers; engage customers and otherintermediaries at all levels in any organization including executive leveldecision makers; target major pursuits (value approximately $1-$10M opportunities)with the objective of gaining competitive advantage and securing major projectwork.

People Management: Leveragesresources to address customers drivers and initiatives; Guides and leveragesmanagement and executive sponsor interactions with new customers.

Result: Achievement of sales targets,profitable growth and focus on new customers and new opportunities; Orders andmargin above set quota in support of Annual Operating Plan whilst operatingwithin company policy. .

Business Services