Honeywell International, Inc. is an American multinational conglomerate company that produces a variety of commercial and consumer products, engineering services and aerospace systems for a wide variety of customers, from private consumers to major corporations and governments. The company operates three business units, known as a Strategic Business Unit-Aer...
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The objective of this position is to provide the necessary customer coverage, relationship management and commercial and technical positioning of UOP process technologies, products, equipment, and services to ensure optimum market share in the region.
The successful approach requires flexibility, innovation, sensitivity to client needs and value delivery.
Key Responsibilities
Own the full customer relationship with existing assigned customers.
Develop and maintain good working relationships with key customer personnel from the executive level to the working and execution groups – together with the Service Manager.
Work with complex international companies, as well as growing, independent, focused companies to discuss how they make money, what issues they face and discuss UOP solutions to improve their operations and profitability.
Develop a clear understanding of assigned customers with respect to their business drivers, buying behaviors, and decision-making structures.
Identify sales opportunities across all UOP businesses.
Organizing and manage intake to UOP including internal RFQ/proposal review.
Prepare sales strategy and provide input to technical strategy.
Organize pricing/bid strategy meetings with the business.
Deliver proposals and manage follow-up internally and with customers.
Consult with Project Sales on revamp and new unit sales execution with existing customers and maintain customer relationships through such Project Sales events.
Develop, manage and negotiate commercial agreements for After Market Business sales events including catalyst, equipment parts/services/maintenance, studies, etc.
Develop and close sales opportunities within pricing guidelines.
Communicate client needs and drivers to relevant groups within UOP and communicate UOP questions and clarifications effectively to client.
Positioning of relevant process technologies and equipment with a view to ensuring UOP’s success as well as maximizing sales revenue.
Complete won/lost reports for sales events in a timely manner.
Forecast sales and revenues on a weekly basis.
Manage accounts receivables for assigned customers.
Prepare and implement customer account plans and maintain customer contact records.
Gather competitive intelligence and communicate within UOP.
WE VALUE
A comprehensive knowledge of (sales)
Excellent team and communication skills
Being completely self-motivated
An ability to influence across a broader organization
An ability to exercise independent judgment
An ability to influence customers, while maintaining healthy relationships
Extensive experience in selling (industrial) products
Deep technical expertise
Understanding of the Honeywell value proposition as well as the competitive landscape
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