Senior Account Manager at Honeywell

Job ID: req322239
Category: Sales, Marketing & Sales Support

Job Description

• Implement and coordinate the operational aspects of ongoing Channel Sales projects and activities.
• You will serve as liaison between Channel Sales Leadership, Marketing and Distributors. You will review status of projects and budgets.
• You will coordinate schedules and deliver status reports.
• You will assess project issues and develop resolutions to meet productivity, quality, and customers satisfaction goals and objectives.
• You will develop mechanisms for monitoring Channel Sales progress and for problem solving with project managers and customers

Key Responsibilities

• Responsible for the customer relation, customer communication, the content of the quotation, T&C, pricing (within boundaries of SEA)
• Execute actions to achieve PMC AOP order. Target key account and new account development / vendor approvals / demand generation / spec management to get competitive advantage / new product launch
• Create and Manage opportunity pipeline and individual opportunities in SFDC (Salesforce.com), and log in all sales call’s weekly.  
• Develop basis of design: Validate the customer's request & needs, complete and validate the missing information in the inquiry through historical knowledge and customer clarifications
• Position cross PMC portfolio as needed.
• Provide pre-sales and post-sales support to resolve product line related internal challenges and drive customer satisfaction by escalations / resolutions.
• Pull opportunity through the sales cycle, negotiations, internal checks, internal escalation processes, Commercial and legal review of order/contract, through booking and handover to CC  (Customer Care)
• Follow up on payments/invoices is by finance/ C2C, however, sales plays a role in problem resolution when payment issues are being escalated.
• Support demand planning by providing orders forecast (ideally 4 month outlook) for your accounts.
• Help understand market dynamics (Macro, competition, customer buying behavior, win-loss, new product ideas, etc.) to improve overall win and margin rates.
• Ensure coverage of the complete territory through territory planning and action plans both direct and thru channels when needed.
• Actively participate in go to market, channel selection criteria and Ensure that the sales channels to the market, both direct & indirect, are fully capable to deliver this value proposition effectively to the customers.
• Work very closely with other HPS Line Of Business (LOB), Deep dive and analysis of top customers order / margin trends, project and run rate pipeline analysis on a monthly/quarterly basis, to determine further growth opportunities.
• Evaluate and monitor performance of current channels, and recruit new channels as necessary.
• Build and maintain long-term professional relationships with owners, managing directors, and sales teams of Channels.
• Grow Honeywell share within partner’s total business
• Establish Efficient weekly MOSs with channels to Maintain an accurate orders forecast and Keep accurate opportunity records in CRM
• Complete Mutual Account Plans and quarterly reviews with all partners, execute with urgency, and achieve planned results
• Make sure partners are adequately trained, carry proper demos, and can clearly articulate value propositions for all represented products
• Lead and execute sales campaigns and initiatives

Job Requirements

• Bachelor's Degree or equivalent. Some experience in the field.
• Valid Drivers' License

We Value:

• A proficient understanding of the principles and best practices in Channel Sales
• Excellent team and communication skills
• An ability to take initiative and work with limited direction
• An ability to influence across a broader organization
• Master's Degree