Sr Account Manager

at  Honeywell

THE FUTURE IS WHAT WE MAKE IT.

When you join Honeywell, you become a member of our Global team of thinkers, innovators, dreamers and doers who make the things that make the future.
By changing the way we fly, fueling jets in an eco-friendly way, keeping buildings smart and safe and even making it possible to breathe on Mars.

THE PURPOSE OF THE ROLE:

The Senior Account Manager is responsible for multiple accounts, effort focused on increasing Honeywell’s book of business with new and existing customers and leveraging relationships. The role will upsell and cross-sell, into client organizations and multiple stakeholders. You will drive cross-functional alignment to customer needs. You will participate in pursuit of strategy planning, and customer negotiations. You will consult prospective users on product capability and provide valuable input for product development. You would specialize in key built environment systems, including but not limited to; BMS, Fire, Security and Access with a strong-bias on leading Integrated, SaaS and IoT propositions.
Managing aspects of New/Existing customer relationships with the goal of providing superior service and maximizing value, understanding and articulation of the value that Honeywell brings, to the customer, to drive specific business outcomes. Maximization of the annual escalation rate for service contracts. Communication of the customers’ needs and requirements within the HBS organization, escalation of customer issues, to the Management Team, to ensure 100% customer satisfaction and balance and persistence in customer follow-up.

KEY RESPONSIBILITIES:

• Responsible for account retention/growth and drive demand and deliver on sales targets. As well as renewing and converting maintenance contracts to ‘Connected’ solutions, as well as cross selling a wide and complimentary range of building solutions in order to grow our share of wallet.
• Engage with end-user customers individually, with a front-line seller/product specialist, to create and close opportunities and attend sales calls to recommend products, provide technical sales support, and identify help needed in closing large opportunities.
• Work directly in the field one on one with Product Specialists/Front-line Sellers to increase product and regulation knowledge and assist in closing opportunities at end-user customers. Accomplished in sales visits by product recommendations, demos, and training.
• Review sales pipeline, monitor trends, add coaching notes, and work with zone managers on help needed. Signal the business demand to supply chain by means of a detailed forecast, make manual adjustments when necessary. Notify demand planners of large impact buys or other unexpected surges to demand.
• Engage in 2-way communication with offering managers and engineering to pass on industry intel, requested NPIs, product feedback, and problem solve issues within the business, develop and sustain long-term customer relationships by facilitating resolution of all customer problems, serving as a central resource for all customer communication, serving as the customer’s ambassador and advocate.
• This position will be measured on HBS GULF KPIs which is not limited to: service Projects pipeline growth, say-do conversion rate, stakeholders’ engagement, and increase HON market share in Market.