Key Account Manager

We are currently looking for a HBS Key Account Manager based in Milan Italy.
The role is about consultative sales and strategic business growth of assigned Key Customers, across the given territory (Italy) and aligned with the HBS focused vertical markets (primarily: Industrial / Critical infrastructure, and Pharma).

Work Schedule: Full Remote but ideally based in Milano area or nearby.

Skills:

• Establishing and building credibility 
• Strong ability to develop and sustain customer relationships 
• Clearly articulate value and demonstrate how solutions map to a customers’ needs 
• Prioritize and focus efforts on best opportunities (short and long term) based on business needs. 
• Compelling presentation and communication skills 
• Build relationship strategies, account and sales plans, and proposal strategies
• Direct and motivate resources towards meeting clearly articulated account objectives 
• Be optimistic and tenacious at the same time; while applying experience, and a positive attitude consistently to deliver bottom line results for Honeywell. 
• Push self and others to achieve bottom line results 
• See ahead clearly; can anticipate future trends accurately; learn quickly and think independently to adapt as required 
• Strong negotiation skills

Knowledge:

• In-depth industry and market knowledge 
• Understands the life cycle value proposition of HBS and its’ offerings
• A well developed sense of the customers business, their drivers, and their organization. 
• Financial and business acumen
• Knowledge of CRM for forecasting and tracking customers sales activities 
• Understands customers’ decision making processes, buyers, and influences 
• Knowledge of HBS processes, commercial terms, contract terms, etc. 
• Well developed understanding of HBS portfolio across LOBs/ verticals/applications
• Fluent in English & Italian, both written and spoken
• Specific knowledge of strategic HBS focused vertical markets – Critical Infrastructure and Pharmaceutical

Experience:

• 5+ years of related sales experience. 
• Knows how to create/seek out and assess sales opportunities
• Understands customers’ decision making processes, buyers, and influences, able to succeed on Customer engagement at senior levels, building long-term strategic and executive relationships
• Enterprise selling - experience with collaborating across both client and own organization to drive a One-Honeywell approach
• Experience working in a highly matrixed organization

Annual gross salary from 55600€ and applicable NCBA is Metalworking Industry. Final salary offer will depend on your experience and qualifications and are also based on objective and gender-neutral criteria . Incentive and benefits to be part of the offer

We are an equal opportunity employer and value diversity at our company. We do not discriminate based on race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.

We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform crucial job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation.

• Primary customer interface responsible for the development of business, and management of relationships, with the assigned customers. 
• Understanding of the customer’s business, drivers, and organization, and an understanding of the value that HBS brings to the customer to drive to real business outcomes. 
• Deliver key messages, initiatives, and of information pertaining to the value HBS brings to that specific customer at all levels of the customer’s organization. 
• Business partner to the customer, establishes a defensible barrier to competitors, maximizes the business potential of their customers, and acts as the primary supplier interface for all products, solutions and services with this customer.
• Champions the customers’ needs and requirements within the Honeywell organization 
• Works closely with the Management Team, to ensure 100% customer satisfaction
• Responsible for achievement of Orders, revenue, margin plans and economic value-added goals

Key deliverables:

• Strong customer relationships and account development 
• Account strategy and planning for growth
• Customer specific pursuit plans and regular customer facing business reviews 
• Growth in the form of new opportunities within existing accounts
• Identify opportunites for new product and service offerings.
• Orders and margin above set quota in support of Annual Operating Plan
• Accurate forecast of orders and growth opportunities 

Responsibilities: 

Business Relationships: Develop and sustain long term customer relationships; Establish these relationships while engaging customers at all levels including senior levels of the customer organization ; Early engagement in the customer buying process diagnosing customers needs and tailoring solutions to match; Will network within the customer account and industry.

Sales Process: Manages the day to day and strategic: maintaining a balanced approach to superior customer service and strategic account planning; quarterly results and long term account goals; Identifies new sales opportunities and focuses on providing consultative support by building value propositions for solutions into the account; Manage and build customer contacts, serving as the customer’s ambassador, trusted advisor, and advocate; Focal point for relationship strategies, account and sales plans, proposal strategies, contract negotiations, etc. 

Customers: Engage technical buyers, economic buyers, and relationship buyers; engage customers at all levels in an organization including executive level decision makers; Responsible for key growth accounts within an allocated portfolio; responsible for account retention and penetration. 

People Management: Leverages resources to address customers’ drivers and initiatives in a consultative manner; Guides and leverages management and executive sponsor interactions with the customer; Responsible for motivating the account team, providing strategic vision for the account while driving self and others to produce positive business results for HBS.

Results: Profitable growth in the form of new opportunities within existing accounts; Orders and margin above set quota in support of Annual Operating Plan