Key Account Manager

The Key Account Manager will lead the overall long term strategy and relationship of HBS within the territory-assigned account portfolio in order to maximize the financial results with those accounts. The role will act as a business partner to assigned accounts and be responsible for account and relationship expansion across the customer portfolio so as to deliver new opportunities for Honeywell. The role is focused on understanding the customer’s business, drivers, and organization, and an understanding of the value that HBS brings to the customer to drive incremental and additive business for Honeywell. 

A pivotal requirement of the Key Account Manager role is to drive customer competitive migration across the portfolio - incorporating third party offerings and systems into the Honeywell base, as is finding novel ways to apply Honeywell technology to customer business drivers and offerings, across their customer base, markets and audiences.

• 8-10 years sales experience selling directly within the building industry
• Proven experience in cross selling and consultative selling with experience in collaborating across both client and own organization to drive a One-Honeywell approach
• Demonstrated experience in customer engagement at senior levels and building long-term strategic and executive relationships.

Solid understanding of customer financials and the ability to build business case investments.

Professional Skills / Knowledge

1. Proven experience in selling to senior customer stakeholders
2. Proven experience in developing and executing strategies for sales growth
3. Track record for establishing and building credibility
4. Creative, decisive, high energy and ability to energize others
5. Excellent negotiation skills with the ability to understand the customer needs, negotiate complex sales and articulate total value offerings to customers
6. Ability to clearly demonstrate how solutions map to customer needs. 
7. Compelling presentation and communication skills 
8. Ability to build relationship strategies, account and sales plans, and proposal strategies
9. Execute effective negotiation strategies and plans 
10. Ability to prioritize and focus efforts on best opportunities (short and long term) based on business needs. 
11. Capacity to push self and others to achieve bottom line results 
12. Show balance and persistence in customer follow-up
13. Talent to anticipate future trends accurately, learn quickly and think independently to adapt as required 
14. Proven ability to secure and finalise the sale
15. Demonstrate in-depth industry and market knowledge
16. Understand the life cycle value proposition of HBS and its’ offerings
17. Demonstrate a well-developed sense of the customers’ business, their drivers, and their organization. 
18. Financial and business acumen
19. Demonstrate an understanding customers’ decision making processes, buyers, and influences. 
20. Knowledge of HBS processes, commercial terms and contract terms. 
21. Basic understanding of Honeywell portfolio across Line of Business, verticals and applications.

Customers:

• Understand the customer’s industry drivers, business objectives, and organisation so that effective growth / maintain / manage strategies are developed which will underpin the value that Honeywell brings to the customer to drive to real business outcomes.
• Develop, own and lead the deployment of growth / maintain / manage strategies for the territory-assigned account portfolio.
• Develop and sustain long term customer relationships, establishing these relationships while engaging customers at all levels of the customer organisation including senior C-level executives.
• Drive early engagement in the customer buying process - diagnosing customers’ needs and tailoring solutions to match while networking within the customer account and industry.
• Champion the customer needs and requirements within the Honeywell organization and work closely with the Management Team, to ensure 100 percent customer satisfaction.
• Actively utilizes the customer surveying solutions made available by the business.
• Define strategies to expand multi-site, multi-service offerings by understanding the key influencers in the customer organisation and their key pain points.
• Seek opportunities for competitive migration

Sales Excellence:

• Achieve Sales Orders Annual Operating Plan (AOP) targets (Orders, Rev/GM and Profit) while following established pricing policies.
• Manage and maintain a balanced approach to superior customer service and strategic account planning, quarterly results and long term customer goals.
• Identify new sales opportunities and focus on providing consultative support by building value propositions for the customer.
• Manage and build customer contacts, serving as the customer’s ambassador, trusted advisor and advocate.
• Establish oneself as a focal point for relationship strategies, account and sales plans, proposal strategies and contract negotiations.
• Manage all sales related activity through the accurate, timely and detailed use of the Customer Relationship Management (CRM) tools.

Effective Team Member: 

• Collaborate with Honeywell team peers to share and impart knowledge
• Leverage resources to address customer drivers and initiatives in a consultative manner
• Guide and leverage management and executive sponsor interactions with the customer
• Maintain a high degree of awareness of customer’s next best alternatives and communicate competitive challenges to sales management and technology teams. in a timely manner
• Actively embrace the HBS Sales Management Operating System to include one on one’s with the District Sales Leader, team calls, forecasting calls, opportunity reviews, Plan to Make Plan (PtmP) development with timely and accurate updates.

Financials:

• Responsible for achievement of margin, orders, revenue and plans for the territory-assigned Account portfolio.