Job Description

Join a team recognized for leadership, innovation and diversity

Goals :
Primary customer interface responsible for the development of new business and new relationships , in pursuit of growth for Honeywell and management of relationships, with a specific EPC or EPC’s.
Dissemination of key messages, initiatives, and of information pertaining to the value Honeywell brings to assigned customers, opportunities, and solutions.
Understanding of the target customer’s business, drivers, and organization, and an
understanding of the value that Honeywell brings to them.
Business partner with potential customers, establishing relationships & maximizing the business potential for both parties. Key Deliverables :
Territory and Account, Plans and Strategy
Growth and focus on in the form of new customers and new opportunities at new sites.
Relationships and Account Development
EPC specific value proposition and marketing plan
Pursuit plans and annual customer facing business reviews
Customer specific pursuit plans
Revenue and margin above set quota in support of Annual Operating Plan
Accurate forecast of revenue and growth opportunities
Responsibilities:
Business Relationships: Develop customer relationships engaging customers with little or no
installed base. Calling at all levels, including senior levels, of target customer organizations; engaging early in the customer buying process to discover customer needs Honeywell can fulfill. Sales Process: Continuously 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 Honeywell’s ambassador in the market place. Focal point for relationship strategies, account and sales plans, proposal strategies, and contract negotiations, for pursuits in play.
Customers: Industrial customers in the process industries including, technical buyers, economic buyers, and relationship buyers. Customers at all levels in any organization including executive level decision makers; Could potentially manages 4-8 large opportunities or accounts with large growth potential and typically manages 1-3 large EPC’s with multiple opportunities and large growth potential. Could include vulnerable competitively held accounts.
People Management: Leverages and marshals cross functional company resources to address
customers drivers and initiatives in a consultative manner; Guides and leverages management and executive sponsor interactions with new customers; Responsible for motivating others; provide strategic vision for growth in new accounts, new markets, and new geographies while driving self and others for positive business results for Honeywell

Skills
Ability to seek out and assess new opportunities
Establishing and building credibility
Strong ability to develop and sustain customer relationships Clearly articulate value and demonstrate how solutions map to a customers and EPC needs Compelling presentation and communication skills.
Manage and direct resources towards meeting clearly articulated account objectives Closing the sale Execute effective negotiation strategies and plans .
Motivate others; high energy individual
Be optimistic and tenacious at the same time; while applying experience, and a positive attitude consistently to deliver
bottom line results for Honeywell. Prioritize and focus efforts on best opportunities (short and long term) based on business needs.
Push self and others to achieve bottom line results Follow through
See ahead clearly; can anticipate future trends accurately; learn quickly and think independently to adapt as required.

Knowledge
In-depth industry and market knowledge
A well developed sense of the customers business, their drivers, and their organization. Good knowledge of products and solutions within Industrial Automation market Understands the value proposition of Honeywell and all the company has to offer. A well developed sense of the EPC’s business, their drivers, and their organization Understands EPC’s decision making processes, buyers, and influences Financial and business acumen Understands customers’ decision making processes, buyers, and influences Good knowledge of complete sales processes, commercial terms, contract terms, etc. Experience
Five to ten years of industry sales experience. Customer engagement at senior levels; building long-term strategic and executive relationships Consultative selling - experience with collaborating across both client and own organization to drive a One-Honeywell approach Proven experience prospecting for opportunities Commercial expertise and experience.

Additional Information

• JOB ID: HRD178791
• Category: Sales
• Location: 5th, 6th & 7th Floors, North Tower KRM Plaza, No.2,Harrington Road, Chetpet,,Chennai,TAMIL NADU,600031,India
• Exempt