Business Development Manager (m/f/d)

le contenu du travail

Join a team recognized for leadership, innovation and diversity

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. That means 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.Working at Honeywell isn’t just about developing cool things. That’s why all our employees enjoy access to dynamic career opportunities across different fields and industries.Are you ready to help us make the future?We have an opportunity for a Business Development Manager to join our Small & Medium Buildings Administrator (SaMBa) team in Fürth to develop and grow our new service offering in an exciting time for the industry at a time of innovation and growth. You will be responsible for the securing new customers from pre-qualified leads across the Benelux region.

Tasks

Area of Responsibility 1. Business Development

• Reach objectives in terms of: Opportunities created, Pipeline Management and Sales Won to reach AOP following SEA approvals matrix
• Carry out discovery meetings with customers, identifying matches to the SaMBa product, create value based proposals and presentations in line with customer needs
• Manage CRM for activity targets and contact creation
• Work holistically with HBT, HCE and BMS GBE’s on opportunity creation and management
• Work closely with the program/project managers to ensure the team’s delivery of agreed services on time, within scope and within budget.
• Work closely with regional teams to ensure all opportunities are investigated and progressed appropriately and to ensure the delivery teams are comfortable with the delivery before sale
• Report to EU Sales Leader on performance Under 20%

2. Customer Satisfaction

• Enhance customer satisfaction and comfort by identifying system expansion opportunities, SaaS subscription upgrades including managed services and added modules, individually and with other GBE’s
• Ensure the SaMBa team deliver a consistent and high-quality service experience to each customer - including timely communications, contract documentation, and service delivery reporting, which meet and exceed the customer requirements.
• To Work with field teams to maintain customer satisfaction at acceptable levels and resolve customer satisfaction issues.
• Review VOC feedback and take appropriate proactive actions
• Maintain close contact with existing customer base in order to identify new sales opportunities whilst monitoring competition/threats to the business

3. Finance

• Create cash flow analysis and ROI for each customer opportunity
• Contribute to planning/forecasting process through specific knowledge of managed area
• Examine historical data in order to identify areas to improve our pricing process

4. Cost Control & Productivity

• Seek & develop opportunities for efficiency improvements at team level
• Actively support the implementation and compliance of productivity enhancing processes related to service delivery, taking ownership to implant these in his or her own scope of responsibility.

5. Contract Renewal

• Successfully renew and escalate contracts ensuring opportunities are maximized against plan and that cancellations are controlled at plan level
• Support the improvement of contract renewal process and implement across region
• Awareness of risk and escalation of non-standard T&C’s

6. Estimate and Risk Reviews

• Participate in estimate review process prior to contracts being quoted to ensure labour estimates are correct and that the work is achievable from a technical perspective. Ensure that subcontracts, where applicable, are complete and documented.
• Participate in risk reviews
• Awareness of risk and escalation of non-standard T&C’s

7. Team Building

• Help Build effective teams committed to organizational goals, foster collaboration among team members and between teams
• Develop excellent relationships with other sales teams within Honeywell, share best practice
• Actively discourage silo mentalities and attitudes

8. Change Management

• Be a change management leader for team and aggressively implement agreed to initiatives

9. Health, Safety and statutory compliance

• Support Health and Safety manager to ensure safe and healthy work environment through effective communication, training, and equipment/vehicle maintenance
• Where applicable, ensure HSE industry codes and standards are upheld
• Ensure local statutory requirements are upheld
• Ensure provision of risk assessments for all works undertaken and audited to ensure compliance..

Requirements

Education level and/or relevant experience

• BS degree in a technical discipline or equivalent technical experience required.
• Flexible and adaptable
• Demonstrates honesty and integrity
• Effective communicator
• Minimum 5 years’ experience in front line B2B value-based sales
• Experience in selling multi-site SaaS into one or more of the following sectors: - Retail- Grocery- Small Commercial
• Working knowledge of BeMS
• Good customer facing skills
• Numerate/fully IT literate
• Commercial awareness

Knowledge and skills (general and technical)

• Related support services experience with BeMS or similar
• Thorough knowledge of SaaS and financial processes.
• Projects experience including standard processes and contract awareness. (advantageous)
• Expertise in communicating, negotiation and implementing process.
• Experience in value selling of SaaS, BeMS or EPC

Benefits

Education level and/or relevant experience

• BS degree in a technical discipline or equivalent technical experience required.
• Flexible and adaptable
• Demonstrates honesty and integrity
• Effective communicator
• Minimum 5 years’ experience in front line B2B value-based sales
• Experience in selling multi-site SaaS into one or more of the following sectors: - Retail- Grocery- Small Commercial
• Working knowledge of BeMS
• Good customer facing skills
• Numerate/fully IT literate
• Commercial awareness

Knowledge and skills (general and technical)

• Related support services experience with BeMS or similar
• Thorough knowledge of SaaS and financial processes.
• Projects experience including standard processes and contract awareness. (advantageous)
• Expertise in communicating, negotiation and implementing process.
• Experience in value selling of SaaS, BeMS or EPC