Strategic/Key Account Manager (DACH)

le contenu du travail

Honeywell International Inc., a Fortune 100 industrial technology leader, makes a variety of industrial, commercial, consumer solutions, aerospace systems, and a wide range of engineering services, for a variety of customers, from private consumers to major corporations and governments.

This position is in Honeywells Connected Enterprise (HCE) business, in one of the four Strategic Business Units called Honeywell Performance Materials and Technologies. At HCE, We are building a smarter, safer, and more sustainable world, helping our customers leverage the power of Connected. That’s the power of Honeywell. Our company invents, manufactures, and services technology solutions that address some of the most critical challenges around energy management, safety, security, industrial productivity, and global urbanization. Our solutions enhance the quality of life of people around the world.

Within HCE, Honeywell Connected Industrial (HCI) line of business is the leading provider of advanced software offerings in the Process Industries including Energy, Oil and Gas, Chemicals/Petrochemicals, Paper, Metals, Mining, and other industries.

This business is focused on outcome-based software solutions, engineering, and life-cycle support services, converting our customers data into proactive, planned actions for our customers, thereby enabling greater reliability, improved safety, and operational uptime & business profitability.

Our solutions consistently combine domain expertise, decades of global experience, and proven technology.

We are looking for the Honeywell Connected Industrial business, a Strategic/Key Accounts Sales Manager, responsible for growing HCIs business in the assigned Strategic/Key Accounts covering mainly chemical manufacturing. Reporting to the Sales Manager Northern Europe, this person will drive/lead HCIs key account engagement strategy and resulting orders/revenue growth for assigned key accounts that are primarily based out of DACH.

Tasks

• Will encompass the following, and additional activities asked by management to grow and strengthen the revenue stream for HCI business.
• Align HCIs / HPSs Key/Strategic accounts priorities: Align/position our business offerings and the value-proposition with the clients strategic and tactical business goals/needs in the area of Digital Transformation of OT/IT/Business systems, and by doing so creating sales opportunities for HCIs software, SaaS and Service offerings.
• Business Improvement: Discovery and help recognize business process (primarily O&M, productivity and operational excellence) improvement opportunities within the clients operation(s) where Honeywell Connected solutions can add business value; and turn such discoveries to into sales opportunities.
• Work in partnership with the HPS SCA Account Manager(s) to develop, improve and sustain strategic relationships with clients at the appropriate levels, such that Honeywells Connected solutions become, and are recognized as, strategic to the client.
• Solution Selling and Education: Ensure that the value of Honeywells Connected solutions are clearly understood and effectively communicated to all appropriate executives and personnel in the client organization.
• Enterprise Sales: Ensure that business opportunities are converted into orders and revenue to meet and exceed the assigned orders quota, from the strategic/key accounts assigned.
  

Requirements

MUST HAVE:

• Bachelor’s Degree
• 5+ years of experience in solution sales and/or B2B sales leadership in Industrial Products, Software Solutions in Process / Asset Management domains.
• 5+ years of sales experience selling to industrial plant management, directors, VPs and to C-suite executive.
• 5+ years of experience working in selling complex, often-customized, Software, SaaS and Service delivering businesses, with on-prem and cloud-based deployment structures.
• Ability to influence at varying levels across the customers organization
• Fluent in both English and German language
  

Good to have:

• Educated to a minimum of a Bachelor’s Degree, in engineering or business or equivalent, from a reputed, respectable institution.
• An MBA or minimum of 7 years of successful experience in sales
• Postgraduate Business Qualification is will be a plus
• Experience in selling L3 (Process Optimization, Asset Monitoring, Simulation solutions) and/or L4 solutions such as MES, Supply Chain, IIOT Solutions, Industry 4.0, etc.
• Experience in selling software solutions delivered through Cloud, SaaS, and traditional software commercial models.
• Cross-selling, strategic, solution-centric, value-based, consultative selling experience with exceptional collaboration and influencing skills across both, the clients and our own organization with intent to present a One-Honeywell approach to solutions and value-delivery.
• Exceptional relationship skills with robust, commercial leadership expertise and hands-on win-win negotiations experience is a must.
• Ability to handle multiple priorities and navigate in a highly matrixed environment
• Understanding of Pricing Strategy and negotiating terms and conditions, price with customers.
• Strong organizational and excellent interpersonal skills
• Highly motivated leader with a mature, positive attitude and a passion for working with customers to drive outcomes.
  

Join a team recognized for leadership, innovation, and diversity !

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