Sr Account Manager

Job Specifications

General
(Define as “Essential” or “Preferred” and Qualify Statements as “Excellent”, “Good / Proficient” or “Basic)”

Required Licenses, Accreditations / clearances / statutory requirements

• Security clearance: N/A

Education / Qualifications

Basic qualifications:

• Trade or degree qualified in a business or engineering related discipline

Experience

• 5 years sales experience selling directly within the building industry and relevant technical environment

• Proven experience in 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 capacity to build long-term executive relationships.

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

Professional Skills / Knowledge

• Proven experience in selling to senior customer stakeholders

• Track record for establishing and building credibility within relevant industry and technical environment

• Strong organisational skills with ability to orchestrate and manage services growth

• Decisive, high energy and ability to energize others

• Excellent negotiation skills with the ability to understand the customer needs and articulate total value offerings to customers

• Ability to clearly demonstrate how solutions map to customer needs.

• Compelling presentation and communication skills

• Ability to build relationship strategies, account and sales plans, and proposal strategies

• Ability to prioritize and focus efforts on best opportunities (short and long term) based on business needs.

• Capacity to push self and others to achieve bottom line results

• Show balance and persistence in customer follow-up

• Proven ability to secure and finalise the sale

• Demonstrate in-depth industry and market knowledge

• Understand the life cycle value proposition of HBS and its’ offerings

• Demonstrate a well-developed sense of the customers’ business, their drivers, and their organization.

• Financial and business acumen

• Demonstrate an understanding customers’ decision making processes, buyers, and influencers.

• Knowledge of HBS processes, commercial terms and contract terms.

• Basic understanding of Honeywell portfolio across Line of Business, verticals and applications.

Behaviour Competencies

Competency

Definition

Account Analysis and Planning

Identify sales opportunities by ensuring that the customer issues and needs are fully understood, and appropriate options are evaluated and account management strategies and plans are developed to achieve key sales objectives.

Business Acumen

Knows how businesses work and is knowledgeable in current and possible future policies, practices, trends, technology, and information affecting an organisation. Understands the competition and is aware of how strategies and tactics work in the marketplace.

Communicating with Influence

Understands how to communicate in a manner that is clear, concise and easily understood. Communicates with influence using persuasive arguments, appropriate language, style and terminology for the situation.

Consultative Selling

Employs strategic and consultative sales techniques to identify and create sales opportunities. Develops unique or customised solutions to meet customer specific needs that drive profitable business outcomes.

Customer Focus

Displays dedication to meeting the expectations and requirements of customers at all times through knowledge of the customer’s strategy and vision, and uses this knowledge to drive improvements in products and services. Acts at all times with customers in mind, establishing and maintaining effective relationships with customers to win their trust and respect.

Employs Internal Networks

Leverages internal resources or knowledge to build and maintain networks (locally, regionally and globally). Acts as an influencer, persuading others to provide the required information and support.

Managing Relationships

Establishes and builds credibility for self and for HBS within the customer’s organisation. Uses collaborative relationships to build business partnerships, influence others and facilitate the accomplishment of business goals.

Managing Vision and Purpose

Communicates a compelling and inspired vision or sense of core purpose, talking beyond today to articulate possibilities. Demonstrates an optimistic approach by creating milestones and engaging resources to rally support behind the vision. Communicates the vision effectively with the ability to inspire and motivate business units and/or organisations.

Negotiation

Negotiates skilfully in tough situations with both internal and external groups, resolving differences with minimum conflict and can win consensus without damaging relationships. Displays diplomacy and quickly gains the trust of other stakeholders in negotiations.

Problem Solving and Decision Making

Uses logic and lineal thinking to solve difficult problems. Bases decisions on a mixture of analysis, wisdom, experience and judgement, with the initiative to make effective decisions under the pressure of tight deadlines. Deals with concepts and complexity comfortably and looks ‘outside the box’ to find answers, taking responsibility for decisions and outcomes delivered.