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SENIOR ACCOUNT MANAGER


Location 115 Tabor Road, Morris Plains, New Jersey, 07950, United States
Category Sales, Marketing & Sales Support Job Id HRD203485


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JOB DESCRIPTION


JOIN A TEAM RECOGNIZED FOR LEADERSHIP, INNOVATION AND DIVERSITY

We don’t just sell things. We offer solutions to tomorrow’s challenges.

Our sales approach begins by identifying customer demands before they become
challenges. We’re committed to delivering customer success through our
comprehensive expertise in software and technology. 

As an Account Executive for the Honeywell Building Solutions (HBS) organization,
you’ll be responsible for developing and maintaining long-term relationships
with both new and assigned service customers. Your goal will be to lead and
manage all aspects of customer engagements in order to both maintain existing
relationships as well as grow Honeywell’s presence with the customer.

As an ideal candidate for the HBS Account Executive role, you’ve successfully
demonstrated the following:

Strong Sales Management Operating System (MOS):

·         Developed and implemented strategic Territory Management Plans and
individual Account / Opportunity Plans

·         Active and proficient use of CRM System (SFDC) to show pipeline growth
and accuracy in forecasting information

·         Proficiency in applying a consultative selling framework to improve
customer conversion rate

Strong Customer MOS with a Bias Toward Customer Satisfaction:

·         Demonstrated ability to manage a portfolio of assigned customer
accounts ranging from $2-5M

·         Demonstrated ability to win new customers in assigned region or
vertical

·         Ability to establish a cadence of regular meetings with customer’s key
stakeholders

·         Capability to uncover qualified opportunities to support customer
challenges through Honeywell offerings – sourcing opportunities to grow share of
wallet

·         Demonstrated ability to foresee and anticipate challenges and act
accordingly to minimize impact through regular customer meetings or proactively
sourcing feedback through Medallia customer surveys

Quota-Achievement:

·         Successful track-record of consistently exceeding quota-carrying goals

·         Capable of identifying and targeting new migration and share of wallet
opportunities with existing customers by actively co-developing Technology
Roadmaps, understanding the customer buying process, co-developing RFPs/RFQs
with solution development engineers and proposal team members, managing customer
proposals (Budget, and Final Proposals), and negotiating deals to close new
business

·         Ability to demonstrate strategic approach to new & existing customers
and opportunities through opportunity planning

Team Player:

·         Acts as a “quarterback” to enhance the Honeywell-to-customer rapport
through facilitating deep and wide personal/professional relationships
throughout the customer sales cycle and cross-functionally within both
organizations

·         Leads customer through their technological journey by understanding
customer requirements and developing the appropriate Honeywell support team to
address customer needs

·         Be a customer advocate within Honeywell and a Honeywell advocate with
your customer

YOU MUST HAVE

·         5 years in a business to business sales or account management role in
the building automation industry

·         Valid Driver’s License

WE VALUE

·         Bachelor’s degree

·         Demonstrated expertise in selling HVAC, Fire, or Security solutions

·         Proficiency in applying a consultative selling framework

·         Demonstrated aptitude of selling new reoccurring maintenance, Cyber
Security, or predictive analytics SaaS solutions.

·         Excellent communication skills

·         Strong background in the Healthcare market with experience selling at
the Executive Level

·         Ability to influence at varying levels across the organization

·         Ability to handle multiple priorities and navigate in a highly
matrixed environment

·         Local engagement in industry-specific organizations

·         Demonstrated domain expertise in key vertical markets of Commercial
Real Estate, Pharma, Industrial, Government, Correctional, Education, Airports

·         Self-starter intrapreneurs, capable of working autonomously


ADDITIONAL INFORMATION

 * JOB ID: HRD203485
 * Category: Sales
 * Location: 115 Tabor Road,Morris Plains,New Jersey,07950,United States
 * Exempt
 * 

Global (ALL)

Honeywell is an equal opportunity employer. Qualified applicants will be
considered without regard to age, race, creed, color, national origin, ancestry,
marital status, affectional or sexual orientation, gender identity or
expression, disability, nationality, sex, religion, or veteran status.

If you require a reasonable accommodation due to a disability to submit an
application, please send an email to our Reasonable Accommodation Support Team.

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Certain US Employees have the flexibility to elect a Hybrid Work Arrangement.
Under a Hybrid Work Arrangement, approved employees may work up to two (2) days
per week from home or another remote location if the essential functions of
their jobs allow.


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