- Entreprise : Honeywell Process Solutions
- Fonction : Commercial, Vente, Relation client
- Secteur : Industries
- Lieu : Alger
Honeywell Process Solutions (HPS) helps industrial customers around the world operate safe, reliable, efficient, sustainable and more profitable facilities. We offer leading technologies from the plant floor to the board room as well as comprehensive lifecycle services that help to ensure more productive and stable operations. A business unit of Honeywell International, HPS has pioneered process automation control for more than 35 years with a continuous evolution from legacy process control systems to today’s leading innovations such as Experion® PKS, protecting our customers’ investments in automation assets. With more than 12,000 employees around the world, HPS has the global expertise and breadth of resources to execute projects of every size and complexity in the oil and gas, refining, pulp and paper, industrial power generation, chemicals and petrochemicals, biofuels, life sciences, and metals, minerals and mining industries.
In Algiers we currently have an exciting opportunity for an experienced Key Account Manager
Responsibilities:
– Develops and sustain long term customer relationships. Establishes these relationships while engaging customers at all levels including senior levels of the customer organization. Early engagement in the customer buying process diagnosing customers needs and tailoring solutions to match. Networks within the customer account and industry.
– Manages the day to day and strategic: maintaining a balanced approach to superior customer service and strategic account planning; quarterly results and long term account goals. Identifies new sales opportunities and focus on providing consultative support by building value propositions for solutions into the account. Manages and build customer contacts, serving as the customer’s ambassador, trusted advisor, and advocate. Is a local point for relationship strategies, account and sales plans, proposal strategies, contract negotiations, etc.
– Engages technical buyers, economic buyers, and relationship buyers; engage customers at all levels in an organization including executive level decision makers; Typically manages 10-20 customer accounts with growth potential. Is responsible for account retention and penetration.
– Leverages resources to address customers’ drivers and initiatives in a consultative manner; Guides and leverages management and executive sponsor interactions with the customer; Is responsible for motivating the account team, providing strategic vision for the account while driving self and others to produce positive business results for HPS.
– Profitable growth in the form of new opportunities within existing accounts. Orders and margin above set quota in support of Annual Operating Plan
Goal
– Primary customer interface responsible for the development of business, and management of relationships, with a specific customer or customers.
– Understanding of the customer’s business, drivers, and organization, and an understanding of the value that HBS brings to the customer to drive to real business outcomes.
– Dissemination of key messages, initiatives, and of information pertaining to the value HPS brings to that specific customer at all levels of the customer’s organization.
Business partner to the customer, establishes a defensible barrier to competitors, maximizes the business potential of their customers, and acts as the primary supplier interface for all products, solutions and services with this customer.
Champions the customers’ needs and requirements within the Honeywell organization
– Works closely with the Management Team, to ensure 100% customer satisfaction
– Responsible for achievement of revenue, margin plans and economic value-added goals
Key Deliverables
– Territory and Opportunity, Plans and Strategy
– Customer Relationships and Account Development
– Customer specific pursuit plans and annual customer facing business reviews
– Growth in the form of new opportunities within existing accounts
– Orders and margin above set quota in support of Annual Operating Plan
– Accurate forecast of orders and growth opportunities
Profile:
– Five to seven years of sales experience, additional 8 years experience required in lieu of 4 year college degree
– Customer engagement at senior levels; building long-term strategic and executive relationships
– Cross selling and consultative selling – experience with collaborating across both client and own organization to drive a One-Honeywell approach
– In-depth industry and market knowledge
– Understands the life cycle value proposition of HPS and its’ offerings
– A well developed sense of the customers business, their drivers, and their organization.
– Financial and business acumen
– Understands customers’ decision making processes, buyers, and influences
– Establishing and building credibility
– Strong ability to develop and sustain customer relationships
– Clearly articulate value and demonstrate how solutions map to a customers’ needs
– Compelling presentation and communication skills
– Build relationship strategies, account and sales plans, and proposal strategies
– Manage and direct resources towards meeting clearly articulated account objectives
– 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
– Balance and persistence in customer follow-up
– See ahead clearly; can anticipate future trends accurately; learn quickly and think independently to adapt as required
– Securing and finalizing the sale
