Honeywell Careers – Principal Territory Manager

Job Description:

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. Our offerings enable measurable O&M and business process improvement results for our customers. 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 HCPs Connected business in the assigned Strategic/Key Accounts. Reporting to Sales Director for Americas, this person will drive/lead HCIs key account engagement strategy and resulting orders/revenue growth for assigned National, Polar and Global key accounts that are primarily based out of Americas.

Job Responsibilities:

• 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.
• Strategic/Key Account customer relationship: 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.
• 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.
• 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.

Job Requirements:

• Ability to learn Honeywell business and its customers business.
• Ability to establishing and building credibility for oneself and for HCI business/leadership. Strong ability to develop and sustain long-term customer relationships, preferably with an extensive network of C-suite connections from previous roles in similar businesses.
• Excellent win-win negotiator, preferably with formal negotiation training and experience of closing multi-year, multi-million-dollar deals with complex offering structures.
• Solid understanding and experience of orders volume, revenue stream, and margin improvements.
• Strong acumen to follow through. Good Say/Do ratio. Acute sense of urgency, with equally important respect for colleagues, peers, and customers processes. Ability to deliver and succeed despite the usual and sometimes unusual hurdles. Ability to manage in occasional chaos.
• Ability to see ahead clearly; can anticipate future trends accurately; learn quickly and think independently to adapt as required
• Ability to motivate and energize others; high-energy, go-getter, individual with exceptional (virtual) team management skills & experience.
• Be an optimist, and a tenacious person at the same time; while applying experience, and a positive attitude consistently to work through.
• Prioritize and focus efforts on best opportunities (short and long term) based on business needs.
• Push self and others to achieve bottom-line results
• Ability to articulate effectively, market/industry/customer intelligence & evolving needs back to the business leaders in HCI / HON business.
• Compelling written/verbal communications, and presentation skills, duly aligned to c-level audiences.
• Proficient usage experience of CRM and sales metrics/KPIs to effectively collaborate with regional teams.
• Hands-on experience in using sales methodologies like Challenger Sales, Strategic Selling, Key Account Management, LAMP, Value-based-selling, or similar.

Job Details:

Company: Honeywell

Vacancy Type:  Full Time

Job Location: Atlanta, GA, US

Application Deadline: N/A

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