Senior Account Manager - Industrial Automation

Role Overview

Senior Account Manager - Industrial Automation at Honeywell Technologies, based in Qatar. In this role, you will serve as the primary customer interface responsible for business development and relationship management with specific customers in the Energy sector.

Company Overview

Honeywell Technologies is a global, pure-play automation company with a legacy of innovating to help solve the world's most mission-critical challenges. The company serves the building, industrial and process sectors with a broad portfolio of services, solutions and products, underpinned by the Honeywell Technologies Accelerator operating system and Honeywell Technologies Forge intelligence layer. Honeywell employs more than 50,000 people globally and is uniquely positioned to lead the industrial sector's transition from automation to autonomy.

Role Purpose

You will act as the primary customer interface and business partner for assigned Energy sector customers, responsible for developing and managing relationships at all organizational levels. You will understand the customer's business drivers and organization, communicate the value that Honeywell Process Solutions brings to the customer, and drive real business outcomes through consultative selling and long-term strategic account planning.

Key Responsibilities

Business Relationships

• Develop and sustain long-term customer relationships with assigned accounts.
• Establish relationships while engaging customers at all levels, including senior executives of the customer organization.
• Serve as the customer's trusted advisor, ambassador, and advocate, acting as the primary supplier interface for all products, solutions and services.
• Champion the customer's needs and requirements within the Honeywell organization.
• Pursue growth through regular face-to-face meetings and acquisition of new customers to enlarge the assigned customer base.

Sales Process & Opportunity Management

• Manage day-to-day activities and strategic objectives, maintaining balance between superior customer service and strategic account planning.
• Early engage in the customer buying process, diagnosing customer needs and tailoring solutions to match.
• Identify new sales opportunities and provide consultative support by building value propositions for solutions into accounts.
• Manage and build customer contacts across all levels, including executive decision makers in Process Industries.
• Drive sales campaigns and line of business strategic initiatives.
• Execute account management plans and develop pipeline at minimum 3x the target.
• Plan for account growth in the long term.

Account Planning & Strategy

• Establish relationship strategies, account and sales plans, proposal strategies, and contract negotiations.
• Build successful account plans using market and marketing data.
• Develop a well-reasoned understanding of the customer's business, drivers, and organization.
• Disseminate key messages, initiatives, and information pertaining to Honeywell's value to the specific customer at all levels of the organization.
• Establish a defensible barrier to competitors and maximize the business potential of assigned customers.

Cross-Functional Leadership & Collaboration

• Leverage and marshal cross-functional company resources to address customer drivers and initiatives in a consultative manner.
• Guide and leverage management and executive sponsor interactions with the customer.
• Lead peers by influence to ensure coordination and support to pursue order.
• Lead other peers as project manager where required.

Internal Network & Stakeholder Engagement

• Partner with Pole Sales leadership (VP Sales Global and Pole; Regional Sales Directors; Regional Sales Managers).
• Coordinate with Account Managers (SCA, EPC, general, BD).
• Engage Honeywell Process Solutions lines of business professionals, managers and support functions.
• Collaborate with Sales Operations professionals.
• Work with Proposal and estimating leaders.

External Engagement

• Engage with end customer executives, commercial contacts and partners.

Qualifications & Experience

• Proven experience in solution sales within the Process Automation industry, specifically Oil & Gas.
• Demonstrated track record of success in the Oil & Gas industry and business environment.
• Experience building and maintaining relationships with customers at different organizational levels.
• Demonstrated expertise in complex sales, including early engagement in the customer buying cycle at senior levels.
• Experience building long-term strategic and executive relationships.
• Background in team selling and opportunity planning.
• Previous working experience in a complex organization.
• Understanding of the value proposition of ICSS Solutions and Digitalization for Oil & Gas and Energy sectors.
• Well-developed knowledge of the Oil & Gas industry and market trends.
• Financial and business acumen.
• Account management expertise, with ability to use market and marketing data to build successful account plans.
• Strong knowledge of commercial terms and contract terms.
• Marketing and project management experience (desirable).

Skills & Competencies

• Consultative sales approach.
• Strategic account planning.
• Relationship building and stakeholder management at all organizational levels.
• Contract negotiation.
• Ability to motivate others and provide strategic vision.
• Knowledge of Siebel (minimum 10 sales calls per week tracked in system).
• Understanding of ICSS Solution and Digitalization value propositions.

Additional Information

Travel Requirements

• Frequent travel across country required, approximately 35% of the time.

Supervisory Responsibilities

• No direct supervisory responsibility as primary manager.
• Lead other peers as project manager where required.

Key Performance Measures

• Key sales performance metrics (results versus target; year-over-year growth; pipeline generated).
• Forecast accuracy.
• Responsiveness in accuracy and on-time submission of reporting.
• Quality and strength of account plans and strategy.
• Early engagement metrics.
• Number of new customers acquired.
• Number of sales calls tracked in Siebel (minimum 10 per week).
• Diversity and quality of contact points in customer organization.
• Execution of account management plan.
• Pipeline development at minimum 3x the target.
• Linearity.

Equal Opportunity

Honeywell Technologies is an equal opportunity employer and values diversity. The company does not discriminate based on race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status. Reasonable accommodation will be provided to individuals with disabilities to participate in the job application or interview process, perform crucial job functions, and receive other benefits and privileges of employment.