Senior Channel Account Manager - Field Safety & Instrumentation

Role Overview

Senior Channel Account Manager - Field Safety & Instrumentation at Honeywell Technologies, based in Abu Dhabi.

Company Overview

Honeywell Technologies is a global, pure-play automation company with more than 50,000 employees. The company innovates to solve mission-critical challenges and enhances quality of life for people and communities worldwide. It 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.

Role Purpose

Develop and sustain long-term customer relationships in the Field Safety & Instrumentation space, managing strategic accounts and driving sales growth through consultative engagement, cross-functional coordination, and trusted advisory partnerships with senior-level customers in the assigned territory.

Key Responsibilities

Customer Relationship Management

• Develop and sustain long-term customer relationships, engaging customers at all levels including senior organizational leadership.
• Establish the focal point for customer relationships, account and sales plans, proposals, and contract negotiations.
• Serve as the customer's ambassador, trusted advisor and advocate.
• Manage and build customer contacts across the account.
• Demonstrate ability to develop and foster strong customer relationships.

Sales & Business Development

• Identify new sales opportunities and focus on providing consultative support by building value propositions for solutions into the account.
• Pursue growth through regular face-to-face meetings and by winning new customers to enlarge the assigned territory.
• Engage in early engagement in the customer buying process, diagnosing customer needs and tailoring solutions to match the sales process.
• Demonstrate expertise in complex selling, including early engagement in the customer buying cycle at senior levels, building long-term strategic and executive relationships, team selling and opportunity planning.
• Drive sales campaigns and business strategic initiatives.
• Be champion of sales process and disciplines.

Account & Channel Management

• Manage day-to-day business and strategies, maintaining a balanced approach to superior customer service and strategic account planning.
• Balance quarterly results and long-term account goals.
• Plan for account growth in the long term.
• Manage account and channel operations using market and marketing data to build successful account plans.
• Understand key process and economic drivers to develop valued customer partnerships in control and business solutions.

Cross-Functional Leadership

• 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 orders.
• Achieve results through influence in a matrixed-team environment.

Qualifications & Experience

• Bachelor's degree in Engineering, preferably with Electrical, Electronics or Instrumentation background.
• Minimum 10 years' experience in Instrumentation sales in Oil & Gas and Petrochemical Industry, with proven track record of success in this business environment.
• Minimum 5 years out of the 10 years in Field Instrumentation and Safety.
• Proven track record in managing Key Oil & Gas customers such as ADNOC.
• Proven track record in Channel Management, minimum 5 years.
• Multi-country management experience in international, highly matrix organizations.

Skills & Competencies

• Technical expertise on Instrumentation.
• In-depth knowledge of Instrumentation and Fixed Gas Products and solutions.
• Commercial excellence and sales management through CRM, specifically Salesforce.
• Financial and business acumen.
• Good knowledge of customers' businesses and drivers.
• Good knowledge of commercial terms, EPC contract terms and conditions.
• Well-developed sense of industry and market trends in the assigned territory and vertical.
• Strong verbal and written communications skills.
• Familiarity with industry regulatory requirements and future mandates.
• Ability to maneuver through complex processes with political agility and savvy.

Additional Information

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.