Principal Account Manager for Qatar

Role Overview

Principal Account Manager for country-wide coverage across Qatar at Honeywell Technologies, focusing on account management and products business portfolio for the Honeywell UOP division.

Company Overview

Honeywell Technologies is a global, pure-play automation company with more than 50,000 employees. 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 is uniquely positioned to lead the industrial sector's transition from automation to autonomy by combining deep domain expertise with decades of data from its global installed base.

Role Purpose

Serve as the primary customer interface responsible for developing new and existing business relationships across Honeywell UOP's full portfolio in Qatar. Drive revenue growth, build strategic customer relationships, and position Honeywell solutions within the refining, petrochemical, and related sectors through account management, sales excellence, and cross-functional collaboration.

Key Responsibilities

Account Management & Customer Relationships

• Develop deep understanding of each assigned customer's business drivers, buying behaviours, and decision-making processes.
• Manage the customer base in Qatar to maximize revenue potential and ensure customer needs are identified and met.
• Manage customer relationships at all levels across assigned accounts.
• Collaborate with the Customer Success Organization (CSO) to develop and maintain relationships with key personnel within customer organizations, relevant engineering contractors, and consulting firms.
• Cultivate relationships with market stakeholders, including country regulatory agencies, upstream/midstream and downstream operators, sequestration hub developers, EPCs, and local partners.
• Act as a business partner with potential customers, establishing relationships and maximizing business potential for both parties.

Business Development & Growth Strategy

• Develop strategies to acquire new customers and identify opportunities within the existing customer base to introduce innovative ways to deploy Honeywell technologies.
• Build a robust sales pipeline across the region aligned with regional targets.
• Identify trends and customer needs that support pipeline development.
• Generate new leads, identify and contact decision-makers, and build rapport with key stakeholders.
• Utilize knowledge of customers, the industry, and competition to identify and pursue growth opportunities for Honeywell UOP.
• Partner closely with various functions within Honeywell and the industry to create a comprehensive roadmap for business development.
• Collaborate with the regional team to implement sales and growth strategies for process technology licensing, engineering, and equipment business.

Sales Execution & Proposals

• Disseminate key messages, initiatives, and information about the value Honeywell provides to both self-identified and assigned customers.
• Lead and drive opportunities by understanding customer needs, building strong competitive intelligence, and analyzing competitor behaviour and response to each opportunity.
• Develop commercial proposals in an agreed timeframe per commercial and business requirements.
• Negotiate and close sales, including managing agreement preparation and purchase order handling as necessary.
• Exhibit Sales Excellence through forecast accuracy, account plans, and pipeline growth.
• Deliver agreed annual sales revenue, direct margins, volumes, price, and product mix for the UOP product portfolio.

Order Management & Customer Satisfaction

• Manage agreement preparation and purchase order handling, coordinating all activities with the Customer Service Order Management Group (COM) to ensure order fulfillment and high level of customer satisfaction.
• Work closely with the sales organization to deliver successful outcomes that contribute to business growth.

Financial Management & Forecasting

• Manage the 18-month forecast in Salesforce (SFDC) and collaborate with Credit & Collections to maintain past dues in line with company working capital targets.
• Lead, manage and resolve all accounts receivable for customers.
• Coordinate with Credit and Collections group for past due collections.
• Provide accurate forecasting for revenue and bookings.

Technical & Commercial Integration

• Leverage knowledge of UOP's products, technologies, and offerings to align solutions with customer needs.
• Leverage knowledge of UOP processes such as Platforming, Hydroprocessing (Unionfining, Unicracking), Penex, Merox, LAB, Aromatics and related catalysts and adsorbents portfolio.
• Translate process and product technology into a value proposition based on understanding customer needs and preference.
• Work cohesively with UP&T and technical counterparts on business development opportunities.
• Support internal teams (Proposal/Technical Solution Consultants/Line of Business) by offering market and competitive insights and help develop compelling value propositions.

Opportunity Assessment & Compliance

• Lead team through opportunity assessment and development process including NDA, project assessment, credit/risk review, commercial and financial diligence, and compliance review.

Leadership & Team Development

• Motivate others and provide strategic vision for growth while driving self and others for positive business results for Honeywell and the customer.

Qualifications & Experience

• Bachelor's degree in Chemical or Mechanical Engineering.
• Minimum 15 years' experience with at least 5 years in Sales or Business Development in the downstream industry.
• Established network of contacts within refining and petrochemical sites within Egypt market.
• Experience with EPCs, FEED contractors, Process technology licensors, or end users.
• Knowledge of key UOP processes such as Platforming, Hydroprocessing (Unionfining, Unicracking), Penex, Merox, LAB, Aromatics and catalysts and adsorbents portfolio is preferred.

Skills & Competencies

• Excellent communication skills in both Arabic and English.
• Excellent written communication, oral communication, and presentation skills.
• Ability to influence at varying levels across the organization.
• Ability to handle multiple priorities and navigate in a highly matrixed environment.
• Excellent project leadership and client management skills.
• Ability to work independently within established goals and authority.
• Excellent teamwork qualities in a demanding environment.
• Ability to work under pressure, across multiple time zones, and successfully manage multiple high-priority projects.
• Ability to learn quickly and apply learnings to sales processes.
• Capability to translate process and product technology into a value proposition based on understanding customer needs and preference.

Additional Information

• Willing to travel 30% of time to customer sites from home location.
• Successful candidate must be able to perform each essential duty per Honeywell standards.
• 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.
• Honeywell will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform crucial job functions, and to receive other benefits and privileges of employment.