Sales Account Manager - Production / Process Machineries Innovate to solve the world's most important challenges
Honeywell is a global leader in the areas of technology and advanced manufacturing processes. In almost 100 countries around the world, about 132.000 employees develop and manufacture reliable and state-of-the-art-products in fields of Aerospace, Transportation and Power Systems, Specialty Materials and Automation and control solutions.
Honeywell Process Solutions (HPS) is a strategic business unit in Performance Materials & Technologies (PMT), a strategic business group of Honeywell. HPS improves the safety, reliability, efficiency and sustainability of industrial facilities on every continent around the world. With more than 12,000 employees in 120 countries, HPS offers a full range of industry-leading automation and control solutions and advanced software applications to key vertical industries, including oil & gas, mining, refining, pulp & paper, power, chemical, and life sciences.
In Honeywell Thermal Solutions (HTS) we provide complete industrial burner systems to numerous different industries all over the world. We carry the passion of the flame https://thermalsolutions.honeywell.com/. In the Engineered-to-Order business we create value by providing solutions tailored to specific customer's needs and that are engineered across multiple HTS brands, product lines, factories and engineering centers.
We are looking for candidate who would be based in any part of Denmark, who will be travelling for 50% of the time across the Nordic and Baltic region. Home office will be granted.
Key Areas of Responsibility
Sells components and offerings to Strategic, Key and High Growth customers for the assigned geography and customer accounts
Achieving sales targets and quotas for designated accounts
Frequent travel to customers. Responsible for the customer relation, customer communication, the content of the quotation, T&C, pricing (within boundaries of SEA)
Manage opportunity pipeline and individual opportunities in SFDC (Salesforce.com)
Develop basis of design: Validate the customer's request & needs, complete and validate the missing information in the inquiry through historical knowledge and customer clarifications
Pull opportunity through the sales cycle, negotiations, internal checks, internal escalation processes, through booking and handover to CC (Customer Care)
Account management - maintain account management plans. Develop strategy for each account
Provide input to sales director and CBM on customer segmentation
Work through sales work process (credit check, trade approval, pricing SEA, ...)
Provide normative (standards and directives) advice to the customer. Where needed escalate to TSC (clear work process to describe TSC role vs further escalation to AE or PM or P&E)
Follow up on payments/invoices is by finance/ CC, but sales plays a role in problem resolution when payment issues are being escalated
Provide SIOP forecast (ideally 12 month outlook) for his accounts
Follow correct escalation process for customer satisfaction issues (late delivery, ISC prioritization, ...)
Align with standard payment milestones. If deviation on payment milestones and bank guarantees is required, escalate
Commercial and legal review of order/contract
Technical review of order/contract for components and offerings. Work process with CC to be developed
Maintaining customer relationships conducive to business
Manage & grow existing accounts, develop new accounts for HPS
Setting & executing the Account Plan for the assigned account to achieve growth
Working very closely with Line Of Business (LOB) representatives for customer satisfaction
Analyzing sales and marketing data to determine further growth opportunities
60 Customer Account Management 40 Search for New Customers YOU MUST HAVE
Engineering degree (highly preferred) in relevant field of expertise
An overall working experience of 5 up to 10 years with at least 2-3 years' experience in an outside sales role
Consulting and selling experience within industrial technologies (e.g.: machinery and applications) for O&G, P&P, chemical sector - you understand production methods and processes!
Experience in doing business with end users & contractors for various vertical markets like Oil& Gas, Power, Water, Chemicals, Metals, etc.
Ability to effectively work within a CRM structure
Excellent written skills and presentation skills with proficiency in English language + Danish
YOUR ATTITUDE / EXPERIENCE
Proven track record in dealing with multicultural business environment
Strategic and tactical mind set with passion of Sales & networking skills
Proven track record of meeting or exceeding Sales targets
Ability to manage, lead, negotiate & finalize large value deals
Ability to negotiate smart and finalize the orders with thorough understanding of contract terms;
Ability to develop and execute strategic account plan & pursuit plan
Solid sales pipeline management skills
Other Nordic languages or Germany
WE CAN OFFER YOU
An interesting basic salary depending on your experience + Bonus on sales
A company car
The opportunity to develop your technical skills within a company leader on the market
A supportive manager and a great team to collaborate with!
Honeywell is an equal opportunity employer. Qualified applicants will be considered without regard to age, race, creed, color, national origin, ancestry, marital status, affectional or sexual orientation, gender identity or expression, disability, nationality, sex, or veteran status.