Sales Roles at Honeywell

Job ID: req129420
Location: Nigeria or South Africa
Job Function: Sales

Job Description

• Provide the necessary customer coverage, relationship management and commercial and technical positioning of Honeywell Advanced Solutions products AND SOLUTIONS to all areas of upstream and downstream business opportunities and maximize revenue from sale for Honeywell Advanced Solution Business.
• Lead all aspects of engagements with existing and new customers. You will build relationships and understand customer business needs  to provide appropriate products or solutions.
• You will define sales and growth strategy toward key customers while aligning with critical sales business objectives. You will identify opportunities and build credibility with customers Utilize your product knowledge to deliver the value proposition to the customers organization including C level
• Increase overall performance of the organization by creating strong customer relationships and new customer partnerships within your organization
• Develop and maximize Honeywell presence and market share in designated accounts in the SSA region
• Drive continuous improvement and lead change in a premiere Sales Organization

You Must Have

• Educated to a minimum of University Degree level or equivalent (preferred process, Chemical or Electrical Engineering)
• Postgraduate Business Qualification is advantageous
• 5 years solid Sales across Africa with a proven Track Record meeting/ exceeding Targets
• Sales background across Advanced Solutions either in Oil and Gas, Refinery, Chemicals highly preferred
• Process Engineer background will be an advantage

We Value

• Significant experience and a strong track record in a Sales/Account Management and business development
• Excellent communication skills
• Ability to influence at varying levels across the organization
• Ability to handle multiple priorities and navigate in a highly matrix environment
• Customer engagement at senior levels; building long-term strategic and executive relationships

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Job ID: req129556
Locations: South Africa or Nigeria
Category: Business Management

Job Description

• Responsible for the performance and development of all sales activities in an assigned pole.
• Establishing and owning the plans and strategies aimed at serving and expanding the customer base in the pole
• Ensure the staffing of a sales team that achieves maximum profitability and growth in line with Honeywell’s vision and strategic objectives
• Ensure coordinated sales activities on pole strategic pursuits
• As a member of pole management coordinate activities with other functions and across regions to achieve overall business result
• Serve as a executive sponsor of Honeywell by maintaining customer contacts and relationships at senior levels in support of territory account managers and account strategies

Key deliverables:

• Defined strategies and initiatives to attain growth in the pole
• Growth in the form of new customers and new opportunities at new or existing sites
• Revenue and margin above set quota in support of Annual Operating Plan
• Leadership and mentoring throughout the organization
• Executive sponsorship for select customers
• Accurate forecast of revenue and growth opportunities

Responsibilities
Business Relationships:

• Uses internal and external relationships to accurately assess potential barriers, to allocate resources necessary for change initiatives, and to aid the pole sales teams to cross political boundaries;
• As an executive sponsor leverages relationships with the customer in support of local sales strategies

Sales Process:

• Provides cross pole/region coordination of sales activities and manages resources to maximize results from identified sales opportunities;
• Ensure approved sales processes are followed and company procedures and systems are effectively deployed in the pole;
• Provide leadership for sales pursuits in pole level or large regional accounts;
• Manage the pole SUMMIT Account program; Lead pole growth initiatives, planning and sales forecasting processes;
• Monitors and tracks key sales performance metrics for the pole

Customers:

• Industrial customers in the process industries;
• 20-30 Sales Managers;
• Internal resources and functions that interface with sales;
• Pole SUMMIT Account Managers

People Management:

• Deploy and motivate a group of sales managers that deliver results;
• Attract, mentor, coach and develop team members in support of sales excellence;
• Manage and prioritize deployment of personnel and resources to match pole requirements;
• Provide strategic vision to the sales team;
• Effectively interact with other pole management to represent sales and to coordinate activities that affect sales

Requirements

• Ten + years in industrial market sales
• Demonstrates strategic leadership and authority
• Experience maneuvering through complex political situations effectively and quietly
• Experienced in complex sales: including engaging early in the customer buying cycle at senior levels; building long-term strategic and executive relationships; team selling and opportunity planning
• Track record managing successful teams
• Experience planning, developing and executing sales campaigns or programs in specific markets or for specific products
• Direct sales, sales management, marketing and project management experience
• A demonstrated ability to motivate sales managers and others with drive and energy resulting in aggressive growth.
• Experience in High Growth region and working in a matrix reporting environment.