Account Manager
Honeywell - Louisville, KY

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Honeywell Process Solutions (HPS) is a strategic business unit of Honeywell International and a diversified technology and manufacturing global leader. Honeywell has more than 125,000 employees in 120 countries around the world. HPS offers a full range of automation and control solutions and advanced software applications to key vertical markets, including Refining, Oil & Gas, Energy, Pulp & Paper, Mining and Chemicals/Pharmaceuticals.

Honeywell is seeking a seasoned Sr Process Solutions Account Manager to add to their growing team in the West Virginia area!

The Sr Account Manager (AM) position is primarily responsible for identifying, developing and managing End User relationships with existing and perspective customers. The incumbent proactively positions a broad range of solutions to customers' immediate and emerging requirements. These activities will result in meeting or exceeding sales orders plans and positions the organization for expansion into new markets and sustained profitable growth.

The preferred location for this position is in the West Virginia area. The AM will work closely with the regional sales management, service sales and service field leadership. The primary, but not exclusive, role of the AM is to drive profitable projects and services, business, including new service contracts into existing and new accounts in the pulp and paper, specialty chemical, power generation, and pharmaceutical markets.

Qualified candidates will be expected to travel up to 50% including overnights throughout the designated territory if necessary.

The Sr Industrial Process Solutions Account Manager is responsible for:

Sales Performance:
Meeting or exceeding annual service sales financial targets (e.g. orders and periodic contract net gain plans), which contribute to divisional profit and growth objectives.
Consistently identifying new business opportunities at existing and potential customers, served direct and through distribution, to ensure sustained profitable growth.

Selling Process:
Conformance to company policies including commitment to ethical conduct.
Developing and executing sales plans for key accounts with account managers that are linked to the organizations' market objectives and strategies.
Utilizing all available resources, differentiating the organization to grow the business.
The sales person identifies and develops relationships with the key decision makers, uncovers new business opportunities, recommends differentiated solutions, negotiates, wins the business and provides post-sale support.
Ensure customer delight in delivering Honeywell solutions.

Technical and Business Competence:
Developing and maintaining an in-depth understanding of the organization's core competencies and operational capabilities to provide solutions for customers resulting in profitable growth.
Developing and maintaining an expert understanding of current and prospective customers to maximize market share. Understand the Vision, Mission and Value Proposition to differentiate the organization in the marketplace.
Understand P&L, and how large P&L impacts solutions to customers and accounts for Honeywell.

Facilitating dialogue and building relationships with internal and external customers.
Assuming a leadership role when appropriate and functioning 'boundary-less' throughout the organization.
Actively participating and contributing to Business Teams and Task Teams.

Gathering, interpreting and communicating customer, competitive, and market information to the organization.
Identifying and pre-qualifying business opportunities and making recommendations to the organization.
Utilizing account management software tools to keep complete and current information on customers resulting in effective territory management.
Leveraging communication tools (voice mail, e-mail, web) to improve productivity

Bachelor's Degree in Engineering or Business required (or equivalent experience)
Minimum 5 years experience in process control systems sales

Preferred 10 years experience in process control systems sales with pulp and paper, chemicals/specialty chemicals, or power experience highly preferred

Proven ability to meet or exceed quota in a complex sales environment
Polished professional with excellent organizational, communication negotiations, and interpersonal skills
Familiarity with Honeywell portfolio and service solutions a plus
Positive track record calling on customer's plant management, upper management and VP levels
As an Equal Opportunity Employer, Honeywell is committed to a diverse workforce.

Honeywell - 2 years ago - save job - copy to clipboard
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Honeywell is a Fortune 100 company that invents and manufactures technologies to address some of the world’s toughest challenges...