Senior Director - Strategic Account Management

Senior Director, Strategic Accounts

We here at Honeywell have an exciting opportunity for a Senior Director, Strategic Accounts to join the Honeywell team.

This person will manage all aspects of Honeywell’s relationship with a Strategic Account.  As a senior leader in the Honeywell Commercial organization, reporting to the VP, Strategic Account Management, you will work autonomously across all business groups and with our largest customers to build relationships, create proactive Account plans, champion co-innovation, identify new business opportunities, and drive Revenue growth. 

You will build relationships and understand customer business in order to provide appropriate 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 utilizing your product knowledge to deliver the value proposition to the customers. 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 and territory. Lead and influence the Account Teams across Honeywell to deliver on the needs of the customer. Drive continuous improvement and lead change in a premiere Sales Organization.

Own Your Key Account- Seller is fully responsible for the corporate customer relationship, process discipline & all outcomes related to the Key Account.

·       Develop and execute Strategic Account plans utilizing all resources including marketing, analytics, legal and cross business relationships to build a robust sales pipeline and close deals to drive above-market growth in a highly matrixed environment.

·       Be a champion for and drive co-innovation.

·       Leverage Strong business acumen to drive initiatives cross functionally.

·       Execute on the Management Operating System to regularly engage your account community and drive resource alignment towards strategic initiatives.

Generate Opportunities – Seller effectively generates new opportunities through planning rigor and disciplined follow up with prospects.

·       Seller effectively generates new opportunities through planning rigor and disciplined follow up with prospects to succeed.

Understand Client Needs – Seller is an expert in their customers' business.

·       An expert in their customers' business due to perceptive understanding that help to best serve each client’s unique needs

Developing Relationships – Seller successfully cultivates new business through their current customer relationships.

·       Successfully cultivates new business through their current customer relationships built off relationships of mutual commitment and trust across both internal and external stakeholders.

Delivering Value Proposition – Seller is an expert at positioning and packaging our offering to solve the unique problems of each customer.

·       Effective at adapting pace, message, and delivery style to fit each unique audience being served 

·       An expert at positioning and packaging company offering to solve the unique problems of each customer

Overcoming Objections – Seller seeks creative solutions to address conflicts and resolve problems.

·       Ability to accurately anticipate client questions, needs, and objections 

·       Ability to naturally recognize when to redirect prospect concerns and are effective at refocusing the conversation  

·       Seeks creative solutions to address conflicts and resolve problems 

·       Compelling and persuasive in making a point

Teaching and Advising – Customer’s value seller's deep expertise in how our solution can benefit their business.

·       Successfully applies business knowledge and deep subject matter expertise to effectively analyze how company’s offering can best solve a priority problem or deliver a specific outcome 

·       Ability to gain customers value towards their deep expertise in how the company’s solution can benefit customers’ business

Navigate the Deal – Seller is an expert at lobbying intelligence through their relationships to build credibility and influence buyer decisions.

·       Ability to effectively discriminate between buyers and influencers

·       Possesses the capacity to creatively and consistently execute win strategies through collaboration with internal and external stakeholders 

·       An expert at lobbying intelligence through their relationships to build credibility and influence buyer decisions

Managing Procurement – Seller has mastered how to align our sales process with the prospect's buying process.

·       Ability to effectively generate momentum to keep the buying process moving forward to accelerate the close 

·       Ability to successfully design and apply a structured plan with focus to proactively address potential hurdles to execute the sale

·       Mastered how to align company’s sales process with the prospect's buying process

Negotiating the Close – Seller has mastered closing skills to address resistance and ask for commitment.

·       Possesses the capacity to execute multiple margin protection strategies during final negotiations with confidence and finesse 

·       Mastered closing skills to address resistance and ask for commitment

Growing the Client – Seller is successful at achieving positive results from a negotiation while maintaining strong customer relationships.

·       Prioritize focusing time and resources on accounts with the highest business potential

·       Ability to build and sustain meaningful relationships through expanding value creation over time

MINIMUM QUALIFICATIONS:

·       Bachelor's degree in Engineering or Business 

·       Experience in combination of Sales, Key Account management, and Business Development 

WE VALUE:

·       Excellent communication skills

·       Ability to influence at varying levels across the organization

·       Ability to handle multiple priorities and navigate in a highly matrixed environment

·       If this is your dream role, then we'd love to hear from you.

We are an equal opportunity employer and value diversity at our company. We do not discriminate based on race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.

We 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. Please contact us to request accommodation.

Additional Information

• JOB ID: req406182
• Category: Sales
• Location: Skimped Hill Lane, Downshire Way,Bracknell,BERKSHIRE,RG12 1EB,United Kingdom
• Exempt