Honeywell
Location
Morris Plains, NJ | United States
Job description
We don’t just sell things. We offer solutions to tomorrow’s challenge!
Our sales approach begins by identifying customer demands before they become challenges. We’re committed to delivering customer success through our comprehensive expertise in software and technology.
As an Account Executive for the Honeywell Building Solutions (HBS) organization, you’ll be responsible for developing and maintaining long-term relationships with both new and assigned service customers. Your goal will be to lead and manage all aspects of customer engagements in order to both maintain existing relationships as well as grow Honeywell’s presence with the customer.
The salary range for this position is (102-153K). The position also includes sales incentive (subject to change on company performance and individual performance. The actual base salary offer will depend on a variety of factors including experience, education, geography and other relevant factors.
Strong Sales Management Operating System (MOS):
Developed and implemented strategic Territory Management Plans and individual Account / Opportunity Plans
Active and proficient use of CRM System (SFDC) to show pipeline growth and accuracy in forecasting information
Proficiency in applying a consultative selling framework to improve customer conversion rate
Strong Customer MOS with a Bias Toward Customer Satisfaction:
Demonstrated ability to manage a portfolio of assigned customer accounts ranging from $2-5M
Demonstrated ability to win new customers in assigned region or vertical through efficient and proactive prospecting, qualifying and developing a winning strategy to win.
Ability to establish a cadence of regular meetings with customer’s key stakeholders
Capability to uncover qualified opportunities to support customer challenges through Honeywell offerings – sourcing opportunities to grow share of wallet
Demonstrated ability to foresee and anticipate challenges and act accordingly to minimize impact through regular customer meetings or proactively sourcing feedback through Medallia customer surveys
Quota-Achievement:
Successful track-record of consistently exceeding quota-carrying goals
Capable of identifying and targeting new migration and share of wallet opportunities with existing customers by actively co-developing Technology Roadmaps, understanding the customer buying process, co-developing RFPs/RFQs with solution development engineers and proposal team members, managing customer proposals (Budget, and Final Proposals), and negotiating deals to close new business
Ability to demonstrate strategic approach to new & existing customers and opportunities through opportunity planning
Team Player:
Acts as a “quarterback” to enhance the Honeywell-to-customer rapport through facilitating deep and wide personal/professional relationships throughout the customer sales cycle and cross-functionally within both organizations
Leads customer through their technological journey by understanding customer requirements and developing the appropriate Honeywell support team to address customer needs
Be a customer advocate within Honeywell and a Honeywell advocate with your customer
YOU MUST HAVE
5 to 10+ years in a business to business sales or account management role in the building automation industry
Demonstrated expertise in selling HVAC, Fire, or Security solutions
Valid Driver’s License
WE HIGHLY VALUE
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, religion, or veteran status.
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