Lead Account Manager

The Senior Account Manager/Key Account Manager will own the overall management of 10-12 select National/Regional Accounts cultivating executive and operational relationships, serving as the primary business contact, growing wallet-share while protecting against competitive displacement.

Job Responsibilities:

• Build and maintain relationships with key stakeholders/decision makers by educating and acting as a consultant to introduce and expose Honeywell Fire’s product portfolio and solutions.
• Partner with customer leadership to secure and maintain Honeywell on corporate approved-vendor lists, master specifications, design standards, purchasing portals, and preferred-product programs, positioning Honeywell Fire as the technology of choice of new construction, modernization, retrofit, and lifecycle replacement decisions.
• Develop and execute annual account plans with mutually agreed goals and actions, including wallet-share baselines, competitive displacement risks, approved-vendor and specification status, product-adoption priorities, and branch-level growth targets; conduct quarterly business reviews and monthly performance reviews to drive corrective action
• Consistently deliver revenue and profitability targets by retaining the installed base, defending renewals and replacement cycles, expanding Honeywell’s share of customer spend, and converting competitive product categories and locations.
• Coordinate with Honeywell Sales Leaders and Regional Sales Managers to translate corporate approvals, specifications, and preferred-technology commitments into branch-level execution, measurable pipeline, product pull-through, and sustained share growth.
• Lead the introduction, qualification, specification, and conversion of new products and releases, building customer preference and standardization around Honeywell technologies before individual projects enter the bid cycle.
• Use market data, customer spend analytics, installed-base visibility, and competitive intelligence to quantify Honeywell wallet-share, identify at-risk revenue, recommend defensive actions, and prioritize opportunities to add more customer sites, applications, and product categories to Honeywell Fire.
• Provide Customer inputs regarding market conditions, competitor strategies and industry trends that drive real-time feedback into the business and contributes to the product development process by articulating Voice of Customer and User.
• Utilize  to effectively self-manage activities. Responsible for building and managing an active pipeline of new business opportunities.
• Support the SIOP process to validate forecasted demand, product mix and delivery requirements are communicated and understood by Honeywell.
• Negotiate pricing and contractual terms as required, in line with company guidelines.
• Professionally represent Honeywell at all applicable trade shows, meetings, trainings, industry associations, public events, etc.
• Act as a liaison between these Key Accounts and various Honeywell functional teams including but not limited to credit, training, and quality.

YOU MUST HAVE

• Minimum of 5 years of related business development and Key/National Accounts sales experience
• Minimum of 1 year(s) of experience in the fire alarm/life safety industry
• Willing to travel 60-70% of the time

WE VALUE

• Bachelor’s degree from an accredited institution
• Excellent verbal and written communication and interpersonal skills.
• Ability to build and maintain relationships with key stakeholders
• Possess a high degree of self-motivation. Driven by metrics and produces results.
• Ability to work independently and as part of a team. Can establish and build collaborative relationships and has the ability to influence at varying levels across an organization
• Combines strong hunting and networking instincts with the ability to develop and manage long-term business relationships.
• Strategic mindset with the ability to execute tactically. Uses instincts as well as data to accurately assess business situations and industry trends; makes timely, appropriate recommendations and implements appropriate plans.
• Personal leadership style that desires to continuously improve. Accepts feedback, understands and…