Sr Sales Representative-C&I Utilities

Sr Sales Representative-C&I Utilities – Honeywell

As a Senior Account Executive on our Energy & Sustainability team within the Honeywell Building Solutions organization, you will become a catalyst for change in the commercial and industrial market. In this role, you will spearhead the sales of cutting‑edge energy solutions and distributed energy resources, driving Utilities Non‑Wires Alternatives, modernization, and enhancing resiliency. Your mission is to empower customers to achieve greater efficiency, meet their sustainability and resiliency goals through innovative, value‑based solutions.

Utilizing a consultative sales approach, you will navigate multi‑level decision‑making environments, presenting tailored solutions that resonate with customer needs. You will be fully supported by a seasoned technical team and a portfolio of outcome‑based solutions, ensuring you have the resources to create energy‑related projects that deliver tangible results. At Honeywell, we are committed to your professional growth. This position offers the opportunity to impact our customers' sustainability journey significantly and paves the way for your mobility within our organization.

This position is incentive plan eligible.

• Establish yourself as a trusted advisor to executive level decision makers regarding outcome‑based facility solutions that drive success in addressing key needs to support their specific mission.
• Secure introductory appointments with top decision makers to discuss business solutions, including the enhancement, repair and modernization of their facilities infrastructure.
• Penetrate new market or accounts, identify, and develop relationships with the key decision makers, uncover new business opportunities, recommend differentiated solutions, negotiate, and win the business. Engage at multiple levels in target customer organizations.
• Develop and demonstrate strong understanding of the customer’s business. Identify where Honeywell can add value through technology, solutions and resources.
• Coordinate customer‑facing and internal efforts to produce winning value propositions and proposals that secure orders and achieve or exceed Target.
• Leverage best‑in‑class sales methodology for maximizing sales potential. Follow the details of the Sales Operating System (SOS) with an emphasis on disciplined usage of our CRM, accurate weekly forecasting, monthly pipeline reviews and quarterly walk to plan.
• Lead a cross‑functional support team to develop comprehensive proposals that includes technical solutions, financial solutions, overall cost savings and green‑house gas reductions.
• Maintain a working knowledge of the emerging renewable energy market, off‑grid generation/storage, LEED accreditation, and carbon monetization.
• Management of disciplined sales process that delivers value to clients by relying heavily on financial drivers and agreed upon development milestones and requirements.
• Utilize consultative selling techniques to identify customer challenges and needs with respect to financial, carbon reduction, resilience and technology goals.
• Ability to travel as needed, up to 30%.

• Bachelor’s/Technical Degree or 7+ years of Sales experience
• Minimum of 5 Years of complex sales and /or business development experience in one or more of the following vertical markets: industrial, pharmaceutical, high‑tech manufacturing, and commercial buildings.
• 3 years of Energy Service Company (ESCO) experience

• Demonstrated track record of taking a new account, breaking in at upper‑level management levels, and creating a pipeline of opportunities that turn in to orders.
• Experience in developing distributed energy resource projects including solar PV, microgrids, and Combined Heat and Power generation assets.
• Prior experience leading a technical team in the development of projects that successfully addressed unique customer initiatives and goals.
• Demonstrated understanding of alternative project delivery models such as Energy Service Agreements, Power Purchase Agreements, and Energy Savings Performance Contracts.

Salary range: $140,000 – $160,000. The actual base salary offer will depend on a variety of…