Senior Account Manager - Industrial Automation

We are currently seeking a motivated and passionate individual to join our team in the role of Senior Account Manager to be based in Qatar. In this role, you will act as the primary customer interface responsible for the development of business, and management of relationships, with a specific customer or customers in Energy sector. You will understand the customer’s business, drivers, and organization, and an understanding of the value that Honeywell Process Solutions brings to the customer to drive to real business outcomes.

Dissemination of key messages, initiatives, and of information pertaining to the value Honeywell brings to that specific customer at all levels of the customer’s organization.

• Primary customer interface responsible for the development of business, and management of relationships, with a specific customer or customers.

• Understanding of the customer’s business, drivers, and organization, and an understanding of the value that Honeywell brings to the customer to drive to real business outcomes.

• Dissemination of key messages, initiatives, and of information pertaining to the value Honeywell brings to that specific customer at all levels of the customer’s organization.

• Business partner to the customer, establishes a defensible barrier to competitors, maximizes the business potential of their customers, and acts as the primary supplier interface for all products, solutions and services with this customer.

• Champions the customers’ needs and requirements within the Honeywell organization

• Develop and sustain long-term customer relationships

• Establish these relationships while engaging customers at all levels including senior levels of the customer organization

• Early engagement in the customer buying process diagnosing customer needs and tailoring solutions to match

• Manages the day-to-day activities and strategic objectives:
  Maintaining a balanced approach to superior customer service and strategic account planning

• Quarterly results and long-term account goals

• Identifies new sales opportunities and focuses on providing consultative support by building value propositions for solutions into account

• Manage and build customer contacts, serving as the customer’s ambassador, "trusted advisor" and advocate:
  Focal point for relationship strategies, account and sales plans, proposal strategies, contract negotiations, etc.

• Drives sales campaign and LOB strategic initiatives

• Plan for account growth in the long term

• Industrial customers in the Process Industries including technical buyers, economic buyers, executives. Customers at all levels in an organization including executive level decision makers

• Pursuing growth through regular face-to-face meetings and winning new customers to enlarge the assigned customer base

• Leverages and marshals cross functional company resources to address customers drivers and initiatives in a consultative manner

• Guides and leverages management and executive sponsor interactions with the customer

• Responsible for motivating others; providing strategic vision for the account while driving self and others for positivebusiness results for Honeywell. Leads peers by influence to ensure coordination and support to pursue order

• Pole Sales leadership (VP Sales Global and Pole; Regional Sales directors; Regional Sales Managers)

• Account managers (SCA, EPC, general, BD)

• HPS (Honeywell Process Solutions) lines of business professionals and managers and support functions

• Sales Operations professionals

• Proposal and estimating leaders

• End Customers Executives, commercial contacts and partners

• No supervisory responsibility as primary manager

• Lead other peers as project manager where required

• Frequent travel across the country is required (35% of the time)

• Key sales performance metrics (results Vs target; YOY growth, pipeline generated)

• Forecast accuracy

• Responsiveness:
  Accuracy and on –time submission of reporting

• Quality and strength of account plans and strategy

• Early engagement

• Number of new customers

• Number of…