Sr Account Manager-HVAC and OEM

Honeywell•Atlanta, GA

26d•$100,000 - $130,000•Onsite

About The Position

The Account Manager uses broadly recognized subject matter expertise to influence customers toward Honeywell solutions. You will provide external and internal consultations and help Honeywell teams develop and maintain the right product messaging, customer support, and training. You will drive cross-functional alignment to customer needs. You will participate in pursuit strategy planning and customer negotiations. You may consult prospective users on product capability. You may provide valuable input for product development. Time Allocation in the Future State Sales Motion 5% Identifying and penetrating new customers and markets 75% Growing and expanding spend in the existing customer base 10% Maintaining revenue from existing customers 10% Supporting customer sales inquiries

Requirements

Established and proven OEM relationships and negotiation skills
Experience with engineering
Experience with product development and offering
Contract negotiation expertise
Sales Experience in life/safety, BMS, security, or related industry
Sales experience in Fire Detection Systems and related advanced technologies
Product management experience
Brand management experience
Strong sales, commercial, and negotiation experience required

Nice To Haves

Bachelor's degree
Exceptional customer communication skills and relationships within industrial/building technology business.
Communicate effectively in both oral and written formats and to various levels of customer and management audiences
Maintain excellent customer service and provide creative and efficient communication to the team on any opportunities, or threats to the business
MBA, master’s degree
Demonstrated ability to develop and foster strong customer relationships
In-depth knowledge of Honeywell and competitor platforms, products, and technologies
Familiarity with industry regulatory requirements and future mandates

Responsibilities

Drive demand and deliver Revenue AOP
Drive demand and deliver Order AOP
Manage the Platinum CPP accounts and other business metrics as VCM & Price realization.
In charge of reviewing SMA Agreements, SMA renewals, price increases, MOV, etc.
Engage with end-user customers individually, with a front-line seller/product specialist, or with a distributor representative to create and close opportunities and create demand.
Attend sales calls with big game hunters to recommend products, provide technical sales support, and identify help needed in closing large opportunities
Disciplined approach to key customer relationships including regular visits focusing on areas such as innovation, brand marketing, Co-Marketing initiatives, Tour strength, Retail Channel trends, and Quarterly Business Reviews
Work directly in the field one on one with Product Specialists/Front-line Sellers to increase product and regulation knowledge and assist in closing opportunities for end-user customers. Accomplished in sales visits through product recommendations, demos, and training
Review pipeline, monitor trends, add coaching notes, and work with zone managers on help needed
Signal the LOB demand to supply chain by means of a detailed forecast, SIOP. Make manual adjustments when necessary. Notify demand planners of large impact buys or other unexpected surges to demand.
Work closely with Program Management, Product Offering, and Engineering to manage customer development requests to ensure adequate and effective use of internal resources to achieve New Product Development On-time Delivery metric.
Drives front-end customer discussions regarding global brand manufacturing footprint strategies
Develop sales forecast to a business plan, including business strategies based on OEM
An inner drive to understand, communicate and exceed established agreed-upon goals
Proven ability to generate respect and trust from staff and external customers
Travel up to 50% both domestically and internationally