Sr Account Manager at Honeywell

Definition:

The Account Manager wins, maintains, and expands relationships with assigned Indirect channel partners. Assigned to channel partners based on geography, vertical, or market. The Account Manager is responsible for achieving sales, profitability, and partner recruitment objectives. The Account Manager represents the entire range of Honeywell Productivity Products (Mobility HHT, Printing, Scanning, Voice, Software, and Services) products and solutions to assigned end-users and channels. The Account Manager reports to the Regional Sales Leader.

Key Responsibilities:

• This position is responsible for Improving and expanding Honeywell end-user coverage and channel base with high focus on DSD, FS, T&L, Warehousing, Industrial & Manufacturing sector.
• Coordinates the involvement of company personnel, including all functions and not limited to ISC, service, and management resources, to meet performance objectives as well as end-user and partners’ expectations.
• Achieve and exceed the Quarterly & Annual sales targets (AOP) for all channels for each Line of Business (LOB) through channels. Meets assigned targets for profitable sales volume and strategic objectives in assigned partner accounts.
• Support our existing Channel partners and hire new Channels
• Advertise the full spectrum of Productivity Products to channels to create selling opportunities.
• Preserve the existing business within key Channels and generate new business. Create credibility, build strong, lasting client relationships and earn the client's trust.
• Proactively leads a joint partner planning process that develops mutual performance objectives, financial targets, and critical milestones associated with a productive partner relationship.
• Proactively assesses, clarifies, and validates partner needs on an ongoing basis.
• Sells through partner organizations to end users in coordination with partner sales resources & full coordination with Key Account Managers
• Manages potential channel conflict with other firm sales channels by fostering excellent communication internally and externally, and through strict adherence to channel rules of engagement.
• Leads solution development efforts that best address end-user needs, while coordinating the involvement of all necessary company and partner personnel.
• Ensures partner compliance with partner agreements.
• Drives adoption of company programs among assigned partners.
• Provide Sales training support to channel sales forces when needed
• Join and assist channel sales force with end user visits to specify and win new business
• Monitor competitors’ activities in the market by updating local database & maintain a strong MOS with Strategic Marketing function.
• Build a value proposition to differentiate Honeywell Productivity Products offer from competitors & Understand and analyze PPR market such as main competitors, market trends, pricing etc.
• Ability to assess market situation and can identify risk
• Participate in local exhibitions, promotion campaigns and product training programs for potential/existing customers
• Own & assure the deployment of large account plan in coordination with the local leader.
• Own Country Marketing Development Fund for Channels & suggest Marcom/ Marketing activities that will contribute to support the growth within the territory and/or region.
• Proactively involve/lead effort in product life cycle including launch of product and promotion
• Report regularly channeled parties’ sales activities & opportunities in SFDC & to Management reporting tools.
• Leverages resources in cross-functional organization to address Strategic accounts’ and customers’ immediate and strategic requirements including drivers and initiatives
• Manages the day-to-day, tactical and strategic execution plan & apply solid, clean and highly visible SFDC (CRM) Pipeline, and ensures high forecast accuracy.  

Key Skills and Qualifications:

• Business / Mechanical/ Electrical Degree educated, with experience in end-user sales and  Distribution Channel
• Management to ensure a profitable collaboration 
• 5 Years AIDC Experience in Print, Scan, Mobility and Voice industry with large MNC
• 5 Years customer/channel parties facing experience and channel selling to end customers and distributors, with Extensive commercial and project experience
• Ability to drive POC and ensure specifications are locked in through early engagement
• Intelligent risk taker, Self-Motivated and “Go getter” personality; Can work with minimal supervision
• Ability to effectively negotiate at multiple levels within an organization, both commercial and technical.
• Effective honest communication capabilities (good written and verbal skills)
• Dynamic personality, results driven, champion of change, with growth & cross-selling mindset.
• Must demonstrate high ethical and integrity standards as the same will be required in all interactions within Honeywell and its partners
• Excellent Productivity Products technical understanding
• Fully conversant with MS Office
• Fully Conversant with Sales Force deployment & Monitoring tools- CRM, SalesForce.com
• Demonstrated Salesman abilities with a passion for winning
• Excellent verbal and written communication and influencing skills on all levels of an organization
• High level of customer orientation coupled with a solution-oriented approach
• Goal-oriented and able to deliver on commitments