Key Account Manager - Electronics Product

- The Key Account Manager will lead the overall long term strategy and relationship of HBS within the territory-assigned account portfolio in order to maximize the financial results with those accounts. The role will act as a business partner to assigned accounts and be responsible for account and relationship expansion across the customer portfolio so as to deliver new opportunities for Honeywell.

- The role is focused on understanding the customer's business, drivers, and organization, and an understanding of the value that HBS brings to the customer to drive incremental and additive business for Honeywell.

- Key Account Managers will be expected to build high and wide relationships, establish a defensible barrier to competitors, maximizing the business potential of customers, and ensure they are - future ready- by dissemination of key messages, technologies, and information pertaining to the value HBS brings at all levels of the customer's organization.

- A pivotal requirement of the Key Account Manager role is to drive customer competitive migration across the portfolio - incorporating third party offerings and systems into the Honeywell base, as is finding novel ways to apply Honeywell technology to customer business drivers and offerings, across their customer base, markets and audiences.

Customers:

- Understand the customer's industry drivers, business objectives, and organisation so that effective growth / maintain / manage strategies are developed which will underpin the value that Honeywell brings to the customer to drive to real business outcomes.

- Develop, own and lead the deployment of growth / maintain / manage strategies for the territory-assigned account portfolio.

- Develop and sustain long term customer relationships, establishing these relationships while engaging customers at all levels of the customer organisation including senior C-level executives

- Drive early engagement in the customer buying process - diagnosing customers- needs and tailoring solutions to match while networking within the customer account and industry.

- Champion the customer needs and requirements within the Honeywell organization and work closely with the Management Team, to ensure 100 percent customer satisfaction

- Actively utilizes the customer surveying solutions made available by the business.

- Define strategies to expand multi-site, multi-service offerings by understanding the key influencers in the customer organisation and their key pain points.

- Seek opportunities for competitive migration

Sales Excellence:

- Achieve Sales Orders Annual Operating Plan (AOP) targets (Orders, Rev/GM and Profit) while following established pricing policies.

- Manage and maintain a balanced approach to superior customer service and strategic account planning, quarterly results and long term customer goals.

- Identify new sales opportunities and focus on providing consultative support by building value propositions for the customer.

- Manage and build customer contacts, serving as the customer's ambassador, trusted advisor and advocate.

- Establish oneself as a focal point for relationship strategies, account and sales plans, proposal strategies and contract negotiations.

- Manage all sales related activity through the accurate, timely and detailed use of the Customer Relationship Management (CRM) tools.

Effective Team Member:

- Collaborate with Honeywell team peers to share and impart knowledge

- Leverage resources to address customer drivers and initiatives in a consultative manner

- Guide and leverage management and executive sponsor interactions with the customer

- Maintain a high degree of awareness of customer's next best alternatives and communicate competitive challenges to sales management and technology teams. in a timely manner

- Actively embrace the HBS Sales Management Operating System to include one on one's with the District Sales Leader, team calls, forecasting calls, opportunity reviews, Plan to Make Plan (PtmP) development with timely and accurate updates.

Financials:

- Responsible for achievement of margin, orders, revenue and plans for the territory-assigned Account portfolio.

Key Success Factors (Key Metrics / KPIs / Deliverables)

- Growth in the form of new opportunities

- Orders and margin above set quota in support of Annual Operating Plan

- Accurate forecasting of orders and growth opportunities

- Territory and new customer opportunity strategy, plans and trusted advisor relationships

- Customer specific pursuit plans in place to drive growth and annual customer facing business reviews.

Interdependencies

Key things this role does that makes other roles more effective (if applicable)

- Ensure the vision and strategy for each customer is well understood by those who can interact with the customer.

- Motivate and guide others in the strategic vision for the customer.

- Team with specialists and subject matter experts within Honeywell and externally to build the right value proposition.

- Build a higher, wider and deeper customer network within the assigned territory

- Develop customer-specific value propositions that connect with customer vision and desired strategic outcomes.

Qualifications/ Experience/ Knowledge

Job Specifications General

(Define as - Essential- or - Preferred- and Qualify Statements as - Excellent-, - Good / Proficient- or - Basic)-

Required Licenses, Accreditations / clearances / statutory requirements -

Education / Qualifications Basic qualifications:

- Tertiary qualified (trade or degree) in a business or engineering related discipline