JOB POST #3458-2022
Sr Account ManagerDate Posted: September 26th, 2022 Date Closing: October 11th, 2022
The future is what you make it.
When you join Honeywell, you become a member of our global team of thinkers, innovators, dreamers and doers who make the things that make the future.
That means changing the way we fly, fueling jets in an eco-friendly way, keeping buildings smart and safe and even making it possible to breathe on Mars.
Working at Honeywell isn’t just about developing cool things. That’s why all of our employees enjoy access to dynamic career opportunities across different fields and industries.
Are you ready to help us make the future?
Who you are: You reside in Northern Ontario – preferably in Sudbury or North Bay area. You are a high performing professional sales executive with a track record of winning strategic and competitive deals. You are as confident speaking to someone in senior leadership role as you are with a facility manager. You are not afraid to challenge a customer’s way of thinking by creating positive tension to develop high value opportunities that solve real business problems. You have experience working not only with end users, but also with contractors and consultants. You work well in a team and in a matrixed environment. You thrive when you are put into a highly competitive fast paced environment. You make sense of ambiguity. You utilize your business and sales acumen to qualify opportunities and then position yourself to win deals. You don’t waste your time pursuing what is not winnable but focus your energy where you are well positioned. You know what it takes to win and can use your business acumen to align your leadership team to help you win that pursuit.
What you will do: You will manage all aspects of engagements with customers and prospects for our Honeywell Building Solutions organization in the Northern Ontario Territory (Sudbury/North Bay north and west to the Manitoba border), served from our office in Sudbury, ON. You will travel to meet in person with your customers and prospects on a regular basis and use teams video calls to stay in touch between visits. You will build on existing and create new customer relationships with contractors, consultants, existing end-user accounts, and prospective end user accounts. You will position Honeywell Building Solutions as a strategic partner within the building technology marketplace. You will be deliberate in your approach to growing your territory by defining your sales growth strategy through a territory plan that covers contractors, consultants, and end-users.
You must be able to travel overnight within Northern Ontario at least 25% of the time for sales related activities, and quarterly for team events elsewhere in Canada. There may be additional travel requirement for training etc. to the US
End User Direct Sales: You will use your business and sales acumen to help end-user customers solve business problems such as reducing costs, mitigating risk, and meeting objectives in the areas of sustainability, security, and safety. You will use your account planning skills to build a long-term growth plan for each account together with your customer to ensure alignment and success for the plan.
Ecosystem Partner Sales: You will build strategic contractor and consultant relationships to position Honeywell as a high value strategic partner in the competitive construction ecosystem. Through these relationships as well as by conducting research using industry databases you will discover new early design stage opportunities that you will work on as part of your territory growth plan.
Forecasting, Pipeline, Data Quality, Activity: You will strive to have a quarterly sales forecast of at least the amount of your quarterly quota. You will use your sales and business acumen to build and maintain a healthy and robust pipeline of opportunities four quarters out to at help you at minimum achieve your annual quota (ideally exceeding it) and to meet your ongoing monthly and quarterly forecast commitments within a close margin of error. You will continuously add new opportunities to your pipeline on a weekly basis to ensure that the pipeline remains robust and healthy on an ongoing basis as opportunities are qualified out or closed. You will use your sales acumen to qualify opportunities efficiently, and then progress those qualified through the pipeline with good velocity to closed and won. You will maintain salesforce CRM up to date on a weekly basis to Honeywell standards to ensure accurate and reliable forward-looking data is available to Honeywell leadership. You will maintain your weekly sales activity metrics (calls, meetings, opportunities loaded, data quality, pipeline health, etc…) at Honeywell standards.
Are you this person? Are you more than a transactional seller? Do you take pride in helping your customers shape their future by solving their challenges and meeting their objectives? Are you willing to go toe to toe in a competitive marketplace and to use your sales and business acumen to win? Are you ready to join an organization that believes the Future is What We Make It? If so, then we are interested in hearing from you!
YOU MUST HAVE:
- Post secondary degree or diploma
- Minimum 5 years of experience
- Mechanical or Energy Engineering background
- Excellent communication skills
- Team players willing to work with others to close a deal
- Significant experience in a Sales/Account Management related field
- Existing relationships with and experience selling to M&E contractors and consultants in Northern Ontario
- Experience in the buildings industry in Northern Ontario selling end user direct
- Experience with HVAC, BMS, security, fire alarm, energy, or sustainability solutions
- Experience selling using a consultative approach, solving business problems
- Experience in VP/C-Suite sales
- Formal sales training (i.e. Challenger, Richardson, Miller-Heiman, etc…)
- Ability to develop and articulate a customer value proposition
- Ability to handle objections and turn them into positives
- Ability to handle multiple priorities and navigate in a highly matrixed environment
- Business and technical education
- A positive solution focused mindset and attitude
Please apply at https://careers.honeywell.com/us/en/job/HRD178009/Sr-Account-Manager