Account Manager Role
Position Purpose/Summary
• Achieve Sales Orders Annual Operating Plan (AOP) quota\ntargets (Orders, Rev/GM and Profit) by closing sales while adhering to pricing\nand sales policies.
• Grow the pipeline of opportunities with the designated\nportfolio in pursuit of sales growth and in line with targets for HBS.
• Together with the Vertical Sales Leader formulate robust\nlong-term strategies and plans to develop the Service vertical and identify\nemerging and new strategic accounts and opportunities, creating sales plans and\nstrategies for the portfolio aimed at serving and expanding the customer\nportfolio base in their assigned area or vertical.
• Dissemination of key messages, initiatives and information\npertaining to the value proposition HBS brings to targeted customers,\nopportunities, and solutions.
• Driving and securing sales through understanding of the\ntarget customer’s business, their drivers, organization structure/key decision\nmakers and influencers and the industry sector as a whole. Ensure you utilize\nthis information to communicate the value that Honeywell brings to them and\nobtain orders accordingly.
• Partner with potential customers as well as establishing\nrelationships with builders, developers and relevant industry consultants with\na view to maximizing sales and the business potential for all parties.
Key Accountabilities / Deliverables of the role
• Business Relationships: Develop new\ncustomer relationships; calling at all levels, including senior levels, of\ntarget customer organizations; engaging early in the customer buying process to\ndiscover customer needs HBS can fulfill and/or influence customer specification\nprior to bid.
• Sales Process: Achieve designated annual\nsales quota and grow the qualified pipeline of opportunities within the\nVertical. Continuously identifies new sales opportunities and focuses on\nproviding consultative support by building value propositions for the customer;\nManage and build customer contacts; Focal point for relationship strategies,\nsales plans, proposal strategies, and contract negotiations, for pursuits in\nplay.
• Customers: Engage technical buyers,\neconomic buyers, and relationship buyers; engage customers and other\nintermediaries at all levels in any organization including executive level\ndecision makers; target major pursuits (value approximately $1-$10M opportunities)\nwith the objective of gaining competitive advantage and securing major project\nwork.
• People Management: Leverages\nresources to address customers’ drivers and initiatives; Guides and leverages\nmanagement and executive sponsor interactions with new customers.
• Result: Achievement of sales targets,\nprofitable growth and focus on new customers and new opportunities; Orders and\nmargin above set quota in support of Annual Operating Plan whilst operating\nwithin company policy. .