Sr Acc. Manager Installed Base & Business Cologno Monzese

Sr Acc. Manager Installed Base & Business
Cologno Monzese
Lombardia, Cologno Monzese

Join a team recognized for leadership, innovation and diversity**:

The position will be responsible to serve Customer for installed base and develop, drive and grow the Honeywell business in Italy.

This position will report to the Regional Sales Manager Italy and EastMed.

**Purpose of the Job

- Establish and own the territorial and major accounts plans and sales strategies aimed at serving, protecting and expanding customer installed base, as well as creating new installed base.

- Primary customer interface responsible for the development of business, and management of relationships, with all the Customers into the area.

- Understanding of the customer's business drivers, and organization, and an understanding of the Honeywell´s offering and the value proposition to drive to real business outcomes.

- Dissemination of key messages, initiatives, and of information pertaining to Honeywell Process Solutions offerings.

- Business partner to the customer, establishes a defensible barrier to competitors, maximizes the business potential of their customers, and acts as the primary Customer interface for all products, solutions and services with this customer.

- Expand installed base talking competitive migrations on competition installed base and new installation in expansions and green field projects.

- Champions the customers' needs and requirements within the Honeywell organization

**Key Responsibilities

- Business Relationships: Develop and sustain long term customer relationships; Establish these relationships while engaging customers at all levels including senior levels of the customer organization ; Early engagement in the customer buying process diagnosing customers' needs and tailoring solutions to match

- Sales Process: Manages the day to day and strategic: maintaining a balanced approach to superior customer service and strategic account planning; quarterly results and long term account goals; Identifies new sales opportunities and focuses on providing consultative support by building value propositions for solutions into the account; Manage and build customer contacts, serving as the customer's ambassador, 'trusted advisor' and advocate; Focal point for relationship strategies, account and sales plans, proposal strategies, contract negotiations, etc.

- Drives sales campaign and strategic initiatives.

- Plan for account growth in the long term

- Customers: Customers at all levels in an organization including executive level decision makers; pursue growth through regular face to face meetings and winning new customers to enlarge the assigned customer base

- People Management: Leverages and marshals cross functional company resources to address customers' drivers and initiatives in a consultative manner; Guides and leverages management and executive sponsor interactions with the customer; Leads peers by influence to ensure coordination and support to pursue orders.

**Networks and Contacts

Internal

- Regional Sales Manager (direct Manager for this role)

- EMEA BTI/CGI leaders and Verticals organization

- HPS (Honeywell Process Solutions) lines of business professionals and managers and support functions

- Sales Operations professionals

- Proposal and estimating leaders

- Customer marketing/technical solutions consultant

- Law team (contract management team)

External

- End Customers Executives, commercial contacts, partners EPCs and OEMs.

**Supervisory Responsibilities

- High level of interaction with Regional Sales Managers, leading the internal pursue team and driving the opportunities by influence.

**Geographic Scope & Travel Requirements

- Geographic responsibilities is Italian territory.

- Frequent Travel is a standard requirement of the job, frequency may vary with an expected 50/70%.

**Key Performance Measures

- Key sales performance metrics (results Vs target; YOY growth, pipeline generated)

- Opportunities planning and sales CRM regular update

- Quality and strength of account plans and strategy

- Early engagement

- Customer visits

- Right /diverse contact points in customer organization

- Developing and Executing account management plan

- Pipeline development at min 3x the target

**Requirements**:

- Business Development mentality - eager to meet new customers and show the value of new offerings

- Hungry to win/get results

- Availability to Travel

- Experience operating as a leader in an international, highly matrix organization; multi-country management experience is a plus

- Experienced in complex sale, including early engagement in the customer buying cycle at senior levels, building long-term strategic and executive relationships, team selling and opportunity planning

- Understand the strategic direction of the vertical/initiative/business division

- Good knowledge of customers' businesses and drivers

- High energy, able to stay focused long hours

- Excellent interpersonal, communication, and presentation skills

- Works well in the matrix and with the fu