Job DescriptionAs Lead Account Manager-- Strategic Pursuits/GMP for Honeywell Process Automation (HPA), Americas, you will play a critical role in driving new business, focused on securing the organization's strategic and most complex opportunities in Americas . In this role, you will drive the pursuit strategy, ensure effective collaboration across diverse internal and external stakeholders, and ultimately maximize win rates for highly strategic, multi-million-dollar deals. The role requires exceptional leadership, strategic thinking, pursuit management expertise, and a deep understanding of complex sales cycles in a global context.
You will report directly to our Global Head of GMP Sales and Matrixed to Vice President of Sales, North America. Location for this role is open in US and Canada, however, Houston, TX location is preferred.
ResponsibilitiesKEY RESPONSIBILITIES- Pro-actively developing GMP/Strategic Pursuits pipeline- from identification, through screening and validation of the opportunities.
- Engaging very early in the project pursuit phase with senior management in order to influence the client's thinking on what they want to buy and how they should buy it.
- Identifying and communicating unique opportunities for the project/client where Honeywell solutions may add differential value.
- Developing and sustaining relationships with client's project teams at all levels, such that Honeywell's solutions and services become, and are recognized as strategic to the client.
- Building relationships with local and/or EPC account managers, sales and regional management, field service leaders, and other Honeywell functional groups, alliance partners, and key suppliers to enable maximizing the overall scope and profitability of each project pursuit to support and sell with a ONE-Honeywell mindset and approach.
- Coordinating the activity of Honeywell local account managers, EPC teams, technical resources, operations, project personnel, legal & contracts to ensure Honeywell's value to the client is maximized and win rates are maintained at >50%.
- Pursuit strategy development for the assigned project on a global basis.
- Face to face relationship development with all associated project decision makers up to and including executives of the end-user and EPC.
- Communication and persuasiveness of the ONE-Honeywell value proposition to the client.
- Coordination of HPA sales and support activity on all assigned projects globally.
- Support the development of regional HPA sales team members to clearly understand the value generators and cost drivers that must be communicated for overall success.
- Anticipate future trends accurately; learn quickly and think independently to adapt as required
- Manage customer expectations and contribute to a high level of customer satisfaction
- Provide detailed and accurate sales forecasting
- Maintain CRM data quality
- Able to travel 50%+ of the time, including international travel
QualificationsYOU MUST HAVE
• Bachelor's Degree
• 10 + years in industrial market sales
• Valid driver's license
• Business Development experience
WE VALUE
• MBA preferred.
• Background in Automation Solution preferred
• Experienced in complex sales: including engaging early in the customer buying cycle at senior levels; building long-term strategic and executive relationships; team selling and opportunity planning
• Thorough knowledge of market penetration strategies and market development strategies
• High energy, able to stay focused long hours
• Excellent interpersonal, communication, and presentation skills
• Understanding of contractual language and experience with contract negotiations
• Financial and business acumen
• Attention to Detail and Follow-Up
• Ability to handle multiple priorities and navigate in a highly matrixed environment
• A capacity to make decisions in the face of ambiguity
• An ability to lead diverse matrixed teams
• Direct sales, sales management, Business Development, marketing and project management experience
