Innovate to solve the worlds most important challengesThe future is what you make it. Whenyou join Honeywell, you become a member of our global team of thinkers,innovators, dreamers, and doers who make the things that make the future. Our missionis to attract, retain and develop diverse and highly motivated, entrepreneurialemployees striving to flawlessly deliver superior value to our customers everyday.
About Honeywell Process Solutions:
Honeywell Process Solutions is a pioneer in automationcontrol, instrumentation and services for the oil and gas; refining; energy;pulp and paper; industrial power generation; chemicals and petrochemicals;biofuels; life sciences; and metals, minerals, and mining industries. A leaderin digitization, Honeywell delivers software and services that help customersovercome competitive pressures and uncertain market conditions to achievegame-changing business outcomes. Honeywells comprehensive portfolio in processcontrol, monitoring, and safety systems and instrumentation provides optimizedoperations and maintenance efficiencies to meet diverse automation needs.
To learn more about Honeywell Process Solutions clickthe link below:
https://process.honeywell.com/us/en/home
Location: Kansas City, St. Louis, Omaha
Travel: 50
Ideal Candidate:
- Proven track record of sales/account management with annual individual Orders responsibility of > $2.5M.
- Experience in one of the following verticals: Refining/Pulp & Paper/Chemicals/Pharma
- Proven ability to engage C-level contacts for the purpose of solution selling, establishing peer relationships, articulating strategic vision, and closing deals with clients business and IT and Operations leaders.
- Understanding the clients buying and decision-making process; demonstrated ability to work effectively at all levels and influence key decision makers of the client organization.
- Be both technically savvy and have a high level of business acumen to create and communicate innovative solutions that deliver quantifiable results to clients
- Present and recommend appropriate technology and services to meet specific customer business requirements.
Position Overview:
The EPC Account Manager uses broadlyrecognized subject matterexpertise to influence Engineering, Procurement, andConstruction (EPC) customers toward Honeywell solutions. You will be theprimary customer interface for Honeywell with EPC customers in a specificgeographic region You will drive cross-functional alignment to customer needs.You will develop multi-level relationships (procurement, engineering, andmanagement) and work to communicate the Honeywell value proposition to customers. You will participate in pursuit strategy planning, contract negotiations,and work as an advocate for your customers within Honeywell.
Key Responsibilities
- Identify, call upon, and develop tier 2-3 EPC companies in the (Kansas City, St. Louis, Omaha) area.
- Develop multi-level relationships (procurement, engineering, and management)
- Develop a pipeline of project opportunities with EPC customers
- Arrange and Lead (with technical experts) lunch & learns and other customer events.
- Develop and maintain Customer account plans and Opportunity pursuit plans/strategy
- Maintain customer information and opportunities in CRM
- Actively participate internally with proposal efforts, contract reviews, and management reviews
YOU MUST HAVE
- Minimum of 5 years of experience selling into industrial customers
- Previous experience in the EPC or Automation industry
- Ability to travel up to 50 regionally with some travel within the U.S.
WE VALUE
- Strong contacts/network within the EPC industry
- BS or BE Degree - Preferred in: Engineering, Automation, Software Technology or Business (or equivalent knowledge / experience in these fields)
- Demonstrate a track record of taking a new account, breaking in at upper-level management levels, and creating a pipeline of opportunities that turn in to orders
- Candidate has a very good understanding of the industry value chain and understands well the client requirements. This results into the ability to present clearly our value proposition and our specific solution portfolio
- Ability to communicate with various levels in the customers organization including executive management procurement and engineering
- Proven effectiveness in a highly matrixed environment
- Strong commercial acumen, results driven
- Experience planning, developing, and executing sales strategies and account plans
- Excellent communication skills and relationship building skills, at all levels of the organization
- Track record of developing, executing, and achieving tactical and strategic initiatives through active leadership that positively impact global business plans, operating profits, practices, policies, and procedures.
- Proven ability to meet or exceed quota in a complex sales environment
- Polished professional with excellent organizational, communication negotiations, and interpersonal skills.
