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The HoneywellUOP Sales Director, Customer Accounts for Europe is responsible tomeet AOP (orders and revenue) and grow thebusiness over STRAP through strategy development /execution, customer account planning,customer relationship management, business development and sale of UPT,STS and LST offerings.
The SalesDirector, Customer Accounts will serve as primary point-of-contact forinternal/external stakeholders, including customers, local government, theindustry and Honeywell leadership pertaining to matters relating to CustomerAccounts and LST Refining & Petrochemical business development / sales. This position will require high-energy;a strategic mindset; ability to build relationships with customersand internal stakeholders, ability to mentor, develop and retaintalent staff; and get the best from a rapidly growing organization.
The SalesDirector, Customer Accounts reports to the General Manager for Europe, Africaand Central Asia. A team of Sales Account Managers will report to the SalesDirector, Customer Accounts.
RESPONSIBILITIES:
* Manage the development and execution of regional strategies to meet AOP, and grow the business over the STRAP period.
* Manage the development, test & improve and execution of customer Account Plans in Altify.
* Develop and maintain intimate relationships at senior leadership level with our customers.
* Develop a clear understanding of assigned customers with respect to their business drivers, buying behaviors, and decision-making structures.
* Operate a regional management operating system (MOS) to deliver results, including timely execution of growth strategies, forecast accuracy (orders & revenue), sales performance (orders), working capital (pricing / payment terms / advances / past dues collection). This will include setting sales goals for the team and managing the team to achieve them.
* Manage the development and execution of effective sales strategies for sales pursuits.
* Develop and execute a strategy to maintain / grow share of demand in key LST markets (incl. hydroprocessing and naphtha block), and – in conjunction with the regional leadership team – for prospecting / demand generation across the UOP portfolio.
* Own and maintain the business forecast for the region; Commit to the forecast.
* Develop and execute on pricing strategies to enhance product margins.
* Align with demand planning organizations to manage the production / execution of offerings with Honeywell’s production lines and customer requirements.
* Digitally Enabled Services: Manage the development and execution of strategies to use digitally enabled services and/or outcome based business models / KPI performance management services to enable the sale of reloads (both retaining incumbency and takeaway).
* Support the Service Dept in the sale of digitally enabled connected services.
* Build a Strong Bench: Develop existing talent through coaching and mentoring, build a strong pipeline of future Sales Account Managers within internal and external talent pools.
* Advocate the needs of the region’s market – including competitive threats, customer needs, customer buying processes, internal resource requirements within Honeywell UOP to align our offerings with the local requirements.
* Own the channel partner strategy in the region, in alignment with all applicable HON policies and work processes.
* Input into the development of STRAP (Strategic Plan) and future (AOP) Annual Operating Plan for the region.
* Input into the marketing strategy for the region, with the support of global marketing specialists.
* Be an active member of the regional leadership team including support of cross regional / cross functional activities.
QUALIFICATIONS:
* High degree of business acumen, with primary orientation toward creating customer value and results, work processes/systems, speed, cost, quality.
* Fluent in English.
* Travel independently at least 30% of the time
* BEng Degree, MBA preferred
* Significant experience in general management/sales leadership/ technical sales leadership.
* Prior experience as front line sales manager.
* Global mindset
* Leadership experience in global organization
About Us
Theworld is changing. And it’s a familiar story at Honeywell. Our $36 billionbusiness was founded on a legacy of firsts spanning 130 years. We’re building asafer, smarter, and more sustainable world through our technology and softwareacross each of our 930 sites globally. Our impact is seen in every shape andsize around the world. Our solutions are felt daily in aerospace, buildings andcities, retail, chemicals and materials, safety, industrial and manufacturing,safety, and supply chains.
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At Honeywell, we make alot of incredible things. But most importantly, we make the future, and arelooking for people to join our team global team of future shapers. There’s alot more available for you to discover. Our solutions, our case studies, our#futureshapers, and so much more. Learn more at
When you join Honeywell,you become a member of our performance culture comprised of diverse leaders,thinkers, innovators, dreamers and doers who are changing the future. Ourpeople are committed to each other and to the realisation of our vision throughtheir unique job functions. Our businesses embrace the challenges of innovationso that we define the future. And our global opportunities are endless for youto grow and get recognised for your passion to perform.
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