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Honeywell Key Account Manager in San Donato Milanese, Italy

Key Account Manager

Innovate to solve the world's most important challenges

Global Industrial Fire – Global OEM Key Account Manager

Honeywell Security and Fire (HSF) is a multi-billion strategic business unit in Honeywell’s Building and Homes Technology business group. HSF is a leading innovator, manufacturer of electronic fire detection, security and Connected Home / Building solutions.

As part of the Global Industrial Fire Organization, the OEM Key Account Manager will be responsible for accelerate the Industrial Fire growth both short term and over STRAP period. Our Industrial Fire product portfolio is able to deliver outstanding solutions across multiple market segments providing the latest technologies.

Job Scope:

  • Drive all sales activities within the OEM Industrial Fire business to reach the agreed AOP on sales, gross margin targets.
  • Coordinate and drive Sales and Project Quotations across our Industrial Fire solutions
  • Execute the Industrial Fire strategy and activities to support the Industrial Fire STRAP and achievement of agreed Industrial Fire business objectives

Key areas of responsibilities

  • Ownership and delivery of the Global OEM AOP Sales target and Margin target for the Industrial Fire Business within the areas/customers assigned.
  • Define and supervise the execution of pricing policy for the whole range of products (pricing, terms, rebate agreements) in cooperation with Marketing and Finance teams to deliver year-on-year pricing and margin improvements
  • Assist country’s sales team in tracking and closing major deals and develop customer’s portfolio to deliver both growth and margin targets
  • Support SIOP process and business planning with strong and accurate short / medium term forecasting and demand planning. Target is achieve 90% accuracy.
  • Contribute to annual Industrial Fire AOP planning process to achieve successful delivery of longer term and STRAP growth targets
  • Provide commercial, market and competitor input into the Industrial Fire Lob STRAP process.
  • Maximize market penetration of brands and offerings through aggressive but strategic utilization of multi-channel distribution/channel partners/EPC model including approved partners.
  • Inspire whole sales organization to grow faster than the market with year-over-year margin expansion
  • Grow the business organically through appropriate geographic and channel expansion
  • Understand market sizes and segmentation; maintain and build knowledge on market and industry trends and competitive intelligence information
  • Set challenging targets, coach and mentor, conduct robust annual performance evaluations, plus provide regular feedback and communication to continually improve the performance all sales people within the commercial organization
  • Deliver accurate forecast and achieve agreed financial area targets monthly.
  • Develop, maintain and improve standards of service to actual customer base and new customers
  • Gaining a clear understanding of customers' businesses and requirements.
  • Direct management and business development plan to be establish with Key clients.
  • Meet and exceed Key Performance Indicators regarding, but not only, Sales Activity, Target Accounts, Sales and Profit, Growth Strategies, CRM and market transparency.
  • Demand Generation: Works with Marcomms and Channel Marketing to promote new offerings and create awareness with end-users and channels; Partners with Strategic Marketing and Sales to develop vertical markets playbook and end-user demand generation initiatives
  • Comply with and ensure entire organization complies with Honeywell Inc. Business Code of Conduct policies

    30 Identify Opportunities

    30 Manage and Plan Accounts

    20 Negotiate and Close

    20 Establish Rapport with Customers

Skills

· Strong and proved Technical knowledge of Industrial Fire and Security and the ability to sell and promote the Company and its products/solutions.

· Ensure regular contact with the Technical Support team; involving them in tenders, site visits & quotations.

· Excellent communicational skills and ability to achieve results through performance management

· Ability to multi-task effectively in a target driven and demanding environment.

· Excellent time management skills with the ability to prioritize tasks appropriately to ensure customer facing time is maximized.

· Account development and relationship building skills to maximize commercial opportunities.

· Commercially astute with an understanding of the dynamics of sales growth and market related changes.

· Target focused, motivated, optimistic, positive and professional.

· Must be proactive and flexible to customer and company demands.

· Excellent opening, negotiating and closing skills.

Qualifications

· Fluent in English and Italian; both written and spoken – A third language between French, Spanish and Arabic will be strongly appreciated.

· Studies in Development Management, Economics, Finance or related experience will be an asset

· 5 years of experience in the following sectors: Industrial Fire, Fire & Gas, Industrial OEM Management

· Experience in the international work environment

· The role includes the availability to Travel up to 80% of his/her working time.

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Exempt How Honeywell is Connecting the World

INCLUDES
  • Continued Professional Development
  • Extensive Travel Required
ADDITIONAL INFORMATION
  • Job ID: req165910
  • Category: Sales
  • Location: Via Grandi 22, San Donato Milanese, MILANO 20097 ITA

Honeywell is an equal opportunity employer. Qualified applicants will be considered without regard to age, race, creed, color, national origin, ancestry, marital status, affectional or sexual orientation, gender identity or expression, disability, nationality, sex, or veteran status.

Honeywell is an equal opportunity employer. Qualified applicants will be considered without regard to age, race, creed, color, national origin, ancestry, marital status, affectional or sexual orientation, gender identity or expression, disability, nationality, sex, religion, or veteran status.

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