Service Sales Manager - Honeywell

Responsibilities:
• Work with HBS sales professionals and/or other sales functions combining knowledge of best practices and processes for a vertical market.
• Manage multiple opportunities in assigned vertical market to achieve orders, margin and growth.
• Provide competitive insight and trends in support of sales pursuits.
• Participate in promotion of HBS as an expert in assigned vertical market set through participation in industry forums, webinars and customer seminars.
• Provide tailored solutions and value propositions for assigned vertical markets.
• Develop a pipeline of opportunities in assigned area.
• Accurately forecast and achieve orders, margin and growth in support of Annual Operating Plan in an assigned offering set.
• Participate in opportunity and account, planning and strategy sessions
• Training and knowledge transfer of vertical market set to sales professionals.
• Responsible for developing their own Playbook.
• Define specific growth initiatives for vertical market set.
• Business Relationships: As an integral part of the Sales Team work with the Sales Professionals to identify a pipeline of opportunities incorporating assigned vertical market set. Engage with customers in a consultative capacity exploring their needs and tailoring value to meet these needs. In support of the business, interact with internal resources to ensure the voice of the customer is communicated internally.
• Sales Process: Continuously identifies new sales opportunities and focuses on providing consultative support by building value propositions, for assigned vertical market sets, into the account or opportunity; Manage and build customer contacts, serving as the expert for a particular vertical market; while internally being a source of expertise on the competitions’ portfolios and their strategies. Be the focal point for pursuit plans and proposal strategies, for a vertical market.
• Customers: Engage customers at all levels in any organization including executive level decision makers when appropriate. Primary internal customers include sales professionals.
• People Management: Is a team player working with many Sales Professionals in assigned geographic areas. Acts as a resource in support of the sale to address customer’s drivers and initiatives in a consultative manner.
• Leadership: Provides coaching to other members of the Sales Team as it relates to their assigned vertical market.
• Results: Accurately forecast and achieve orders, margin and growth in support of Annual Operating Plan in an assigned offering set.

Qualifications
Experience & Qualifications:
• Seven+ years of sales or offering management experience (additional 8 years of experience required in lieu of 4 year college degree)
• Consultative selling - turning technical features/ functions into value for the customer
• Proven experience for driving sales initiatives
• Demonstrated ability to communicate concepts/market trends to internal and external customers; e.g. customer specs, white papers, trade shows, etc
• Proven ability to work on multiple projects/programs/ opportunities at one time
• In-depth industry and market knowledge
• Knowledge of solutions and offerings for the assigned vertical market
• A well developed sense of the customers’ business, their drivers, and their organization
• Understands the customers’ unique value Extensive knowledge of competitors’ solutions, value propositions, market strategies and position
• Ability to seek out and assess new opportunities
• A strong team player
• Supporting the securing and finalizing of the sale
• Establishes and builds credibility quickly
• Can clearly articulate value and demonstrate how solutions map to a customer’s needs and drivers
• Compelling presentation and communication skills
• Be optimistic and tenacious at the same time; while applying experience, and a positive attitude consistently to deliver bottom line results
• Prioritize and focus efforts on best opportunities (short and long term) based on business needs
• Balance and persistence in customer follow-up
• See ahead clearly; can anticipate future trends accurately; learn quickly and think independently to adapt as required

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