Lead Sales Representative
Company: Disability Solutions
Location: Houston
Posted on: May 3, 2024
Job Description:
Innovate to solve the world's most important challengesWe don't
just sell things. We offer solutions to tomorrow's challenges.Our
sales approach begins by identifying customer demands before they
become challenges. We're committed to delivering customer success
through our comprehensive expertise in Industrial Automation,
Software and technology.Honeywell Process Solutions (HPS), a part
of Industrial Automation (IA), has an exciting opportunity for
someone who loves a challenge of leading the sales pursuits on
major global or strategic competitive projects and successfully
close assigned opportunities! The position is located in Houston,
TX and will be primarily responsible for identifying, developing,
managing, and growing Strategic Projects /Global Mega Projects
(GMP) Sales in Americas (North & South America) with industrial
customers. You will be responsible for Business Development
including identifying projects, engaging early in the customer
buying cycle at senior levels; building long-term strategic and
executive relationships; team selling and opportunity planning. If
you have experience selling large iMAC projects or team selling,
and experience with a broad range of Automation solutions including
Industrial Software Solutions, we would like to speak with you! KEY
DELIVERABLES
- Defined strategies and initiatives to attain growth in
Americas
- Growth in the form of new customers and new projects at new or
existing sites
- Orders above set quota in support of Annual Operating Plan
- Accurate forecast of orders and growth opportunitiesKEY
RESPONSIBILITIES
- Aligning Honeywell's capabilities to the client's strategic and
tactical business goals and objectives at all levels, from senior
executive to project personnel.
- 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.
- Coordinating the activity of Honeywell account managers,
technical resources and project personnel in all geographic region
to ensure Honeywell's value to the client is maximized and win
rates are maintained at > 50%.
- 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.
- To share best practices across the GMP/Strategic Project
pursuit team and the rest of HPS
- Build 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.
- Pro-actively support the development of GMP/Strategic Projects
pursuits pipeline- from identification, through screening and
validation of the opportunities.
- Pursuit strategy development for the assigned project on a
global basis.
- Pursuit analysis and the ability to say "No-BID" on projects
that we have no way to win.
- 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 HPS sales and support activity on all assigned
projects globally.
- Support the development of regional HPS sales team members to
clearly understand the value generators and cost drivers that must
be communicated for overall success.
- Utilize the team of Marketing specialists, Solutions
Architects, Application's Specialists, PAS operations, Proposal and
estimating specialists, contracts and service (and other regional
teams within Honeywell's global business structure) to support the
project's requirements.
- 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
travelYOU MUST HAVE
- 10 + years in industrial market sales
- Business Development experienceWE VALUE
- Bachelor degree or 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
- A well developed sense of the industry and market trends
- 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
- A demonstrated ability to motivate sales teams and others with
drive and energy resulting in aggressive growth.Additional
Information
JOB ID: HRD225521Category:
SalesLocation: 2101 CityWest Blvd,Houston,Texas,77042,United
StatesExemptBusiness ServicesHoneywell 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.
Keywords: Disability Solutions, Conroe , Lead Sales Representative, Sales , Houston, Texas
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