Job Description

Join a team recognized for leadership, innovation and diversity

At Honeywell, we make a lot of incredible things. But most importantly, we make the future, and are looking for people to join our global team of future shapers. 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. Our people are committed to each other and to the realisation of our vision through their unique job functions. Our businesses embrace the challenges of innovation so that we define the future. And our global opportunities are endless for you to grow and get recognised for your passion to perform.

We are currently seeking a Senior Account Manager to join our Honeywell Process Solutions team in our Kuala Lumpur office.

This role is the primary customer interface responsible for the development of new and existing relationships in pursuit of growth for Honeywell. The role disseminates key messages, initiatives, and information on the value Honeywell brings to assigned customers, opportunities, and solutions.

The position holder understands the target area and customer\'s business, drivers, and organization, and an understanding of the value that Honeywell brings to them. Moreover, this role acts as a business partner with potential customers, establishing relationships and maximizing the business potential for both parties.

Key Responsibilities:

Business Relationships
Drive business growth by discovering new opportunities, clients, and customers. Develop customer relationships engaging customers with little or no installed base. Calling at all levels, including senior levels, of target customer organizations; engaging early in the customer buying process to discover customer needs Honeywell can fulfil. Deliver value by forging new strategic relationships

Sales Process
Continuously identifies new sales opportunities and focuses on providing consultative support by building value propositions for solutions into the account; Manage and build customer contacts, serving as the Honeywell\'s ambassador in the marketplace. Focal point for relationship strategies, account and sales plans, proposal strategies, and contract negotiations, for pursuits in play. You will manage, maintain, and provide reports and opportunity status using our customer relationship management system. You will analyze competitive intelligence and market trends.

Customers
Industrial customers in the designated area process industries and other vertical markets including, technical buyers, economic buyers, and relationship buyers. Customers at all levels in any organization including executive level decision makers; could potentially manages 4-8 large opportunities or accounts with large growth potential. Could include vulnerable competitively held accounts, including major EPC\'s with multiple opportunities and large growth potential.

People Management
Leverages and marshals cross functional company resources to address customers drivers and initiatives in a consultative manner; Guides and leverages management and executive sponsor interactions with new customers; Responsible for pursuit coordination with other Lines of Business units; provide strategic vision for growth in new accounts, new markets, and new geographies while driving self and others for positive business results for Honeywell. Ensure future business success by training next generation of sales professionals

Key Stakeholders:
Internal

• Sales and Marketing organisational (including exec level support)
• SCA / GMP Team
• LOB Team
• Cross SBG
• Product and Customer Marketing team

External

• Direct and End Customers (at multiple hierarchical levels)
• Industry Associations / Networking associations
• Channel Partners and Agents

Geographic Scope & Travel Requirements

• Position based in Kuala Lumpur, Malaysia (local Mandarin/Cantonese speaking candidate would be an advantage).
• Scope of role to cover: Malaysia (Refining and Downstream Oil & Gas focus priority; added advantage for Power Generation and Specialty Chemicals), therefore frequent domestic travel is essential (50% of working time likely to be travel).

Key Performance Measures

• Develop Territory and Account, Plans and Strategy for Growth.
• Relationships and Account Development with new customers.
• Area/Region specific value proposition and marketing plan; Develop and Drive Market Penetration Campaigns with external principal networks and links.
• Pursuit plans and annual customer facing business reviews.
• Growth in the form of new customers and new opportunities at new or existing sites.
• Revenue and margin above set quota in support of Annual Operating Plan.
• Accurate forecast of revenue and growth opportunities.

YOU MUST HAVE

• A minimum of University Degree level or equivalent, Postgraduate Business Qualification is advantageous.
• Minimum 12 years\' experience in customer engagement at senior levels; building long-term strategic and executive relationships. Key account Management experience preferred.
• Cross selling and consultative selling - experience with collaborating across both client and own organization to drive a One-Honeywell approach.
• Commercial expertise and experience.
• Must be well versed with Malaysian Oil & Gas scene and understand key clients\' business drivers, buying agenda and decision-making criteria.

WE VALUE

• Establishing and building credibility.
• Strong ability to develop and sustain customer relationships.
• In-depth understanding in the six stages of Client\'s Buying Process to articulate strategic advocating intent.
• Clearly articulate value and demonstrate how solutions map to key client(s) and customer needs.
• Compelling presentation and communication skills.
• Manage and direct resources towards meeting clearly articulated account objectives.
• Follow through and closing the sale.
• Execute effective negotiation strategies and plans.
• Motivate others, high energy individual.
• Be optimistic and tenacious at the same time; while applying experience, and a positive attitude consistently to deliver bottom line results for Honeywell.
• Prioritize and focus efforts on best opportunities (short and long term) based on business needs.
• Push self and others to achieve bottom line results.
• Good interpersonal and communications skills.
• Planning skills and seeing ahead clearly; can anticipate future trends accurately; learn quickly and think independently to adapt as required Insert experience/capability.

Additional Information

• Category: Sales
• Location: UOA Corporate Tower, Avenue 10, The Vertical,, Bangsar South City, No. 8, Jalan Kerinchi, Kuala Lumpur, WILAYAH PERSEKUTUAN 59200 MYS
• Exempt

Sales (GLOBAL)

Honeywell