Senior Key Account Manager for Gulf Region - Honeywell

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The individual is responsible for driving growth and business results for Automatic Identification and Data Capture (AIDC) products and services sales in the Gulf region reporting directly to the PSS Gulf Sr. Sales Manager.

The role will be responsible for ensuring key customers and key verticals (Healthcare Transport and Logistics & Government Accounts) coverage and market share growth of the territory strategic planning customer engagement development expanding key customer base and supporting channel partners in enduser engagements to grow sales of Honeywell PSS portfolio Barcode Scanners Label Printers Mobile Computers RFID Voice Guided Work and Software enablement tools in line with our objectives with the highest standard of integrity and consistency.

Key Responsibilities:

Financial Performance:

• Deliver the Revenue along with development of key customers and vertical sales activities for the region.
• Establish an MOS to feed into management reporting increase customer base and customer loyalty identify areas of risk with mitigation plans and provide input to the other functions to help deliver a better Customer Experience.
• Use SFDC as a CRM tool to report monitor and drive growth of market share in key market verticals.
• Drive New Product Introduction to address unmet customer needs and product gaps to win in the marketplace.
• Ensure executive sponsorship for select Strategic and Growth Customers.
• Accurate forecast of orders and growth opportunities fed into operations team.

Business Relationships:

• Able to build relationships with the Executive Team of our key Customers and Channel Partners and able to successfully present proposals at this level.
• Leverage relationships with the customers in support of local sales strategies.
• Help provide VOC (Voice of Customer) input for future product developments.
• Partner with marketing to translate strategy into deployment plans.

Sales Process:

• Provide coordination of sales activities and manage resources to maximize results from identified sales opportunities.
• Ensure approved sales processes are followed.
• Drive sales with unquestionable integrity and consistency.
• Responsible for sharing of best practices across the sales team.
• Train channel sales teams and coordinate with Honeywell META presales teams to offer best technical solutions for enduser opportunities.

Customers:

• Customer value management and pricing: Analysis of market dynamics and value chain proposition to target defined customer segments.

• Facilitate competitive strategy planning with PSS leadership and functional teams.

• Develop relationships with existing and potential new key customers and channel partners.

• Network effectively both internally and externally to develop strong relationships with clients and business contacts.

• Identify opportunities in the market and work on these opportunities with selected channel partners.

YOU MUST HAVE

Basic Qualifications:

• Minimum 5 to 6 years experience in a sales role of IT (telecom network infrastructure cybersecurity software) or AIDC (Automatic Identification and Data Capture) products and solutions.
• Track record in driving consistent growth capturing market share.
• Bachelors degree in business or a technical discipline.

WE VALUE

Candidate Profile:

The successful candidate is expected to have strong consulting and influencing skills with the ability to motivate and inspire others towards meeting clearly articulated growth objectives. An effective communicator both internally and externally able to take intelligent decisive action despite risks conflict or uncertainty. Successful candidates will have demonstrated results in complex matrix organizations where they had to use influencing skills to drive results. They will be strong integrative thinkers and be able to lead cross functional teams to drive the organization to outstanding outcomes. The candidate must demonstrate the highest level of professional integrity and honesty as well as personal credibility.

Additional Information

• JOB ID: HRD231467
• Category: Sales
• Location: Emaar Buss.Park; Bld.2Sheikh Zayed RoadDubaiDUBAIUnited Arab Emirates
• Exempt