Summary
Honeywell is seeking a Senior Channel Account Manager for Field Safety & Instrumentation in Abu Dhabi. The role focuses on developing customer relationships, managing channel accounts, identifying sales opportunities and planning long-term account growth. Candidates should have an engineering bachelor’s degree, at least 10 years of instrumentation sales experience in oil and gas or petrochemicals, and at least 5 years each in field instrumentation and safety and channel management. Experience with key oil and gas customers, Salesforce, complex sales and international matrix organizations is also required.
The posting
As published on honeywell.com. Pulled from the employer's site and shown as they wrote it.
We are looking for a Senior Channel Account Manager - Field Safety & Instrumentation to join our team in Abu Dhabi.
Responsibilities
Innovate to solve the world's most important challenges
Develop and sustain long term customer relationships;
Establish these relationships while engaging customers at all levels including senior levels of the customer organization ;
Early engagement in the customer buying process diagnosing customers’ needs and tailoring solutions to match
Sales Process
Manages the day to day business and strategies: maintaining a balanced approach to superior customer service and strategic account planning; quarterly results and long term account goals; 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 customer’s ambassador , “trusted advisor” and advocate; Focal point for customer relationship, account, sales plans, proposals, contract negotiations, etc.
Drives sales campaign and Business strategic initiatives
Plan for account growth in the long term
Customers
Pursue growth through regular both face to face meetings and winning new customers to enlarge the assigned territory
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 the customer;
Leads peers by influence to ensure coordination and support to pursue orders
Qualifications
YOU MUST HAVE
- Bachelor's degree In Engineering preferably with Electrical/Electronics/Instrumentation background.
- Minimum 10 years’ experience in Instrumentation sales in O & G and Petrochemical Industry. Proven track record of success in this business environment. Out of which 5 years minimum in Field Instrumentation and Safety.
- Proven track record in managing Key O&G Customers such as ADNOC
- Proven track record in Channel Management, minimum 5 years.
- Technical expertise on Instrumentation
- Experienced in operating as a salesperson in an international, highly matrix organization; multi-country management experience
- Experienced in maneuvering through complex process with political agility and savvy
- Commercial excellence and Sales management through CRM (Salesforce)
- Experienced in complex selling, including early engagement in the customer buying cycle at senior levels, building long-term strategic and executive relationships, team selling and opportunity planning.
- Understand Key process and economic drivers, to develop valued customer partnership in control and business solutions.
Technical Skills & Required Specific Knowledge
A well-developed sense of the industry and market trends in the assigned territory and vertical
- Good knowledge of our customers’ businesses and drivers
- Financial and business acumen
Account/Channel Management, ability to use market and marketing data to build successful accounts plans
- Good knowledge of commercial terms, EPC contract T&Cs, etc.
- Be champion of Sales Process and Disciplines.
WE VALUE
- Demonstrated ability to develop and foster strong customer relationships
- In-depth knowledge of Instrumentation/Fixed Gas Product and solutions.
- Strong verbal and written communications skills
- Familiarity with industry regulatory requirements and future mandates
- Ability to achieve results through influence in a matrixed-team environment
We are an equal opportunity employer and value diversity at our company. We do not discriminate based on race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.
We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform crucial job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation.