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The territory sales manager is responsible for managing and promoting all aspects of Honeywell s commercial Security portfolio within a defined territory.
Responsible for selling the company's products and services to our channel partners with an annual spend above a company defined threshold.
Focused on identification and development of new channel partners, continued expansion of existing channel partners and business development of new projects through close collaboration with consultants and architect bureaus. Responsibility will include finding, generating and developing relationships with existing and new end users creating awareness and demand for company products in order to sell the company s products to end-users.
Develop sustainable strategic relationships across Honeywell SBG s to foster collaborative business opportunities that result in mutual commercial value and alliance partnering. Accountability to delivers year on year growth for revenue and margin within assigned territory meeting annual and long-term growth expectations of Honeywell.
Tasks
Key Responsibilities:
Ensuring the achievement of monthly and annual sales targets for the Honeywell Security Group product portfolio.
Position Honeywell as a strategic partner through valued business relationships and behavior
Promote Honeywell Commercial Security products directly into End User Channels, Distribution Account and own the relationship and business delivery
Profile and identify new accounts within defined territory to deliver New New business for sustained growth
Promote and increase sales by developing and managing relationships with defined existing installation partners within territory
Promote and educate customers in the defined territory of Honeywell s solution platform and capability
Develop clear and detailed understanding on customer organizations, key decision makers and key influencers in-order to create and sell Honeywell s value proposition
Recording into SalesForce.com, the company s reporting tool
Develop robust collaborative business plans for all accounts within defined territory and manage regular reviews to track progress and execute the outlined objectives
Drive Market Share from our competitors by building relationships with their key customers and selling Honeywell s value proposition and brand
Providing support to customer on business generation/development activities to include, sales calls, sales training, product training and end user product demonstrations/sales presentations
To take part in other related tasks, as the need arises, such as organizing marketing campaigns, attending exhibitions, etc
Requirements
We Require:
Commercially focused sales professional, naturally self-motivated to consistently deliver more.
Must be result orientated with an eye on long term development and customer satisfaction, who understands and is considerate of how to increase wallet share from existing/new customers and opportunities.
Problem solver with a positive outlook and a clear focus on driving profitable sales.
Someone who can demonstrate and articulate the difference between good and bad business opportunities.
A natural forward planner who critically assesses their own performance. Mature, credible, and comfortable in dealing with individuals at senior levels.
A confident, tenacious, team player with strong self-discipline qualities. Someone who remains calm in high pressure environments.
Role Specific SkillsSales:
Strong account development and relationship building experience to maximise commercial opportunities.
Tactically astute with understanding of the dynamics for sales growth, margin and profitability.
Target driven, focused, motivated, optimistic, positive and professional.
Ability to present value propositions relating to complex business application and solutions
Deliver strong and purposeful sales openings, and evidence ability to negotiate and close sales processes.
Experience for selling solution and services-based propositions for a SaaS market
Experience of selling into a diverse customer base
Ensure excellent customer satisfaction through the delivery of our solutions
Experience of selling and promoting intruder, video and access control products or integrated solutions would be a distinct advantage.Communication:
Superb communication and people skills. Ability to communicate effectively, both verbally and in written form, at all levels.
Excellent telephone manner with the ability to establish and build relationships quickly.
Strong inter-personal skills and an influential and non-abrasive team player.
Organisation:
Strong personal organisation and administration skills. Ability to multi-task effectively in a target driven and demanding environment. Excellent time management skills with the ability to prioritize tasks appropriately to ensure customer facing time is maximised.
PC literate with a good working knowledge of Microsoft Office packages and CRM systems (specifically SalesForce.com).
Technical:
Ability to demonstrate previous experience of selling technology-based products, specifically within the electronic security market or equivalent is required.
An understanding of USPs and the ability to logically yet passionately demonstrate intruder, video and access products is desirable; as is the ability to demonstrate how these components integrate into a total security solution.
Successful candidates will be expected to be able to demonstrate a working knowledge of all product disciplines within the HSG range in a reasonable timeframe
Experience & Qualifications
5+ years of successful, sales or account management experience
Proven track record of growing and sustaining sales year on year