Key account Manager MFD

We are currently looking for a HBS Key Account Manager based in Milan Italy.
The role is about consultative sales and strategic business growth of assigned Key Customers across the given territory (Italy) and aligned with the HBS focused vertical markets (primarily: Industrial / Critical infrastructure and Pharma).

Work Schedule: Full Remote but ideally based in Milano area or nearby.

• Primary customer interface responsible for the development of business and management of relationships with the assigned customers.
• Understanding of the customers business drivers and organization and an understanding of the value that HBS brings to the customer to drive to real business outcomes.
• Deliver key messages initiatives and of information pertaining to the value HBS brings to that specific customer at all levels of the customers organization.
• Business partner to the customer establishes a defensible barrier to competitors maximizes the business potential of their customers and acts as the primary supplier interface for all products solutions and services with this customer.
• Champions the customers needs and requirements within the Honeywell organization
• Works closely with the Management Team to ensure 100% customer satisfaction
• Responsible for achievement of Orders revenue margin plans and economic value-added goals

Key deliverables:

• Strong customer relationships and account development
• Account strategy and planning for growth
• Customer specific pursuit plans and regular customer facing business reviews
• Growth in the form of new opportunities within existing accounts
• Identify opportunites for new product and service offerings.
• Orders and margin above set quota in support of Annual Operating Plan
• Accurate forecast of orders and growth opportunities

Responsibilities:

Business Relationships: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; Will network within the customer account and industry.

Sales Process:Manages the day to day and strategic: 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 customers ambassadortrusted advisor and advocate; Focal point for relationship strategies account and sales plans proposal strategies contract negotiations etc.

Customers: Engage technical buyers economic buyers and relationship buyers; engage customers at all levels in an organization includingexecutive level decision makers; Responsible for key growth accounts within an allocated portfolio; responsible for account retention and penetration.

People Management:Leverages resources to address customers drivers and initiatives in a consultative manner; Guides and leverages management and executive sponsor interactions with the customer; Responsible for motivating the account team providing strategic vision for the account while driving self and others to produce positive business results for HBS.

Results:Profitable growth in the form of new opportunities within existing accounts; Orders and margin above set quota in support of Annual Operating Plan

Skills:

• Establishing and building credibility
• Strong ability to develop and sustain customer relationships
• Clearly articulate value and demonstrate how solutions map to a customers needs
• Prioritize and focus efforts on best opportunities (short and long term) based on business needs.
• Compelling presentation and communication skills
• Build relationship strategies account and sales plans and proposal strategies
• Direct and motivate resources towards meeting clearly articulated account objectives
• Be optimistic and tenacious at the same time; while applying experience and a positive attitude consistently to deliver bottom line results for Honeywell.
• Push self and others to achieve bottom line results
• See ahead clearly; can anticipate future trends accurately; learn quickly and think independently to adapt as required
• Strong negotiation skills

Knowledge:

• In-depth industry and market knowledge
• Understands the life cycle value proposition of HBS and its offerings
• A well developed sense of the customers business their drivers and their organization.
• Financial and business acumen
• Knowledge of CRM for forecasting and tracking customers sales activities
• Understands customers decision making processes buyers and influences
• Knowledge of HBS processes commercial terms contract terms etc.
• Well developed understanding of HBS portfolio across LOBs/ verticals/applications
• Fluent in English & Italian both written and spoken
• Specific knowledge of strategic HBS focused vertical markets Critical Infrastructure and Pharmaceutical

Experience:

• 5 years of related sales experience.
• Knows how to create/seek out and assess sales opportunities
• Understands customers decision making processes buyers and influences able to succeed onCustomer engagement at senior levels building long-term strategic and executive relationships
• Enterprise selling - experience with collaborating across both client and own organization to drive a One-Honeywell approach
• Experience working in a highly matrixed organization

Annual grosssalary from 55600 and applicable NCBA is Metalworking Industry. Final salary offer will depend on your experience and qualifications and are also based on objective and gender-neutral criteria. Incentive and benefits to be part of the offer

We are an equal opportunity employer and value diversity at our company. We donot 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 toparticipate in the job application or interview process toperform crucial job functions and toreceive other benefits and privileges of employment. Please contact us torequest accommodation.