GMP Pursuit Leader

As Lead Account Manager-- Strategic Pursuits/GMP for Honeywell Process Automation (HPA) Americas you will play a critical role in driving new business focused on securing the organizations strategic and most complex opportunities in this role you will drive the pursuit strategy ensure effective collaboration across diverse internal and external stakeholders and ultimately maximize win rates for highly strategic multi-million-dollar deals. The role requires exceptional leadership strategic thinking pursuit management expertise and a deep understanding of complex sales cycles in a global context.

You will report directly to our Global Head of GMP Sales and Matrixed to Vice President of Sales North America. Location for this role is open in US and Canada however Houston TX location is preferred.

KEY RESPONSIBILITIES

• Pro-actively developing GMP/Strategic Pursuits pipeline- from identification through screening and validation of the opportunities.
• Engaging very early in the project pursuit phase with senior management in order to influence the clients thinking on what they want to buy and how they should buy it.
• Identifying and communicating unique opportunities for the project/client where Honeywell solutions may add differential value.
• Developing and sustaining relationships with clients project teams at all levels such that Honeywells solutions and services become and are recognized as strategic to the client.
• Building relationships with local and/or EPC account managers sales and regional management field service leaders and other Honeywell functional groups alliance partners and key suppliers to enable maximizing the overall scope and profitability of each project pursuit to support and sell with a ONE-Honeywell mindset and approach.
• Coordinating the activity of Honeywell local account managers EPC teams technical resources operations project personnel legal & contracts to ensure Honeywells value to the client is maximized and win rates are maintained at >50%.
• Pursuit strategy development for the assigned project on a global basis.
• Face to face relationship development with all associated project decision makers up to and including executives of the end-user and EPC.
• Communication and persuasiveness of the ONE-Honeywell value proposition to the client.
• Coordination of HPA sales and support activity on all assigned projects globally.
• Support the development of regional HPA sales team members to clearly understand the value generators and cost drivers that must be communicated for overall success.
• Anticipate future trends accurately; learn quickly and think independently to adapt as required
• Manage customer expectations and contribute to a high level of customer satisfaction
• Provide detailed and accurate sales forecasting
• Maintain CRM data quality
• Able to travel 50% of the time including international travel

YOU MUST HAVE
Bachelors Degree
10 years in industrial market sales
Valid drivers license
Business Development experience
WE VALUE
MBA preferred.
Background in Automation Solution preferred
Experienced in complex sales: including engaging early in the customer buying cycle at senior levels; building long-term strategic and executive relationships; team selling and opportunity planning
Thorough knowledge of market penetration strategies and market development strategies
High energy able to stay focused long hours
Excellent interpersonal communication and presentation skills
Understanding of contractual language and experience with contract negotiations
Financial and business acumen
Attention to Detail and Follow-Up
Ability to handle multiple priorities and navigate in a highly matrixed environment
A capacity to make decisions in the face of ambiguity
An ability to lead diverse matrixed teams
Direct sales sales management Business Development marketing and project management experience
ABOUT HONEYWELL
Honeywell International Inc. (Nasdaq: HON) invents and commercializes technologies that address some of the worlds most critical challenges around energy safety security air travel productivity and global urbanization. We are a leading software-industrial company committed to introducing state-of-the-art technology solutions to improve efficiency productivity sustainability and safety in high-growth businesses in broad-based attractive industrial end markets. Our products and solutions enable a safer more comfortable and more productive world enhancing the quality of life of people around the globe. Learn more about Honeywell: click here
THE BUSINESS UNIT
Honeywell Process Automation is a pioneer in automation control software and services for the oil and gas; refining; energy; pulp and paper; gigafactory & battery manufacturing industrial power generation; battery energy storage; chemicals and petrochemicals; biofuels; life sciences; and metals minerals and mining industries. A leader in digitization Honeywell delivers software and services that help customers overcome competitive pressures and uncertain market conditions to achieve game-changing business outcomes. Honeywells comprehensive portfolio in process control monitoring and safety systems and instrumentation provides optimized operations and maintenance efficiencies to meet diverse automation needs. Our technologies are helping facilities supply chains and workers become more connected making them safer and more profitable our integrated industry-specific solutions are tackling customers complex problems no matter the size of operations.
Honeywell is an equal opportunity employer. Qualified applicants will be considered without regard to age race creed color national origin ancestry marital status affectional or sexual orientation gender identity or expression disability nationality sex religion or veteran status. Learn more about inclusion and diversity :click here