Design solutions to drive safe living and quality of lifeOur sales approach begins by identifying customer demands before they become challenges. We are committed to delivering customer success through our comprehensive expertise in energy efficiency, software, and technology.
Are you a Future-Shaper ready to join an experienced team with a proven track-record of success and focused on your development? Honeywell is looking for a professional, self-starter to join us as a Senior Account Executive to redefine how commercial and industrial customers achieve their sustainability commitments. We have been focused on energy efficiency for over 100 years with innovative building technologies that have defined the worlds infrastructure.
We are changing the industry, including most recently creating the worlds fastest computer and the most open building automation system. Today we are redefining the future and are looking for innovators with vision, tenacity and focus to help our customers benefit from those great innovations - and many more.
This Sr. Account Executive is responsible for generating sales of comprehensive energy solutions and distributed energy resources for facilities infrastructure modernization and resiliency in the commercial and industrial market. Our teams present a value-based solution using a consultative sales approach in a multi-level decision making environment. You will be armed with an experienced technical support organization and innovative, outcome-based solutions to create flexible ecosystems focused on customer needs. This position will also enable you to grow as a professional with future upward mobility opportunities available throughout the Honeywell organization.
The prospected candidate location will be in the Northeastern United States.
Key Responsibilities:
• Establish yourself as a trusted advisor to executive level decision makers regarding outcome-based solutions that drive success in addressing key needs to support their specific mission.
• Secure introductory appointments with top decision makers to discuss business solutions, including the enhancement, repair and modernization of their facilities infrastructure. •
• Utilize consultative selling techniques to identify customer challenges and needs with respect to financial, regulatory, resilience and technology goals.
- Penetrate new market or accounts, identify, and develop relationships with the key decision makers, uncover new business opportunities, recommend differentiated solutions, negotiate, and win the business. Engage at multiple levels in target customers
- Develop and demonstrate strong understanding of the customers business. Identify where Honeywell can add value through technology and solutions.
- Coordinate customer facing and internal efforts to produce winning value propositions and proposals that win orders and achieve or exceed Target.
- Leverage best in class sales methodology for maximizing sales potential. Follow the details of the Sales Operating System (SOS) with an emphasis on disciplined usage of our CRM, accurate weekly forecasting, monthly pipeline reviews and quarterly walk to plan.
- Lead a cross-functional team to develop comprehensive proposals that includes technical solutions, financial solutions, overall cost savings and green-house gas reductions.
- Maintain a working knowledge of the emerging renewable energy market, off-grid generation/storage, LEED accreditation, and carbon monetization.
- Management of disciplined sales process that delivers value to clients by relying heavily on financial drivers and agreed upon development milestones and requirements.
- • Utilize consultative selling techniques to identify customer challenges and needs with respect to financial, regulatory, resilience and technology goals.
- Ability to travel as needed, up to 50
You Must Have:
Bachelors/Technical Degree or 10+ years of Sales experience
Minimum of 7 years of consultative sales experience across a multi-state territory
Minimum of 7 Years of complex sales and /or business development experience in one or more of the following vertical markets; industrial, pharmaceutical, high-tech manufacturing, and commercial buildings.
We Value:
• Demonstrate a track record of taking a new account, breaking in at upper-level management levels, and creating a pipeline of opportunities that turn in to orders.
• Experience in developing distributed energy resource projects including solar PV, microgrids, and Combined Heat and Power generation assets.
• Demonstrated understanding of alternative project delivery models such as Energy Service Agreements, Power Purchase Agreements, and Energy Savings Performance Contracts.
• Ability to understand and articulate financial benefits of projects to key customer stakeholders, including C-Suite level.
• Candidate has a very good understanding of the industry value chain and understands well the client requirements. This results into the ability to clearly present our value proposition and our specific solution portfolio.
• Thorough knowledge of market penetration strategies and market development strategies
• Ability to develop and implement an effective communication plan for internal and external customers
• Proven effectiveness in a highly matrixed environment
• Strong commercial acumen, results driven
• Provides market feedback to product development making our portfolio stronger
• Experience planning, developing, and executing sales campaigns or programs in specific markets or for specific products
• Excellent communication skills and relationship building skills, at all levels of the organization
• Track record of developing, executing, and achieving tactical and strategic initiatives through active leadership that positively impact global business plans, operating profits, practices, policies and procedures.
• Proven ability to meet or exceed quota in a complex sales environment.
• Polished professional with excellent organizational, communication negotiations, and interpersonal skills.
