Account Manager II

Account Manager II

Join a team recognized for leadership, innovation and diversity

POSITION TITLE: Strategic Account Manager  

REPORTING TO: India Sales Manager –Advanced Sensing Technology (AST) - India

APAC LOCATION: Bangalore

COMPANY BACKGROUND/CULTURE

Honeywell (www.honeywell.com) is a Fortune 100 software-industrial company that delivers industry specific solutions that include aerospace and automotive products and services; control technologies for buildings, homes, and industry; and performance materials globally. Their technologies help everything from aircraft, cars, homes and buildings, manufacturing plants, supply chains, and workers become more connected to make our world smarter, safer, and more sustainable.

CHALLENGING WORK THAT MATTERS

At Honeywell, people are the ultimate differentiator. From the boardroom to the manufacturing floor, the company focus on having the best people organized the right way and motivated to do the best job for their customers every day. Their global reach, the industries they serve, the programs they offer, and the breadth of their portfolio enable the people to have dynamic careers, develop into leaders, and gain experiences across businesses, functions, and regions. They are committed to the constant improvement of their people as well as their learning processes. They provide a broad range of tools and curricula – including virtual experiences – centered on self-directed learning and business acumen.

THE OPPORTUNITY

Honeywell is currently looking to recruit a high-caliber, seasoned professional to serve as the Key Account Manager. This position is responsible for defining, driving, and growing the Channel ecosystem along with Strategic Key Accounts for AST Business across India. The incumbent is expected to work in collaboration with the respective leaders in sales, marketing, offering management and various other functions to develop a robust channel ecosystem by increasing Honeywell’s wallet share with partners for sustained growth.

SCOPE AND RESPONSIBILITIES:

The person in this role will be responsible for delivering sales results through company’s channels measured in revenue and demand generation. In addition, this leader will be responsible for setting and managing the strategic direction for the channels. The strategic direction includes managing channel partners capabilities, coverage and compensation models across all of Company’s verticals. The candidate must have a Channel and Distribution management background, preferably in automation / sensors industry, and be able to perform and deliver results, with accountability and responsibility. The focus would be on the individual to deliver on promises. She/ He must have the gravitas of pulling it all together in a highly matrixed environment.

 

RESPONSIBILITIES: Enable organic growth of the AST Business in India:

• Work with Sales leaders to develop the strategic account plan.

• Influence the strategic direction for Company’s overall revenue sales for current and future growth.

• Establishing plans to achieve financial targets for the account & channel organization.

• Develop tier-based channel ecosystem.

·        Knowledge on CRM tool like SFDC and Sales Process for OEM & Channel business.

• Responsible for ensuring optimum Distribution and Channel inventory by collaborating with leadership team in setting sales in and sales out targets for the channel.

• Responsible for managing executive level relationships with top leadership and other department accounts.

• Demonstrate excellent cross-functional leadership by building strong relationships with leaders and key work partners both internally and externally for collaboration, communication, and accountability.

• Collaborates with Global Marketing to develop growth and strategic direction in strategic accounts.

• Responsible for managing revenue and demand generation, as well as channel economics inclusive of discounts, rebates, MDF and Co-Op investments.

• Driving sales campaigns, leading price discussions, product fulfilment

• Manages potential account concerns with other internal functions by fostering excellent communication internally and externally, and through strict adherence to channel rules of engagement.

• Ensure partner compliance with partner agreements.

EDUCATION QUALIFICATIONS AND OTHER REQUIREMENTS

• An Graduate degree in Engineering or Postgraduate in Business or a related discipline is required. MBA from a premier B- School is preferred

• Experience working for Pan India Business/Bangalore, Hyderabad

• 12+ years of overall experience with at least 10 years in Distribution and Channel management in a B2B environment

• Proven success in leading strategic planning, growth initiatives, and business operations

• Ability to manage multiple, complex projects and changing priorities, making sound decisions and working effectively with cross-functional and international teams

• Strong ability to influence peer group, ability to forge solid relationships and manage across a broad and geographically dispersed business and teams.

·        Strong experience in SFDC tools will be preferable.

Additional Information

• JOB ID: HRD239446
• Category: Sales
• Location: HW Camp II,Bldgs 9A&9B,Plot C2,RMZ Ecoworld,Varturhobli,Sarjapur Marathahalli Outer Ring Road,Bangalore,KARNATAKA,560103,India
• Exempt