Join the industry leader to design the next generation of breakthroughs
I. Purpose of the Job
Drive the organization to reach a profitable sales growth within targeted Key Distributors. Preserve the existing business within key accounts and generating new business.
Create credibility, build strong, lasting client relationships and earn the client's trust.
II. Principal Responsibilities
Establish strong strategic partnership with Key accounts (Distributors), leading to the positioning of Honeywell Safety Products as first choice for Personal Protective Equipment
Measure current sales within Key Accounts and develop action plans to increase sales revenue
Responsible for building and implementing key account plan (business potential, contact lists, competition, value proposition and action plan).
Manage getting the right resources to support the key account plan.
Lead complex contract negotiation (three parties , pan European account)
Build strong relationships with the decision makers within the key account, create and identify business opportunities
Engage with internal resources (e.g. Product Sales Specialist) to win product or solution specific opportunities
Identify and target Vertical Sector Key Accounts which will provide sales opportunities
Understand and communicate industry trends (safety standard, change of technology ), competitive strategies and product technologies.
Provide input for the annual operating plan (AOP) and the long term business plan (LTBP).
Provide data to support monthly product forecasting process.
Reach sales and profitability targets for each line of business for the targeted large accounts.
Lead presentations, proposals and plans as necessary.
Detect cross selling opportunities within HSP, HLS and HON.
III. Main Networks & Contact Links
TSM (Territory Sales Managers)
PSM (Product Sales Managers)
Pan European Large account leader
Lobbying (Federation / Industry club )
I. Education Required (academic and / or technical education)
University degree in business administration OR commercial / technical education
II. Work Experience Required (area and length of experience)
Min. 5 years customer-facing outside sales experience, selling to distributors
Experience in sales of products through the indirect sales channels (distributors)
Experience in B2B sector
III. Technical Skills & Specific Knowledge Required (specific skills and knowledge required for the position)
Good negotiation skills.
Good understanding of how to manage distributor relationships to ensure a profitable collaboration
Ability to embrace a large amount of knowledge : logistic, legal, finance.
Project management skills
IV. Behavioural Competencies Required (e.g. organisational skills, ability to lead a team, etc.)
Excellent verbal and written communication and influencing skills on all levels of an organisation
High level of customer orientation coupled with a solution-oriented approach
Goal-oriented and able to deliver on commitments
Ability to work and organise workload independently
High level of integrity and demonstrated portrayal of the 8 Honeywell behaviours
Persuasive ability to influence
Diplomatic and able to build objective lines of argument / rationales for action and present viewpoints assertively
Time management, organisational skills
Analytical problem-solving ability
Cross selling mindset
Able to work in conflictive situation during negotiation
Ability to mobilize internal resources and work in a cross functional manner.
V. Language Requirements (written and spoken skills)
Fluent in written and spoken language of the Country of employment
Business fluent in written and spoken English
Additional languages an advantage
Clean driver’s licence
Excel / Power Point / MOS