Senior Account and Channel Manager
Honeywell
full-time
Posted on:
Location Type: Hybrid
Location: Madrid • Spain
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Job Level
About the role
- Responsible for managing Pan-European and Regional channel partners and their branch offices in Spain and Portugal.
- Building senior executive relationships with key stakeholders.
- Work with channel partners sales teams to create new business opportunities.
- Identify and build relationship with Key Accounts/End Users, to better understand their needs and develop a larger share of demand for Honeywell.
- Development of account plans & aligned strategic initiatives.
- Implement the regional sales programs and campaigns with the channel partner, as well as to develop and implement the necessary specific programs and initiatives for the channel partners to ensure the expected performance.
- Use our Field Application Engineers and Offering Management team to train and develop distribution partners in relation to our product lines, target applications/markets and sales methodologies.
- Provide accurate and timely forecasts.
- Apply the proactive selling approach by using our CRM system, keep it up to date with all sales-related activity including (but not limited to) meeting schedules, meeting notes, contact persons, business plans, as appropriate, quotations, price requests, revenue forecast data, schedule dates and sales team members.
- Take responsibility for the data integrity in the system.
- Be able to report weekly performance to the leadership of specific opportunities. Furthermore, sales data, progress on incentives, new product releases, sales trends and all other key performance indicators should be monitored and managed on a pro-active and continual basis. At all times, understand the ‘health’ of the business being.
- Articulate and deliver value proposition through understanding customer needs and tailoring solutions
- Identify new sales opportunities and focus on providing consultative support by building value propositions for solutions into our customers
- Manage momentum through the sales cycle.
- Build rapport with customers at all levels (including senior leadership) within their organization.
Requirements
- Bachelor’s degree in engineering.
- Minimum 5 years of Account Management experience in business-to-business sales in a Manufacturing/OEM environment with high added value solutions.
- Previous experience with distribution/channel management.
- Understanding of multi-dimensional routes to market - via Channel, Distribution and Direct.
- Excellent sales acumen, including experience in building and maintaining relations.
- Outstanding interpersonal, communication, and presentation skills.
- Experience using Salesforce (or similar), among other IT tools.
- Native Spanish speaker.
- Proficiency level / fluent in English.
- Maximum 30% willingness to travel across Spain and Portugal.
- Based on a home office environment but associated to our legacy office in either Madrid or Barcelona, other heavy industrialized areas may be considered as well.
Benefits
- We are an equal opportunity employer and value diversity at our company. We do not 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 to participate in the job application or interview process, to perform crucial job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation.
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills & Tools
Account ManagementB2B SalesSales ForecastingSales MethodologiesConsultative SellingStrategic PlanningData Integrity ManagementValue Proposition DevelopmentPerformance Monitoring
Soft Skills
Interpersonal SkillsCommunication SkillsPresentation SkillsRelationship BuildingSales Acumen
Certifications
Bachelor’s Degree in Engineering