Lead Channel Sales Representative - HVAC Controls

Honeywell • Baltimore, MD, US • 2m ago

Innovate to solve the world's most important challenges

Deliver business value through Right and Fast partnership

The future is what you make it. When you join Honeywell, you become a member of our global team of thinkers, innovators, dreamers, and doers who make the things that make the future. Our mission is to attract, retain and develop diverse and highly motivated, entrepreneurial employees striving to flawlessly deliver superior value to our customers every day.

Honeywell Building Automation (BA) is a leading global provider of products, software, solutions, and technologies that enable building owners and occupants to ensure their facilities are safe, energy efficient, sustainable, and productive. BA products and services include advanced software applications for building control and optimization; sensors, switches, control systems, and instruments for energy management; access control; video surveillance; fire products; and installation, maintenance, and upgrades of systems. Revenues in 2022 for BA were $6B and there are approximately 18,000 employees globally.

As a Lead Channel Sales Representative here at Honeywell BA, you will have a pivotal role in driving the sale of products, systems, and services through resellers/channels to achieve sales and profit goals. You will identify and approach key or strategic partners and set short and long-term channel strategies. You will develop customer relationships through partnering with Resellers and provide education of Honeywell products through technical presentations. You will manage, maintain, and provide reports and opportunity status through regular business reviews. Additionally, you will analyze competitive intelligence, market trends, and drive New business for Honeywell BA. This role will have a territory of New Jersey, New York, and Pennsylvania.
Time Allocation in the Future State Sales Motion

25% Identifying and penetrating new customers and markets
50% Growing and expanding spend in existing customer base
25% Maintaining revenue from existing customers

Key Responsibilities

Manage relationships and serve as trusted advisor to executive customer stakeholders
Identify and develop new relationships with potential customer stakeholders
Oversee and manage customer relationships for an assigned book of accounts
Identify additional cross-/up-sell opportunities for strategic, high-growth products using SFDC data and collaboration with sales reps
Understand and articulate value propositions of Honeywell solutions and offerings
Monitor and interpret product usage data for an assigned book of accounts to identify opportunities to improve adoption, pursue renewal opportunities, up-sell within existing products, or identify opportunities for a sales rep to cross-sell
Develop strong, collaborative working relationships with internal stakeholders across the organization including
Finance/Pricing, Legal, Customer Success, and Offering Management, etc.
Regularly or frequently undertakes coaching and mentoring for Sales (and sometimes marketing) community
May have short-term interim people leader responsibilities, when necessary
Expert knowledge of Honeywell Building technologies and solution offerings
Understanding of all Honeywell policies and procedures

YOU MUST HAVE

Sales Experience: 7+ years
Segment/Market/ Channel: 7+ years

WE VALUE

Advanced Degree(s) in Business Management or other relevant discipline
Bachelor's Degree in Business Management or other relevant discipline
Advanced proficiency or Basic trainer level knowledge in Challenger methodology, Honeywell technologies/solutions,
Honeywell policies and procedures
Customer Centric Mentality - Demonstrated ability to develop and foster strong customer relationships
Business Acumen and Vertical Expertise - In-depth knowledge of Honeywell and Business Strategy
Results Driven - Ability to achieve results through influence in a matrixed-team environment
Market Awareness - Familiarity with industry regulatory requirements and future mandates
Competitive and Trend Awareness – Understanding of competitor platforms, products and technologies
Communication - Strong verbal and written communications skills, including experience in technical writing and preparation of proposals
Business Travel Requirement - Ability to travel up to 50% both domestically and internationally

Additional Information

JOB ID: HRD240461
Category: Sales
Location: 6935-6937 Golden Ring Rd,Baltimore,Maryland,21237,United States
Exempt

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.