Senior Sales Representative - Honeywell Sensing Solutions (HSS)

Location - Istanbul, Turkiye

• Provides primary customer interface responsible for the development of business, and management of relationships, with assigned customers
• Manage all aspects of engagements with existing and new customers in Honeywell Sensing Solutions business; dedicated to the portfolio for custom-engineered sensors, switches, machine safeguarding and other devices offering enhanced precision, repeatability and durability to a variety of original equipment manufacturers
• Build relationships and understand customer business to provide appropriate products or solutions.
• Define sales and growth strategy toward key customers while aligning with critical sales business objectives.
• Identify opportunities and build credibility with customers, utilize your product knowledge to deliver the value proposition to the customers
• Increase overall performance of the organization by creating strong customer relationships and new customer partnerships within your organization.
• Develop and maximize Honeywell presence and market share in designated accounts and territory
• Drive continuous improvement and lead change in a premiere Sales Organization
• Works closely, with the Management Team, to ensure 100% customer satisfaction

Key Deliverables:

• Prepare reports and documentation to conduct ongoing customer reviews
• Improve Maintain successful customer relationships
• Conduct quarter/half year/ annual customer facing business reviews
• Establish long term business relationships with C level executives and other decision makers
• Identify growth opportunities within existing accounts and new accounts

Meet / exceed revenue goals

Skills:

• Establishing and building credibility
• Developing and sustaining strong customer relationships
• Articulation of value and demonstrate of solutions that map to customers’ needs
• Mature, credible, highly professional, and comfortable in dealing with individuals at very senior levels.
• Demonstration of strong verbal and written communication skills
• Identification of customer issues and successful resolution
• Demonstration of tenacity, experience and positive attitude
• Management of time and demonstration of self-discipline
• Balance and persistence in customer follow-up
• Demonstrates compelling persuasion and questioning skills
• Utilization of effective problem-solving skills
• Socially aware
• A team player with clear leadership qualities. Someone who remains calm in high pressure environments.
• A natural forward planner who critically assesses their own performance. Able to take calculated risks.

Knowledge:

• Fluent in English and Turkish
• Basic industry and market knowledge
• Understanding of the customers’ business and organization
• Financial and business acumen
• Understands customers’ decision-making processes, buyers, and influences
• Understand and articulate basic business finance terms and the necessity for financial control & TCO
• Acceptable level of knowledge and practice of MS Office packages. Good knowledge of CRM tools (SFDC) is an advantage.

Experience:

• Engineering or Business bachelor’s degree
• Minimum 5 years of Account Management experience in business to business technical sales in a Manufacturing/OEM environment with high added value solutions.
• Experience working with OEM’s in these verticals will be an added advantage - Medical, Aerospace, Defense, Industrial/Manufacturing, Consumer Goods, Transportation.
• Successful and demonstrable track record of End User as well as Channel account management

Responsibilities:

Responsibilities will include but not be limited to the following:

• Understanding and articulation of the value that Honeywell brings, to the customer, to drive specific business outcomes
• Initiate and build solid working relationships with diverse customer & partner decision makers and influencers, leading customer presentations and creating propositions.
• Provides primary customer interface responsible for the development of business, and management of relationships, with assigned customers
• Target named existing and develop new defined End User customers across the given region.
• For each of those key strategic accounts, identify business opportunities, covering the buying centers, transforming the account in a continuous and consistent revenue generation line, while establishing long term business relationship within the account.
• Creates, maintain and update Account Plans including Relationship maps & Executive sponsorship with initiatives or actions plan.
• Establish long term business relationships with C level executives and other decision makers; Network within the customer account and industry; Facilitate resolution of all customer problems; Serve as a central resource for communications with the customer by working closely, with the Management Team, to ensure 100% customer satisfaction.
• Utilize whole available products and services portfolio in all potential business opportunities within the strategic target accounts, to generate a consistent and continuous revenue entry for each of them
• Searching for new customers and travelling to visit potential customers.
• Co-operate with other divisions of Honeywell to generate new business opportunities.
• Ensure the achievement of quarterly and annual sales targets and management-based objectives that will be communicated from time to time.
• Use our Field Application Engineers and Product Marketing team to train and develop distribution partners in relation to our product lines, target applications/markets and sales methodologies.
• Works with cross functional teams to build appropriate engagement to deliver revenue targets.

Commercial Excellence

• Keep the CRM system up to date with all sales related activity including (but not limited to) meeting schedules, meeting notes, contact persons, business, and account planning, quotations, price requests, revenue forecast data, SKU requirement data, schedule delivery dates of product/solution.
• Take responsibility for the data integrity in the system.
• Provide accurate and timely forecasts.
• Be able to report weekly performance to the leadership of specific opportunities. Furthermore, sales data, progress on incentives, new product releases, sales trending and all other key performance indicators should be monitored and managed on a pro-active and continual basis. Understand the ‘health’ of the business being managed.