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Sr Channel & Distribution Manager

Job Description and Requirements

Sr Channel & Distribution Manager

Driving Infinite Possibilities Within A Diversified, Global Organization 

Be the front line seller who drives sales, identifying and generating opportunities for different kinds of customers. You will foster client satisfaction by maintaining regular customer contact and managing customer expectations. You will develop customer relationships through coordinating and/or attending trade shows, seminar, and similar events. You will provide education of Honeywell product through technical presentations. You will maintain, and provide reports and opportunity status using our customer relationship management system. You will provide competitive intelligence and market trends. You will provide forecast/demand input to Sales Inventory Operations Planning (SIOP). 

Drive business growth by discovering new opportunities, clients, and customers 
Deliver value by forging new strategic relationships 
Grow your knowledge of Honeywell products in a team-based culture focused on innovation and customer satisfaction 

Planning and Execution

  • The candidate must demonstrate an in-depth understanding of the key segments, verticals and customer groups that they will be working with. They should understand the customers key operational processes and objectives as well as their business risks and needs as related to the security and safety of their facilities, people and processes.
  • Identify new business opportunities to grow in adjacent verticals or with new applications in existing verticals that fit the segment criteria. Specific emphasis should be given to areas where the business can clearly differentiate itself by providing unique value based solutions.
  • Develop new strategic partnerships with distributers so as to strengthen the company’s ability and reach into the segment. Also work with existing partners to look at how we can extend our scope of supply.

Growth & Customer Focus

  • The candidate shall be able to clearly translate customer needs into optimal solutions that Honeywell Commercial Security can provide, ensuring that through each step of the process we are constantly engaged with the customer and other stakeholders to fine tune the solutions being offered, be able to clearly demonstrate where and how we meet their needs, how we are adding value and why we differ from the competition.
  • The candidate will develop long term relationships with key clients with particular emphasis on end users, consultants and contractors who can provide a recurring revenue/project pipeline
  • In conjunction with your Commercial Leader prepare and agree annual sales plans that reflect the maximum growth opportunity for the forthcoming period within the region/segment/verticals and across all product groups. Also put in place the requisite action plans required to execute this successfully.
  • In conjunction with sales, marketing and the factories; plan, promote and launch new products and solutions into the market in a timely and consistent manner. Ensure that each new product has clear messaging and a strong value proposition and that the opportunity to improve price and profitability is understood and maximised.
  • In conjunction with your Commercial Leader conduct periodic business reviews with all customers to look at performance versus plan and previous year, new projects and customer opportunities, the win/loss ratio, NPI take up, pricing and any other areas deemed relevant or necessary to drive growth. Take actions to stem poor performance and/or maximise on new opportunities
  • Working with the Commercial Excellence team to ensure that all customer agreements are up to date, that they reflect the products that they can sell and the regions/segment’s/verticals that they can sell them into.
  • Working with the Technical Services Leader ensure that all customers have the right amount of engineers trained on the various products that they sell and install. This includes making sure they carry out any periodic update training for new products or SW variants as required.
  • In conjunction with the Customer & Product Support Leader ensure that we have the right level of qualified project support including pre-sales, applications, project management, FAT/SAT, training and after sales so we can fully support a project from inception to handover.
  • In conjunction with Marcomms ensure that there is regular communication and contact with all customers through mail shots, bulletins, the web site and other media to ensure we develop and grow the “connectivity”,

Created with SnapAttend (trade shows, seminars, events)Visit CustomersSearch for New CustomersCampaign ManagemenCustomer ReportingYOU MUST HAVE

  • Bachelor's degree, or equivalent. Some experience in the field.

WE VALUE

  • A proficient understanding of key sales principles and best practices
  • Excellent team and communication skills
  • An ability to take initiative and work with limited direction
  • An ability to influence across a broader organization
  • An ability to influence customers, while maintaining healthy relationships
  • Significant experience in selling (industrial) products
  • Deep technical expertise
  • Understanding of the Honeywell value proposition as well as the competitive landscape

INCLUDES

  • Some Travel Required

ADDITIONAL INFORMATION

  • Category: Sales
  • Location: 1st Floor, The Plaza, Olaya Street, Riyadh, 09 SAU