Lead Sales Representative

Join the industry leader to design the next generation of breakthroughs

There isan immediate opening for an Account Manager in the Sub-Saharan Africa CustomerSuccess Organization with specific emphasis on West and Francophone Africabased in region.

Theobjective of this position is to provide the necessary customer coverage,relationship management and commercial and technical positioning of Honeywell UOP(HUOP) process technologies, products, equipment, and services to ensureoptimum market share in the region. The successful approach requiresflexibility, innovation, sensitivity to client needs and value delivery.

Candidatesmust have a sound technical and commercial background and be motivated towardsmeeting customer needs, achieving sales success, and contributing effectivelyto the meeting HUOP's annual sales objectives.

Key Responsibilities

• Own the full customer relationship with existing assigned customers.
• Develop and maintain good working relationships with key customer personnel from the executive level to the working and execution groups - together with the Regional Service Manager.
• Work with complex international companies, as well as growing, independent, focused companies to discuss how they make money, what issues they face and discuss HUOP solutions to improve their operations and profitability.
• Develop a clear understanding of assigned customers with respect to their business drivers, buying behaviors, and decision-making structures.
• Identify sales opportunities across all HUOP businesses.
• Organizing and manage intake to HUOP including internal RFQ/proposal review.
• Prepare sales strategy and provide input to technical strategy.
• Organize pricing/bid strategy meetings with the business.
• Deliver proposals and manage follow-up internally and with customers.
• Consult with Project Sales on revamp and new unit sales execution with existing customers and maintain customer relationships through such Project Sales events.
• Develop, manage and negotiate commercial agreements for After Market Business sales events including catalyst, equipment parts/services/maintenance, studies, etc.
• Develop and close sales opportunities within pricing guidelines.
• Communicate client needs and drivers to relevant groups within HUOP and communicate HUOP questions and clarifications effectively to client.
• Positioning of relevant process technologies and equipment with a view to ensuring HUOP's success as well as maximizing sales revenue.
• Complete won/lost reports for sales events in a timely manner.
• Forecast sales and revenues on a weekly basis.
• Manage accounts receivables for assigned customers.
• Prepare and implement customer account plans and maintain customer contact records.
• Gather competitive intelligence and communicate within HUOP.
  
  
  

YOU MUST HAVE

• University level engineering degree (BSc or equivalent in Chemical Engineering preferred).
• Significant experience (> 10 years) in Refining and/or Petrochemicals and/or Gas Processing Industries.
• Relevant experience in Sales and/or Business Development and/or Business Planning/Strategy Development.
  
  
  

WE VALUE

• A comprehensive knowledge of (sales)
• Excellent team and communication skills
• Being completely self-motivated
• An ability to influence across a broader organization
• An ability to exercise independent judgment
• An ability to influence customers, while maintaining healthy relationships
• Extensive experience in selling (industrial) products
• Deep technical expertise
• Understanding of the Honeywell value proposition as well as the competitive landscape
  
  
  

Additional Information

• JOB ID: HRD246569
• Category: Sales
• Relocation Tier: Not Applicable
• Security Clearance:
• Aviation Authority (FAA for US):
• Band: 04
• Referral Bonus: 247275
• Requisition Type: Standard Requisition
• US Citizenship:
• FLSA Statement:
• FLSA CODE: Exempt