Design solutions to drive safe living and quality of life
Are you ready to help us make the future?
We don’t just sell things. We offer solutions to tomorrow’s challenges.
Our sales approach begins by identifying customer demands before they become challenges. We’re committed to delivering customer success through our comprehensive expertise in software and technology.
Honeywel l is a global leader in the areas of technology and advanced manufacturing processes. In almost 100 countries around the world, about 132,000 employees develop and manufacture reliable and state-of-the-art-products in the fields of Aerospace, Transportation and Power Systems, Specialty Materials and Automation and Control Solutions.
Honeywell Safety and Productivity Solutions provides comprehensive solutions that enhance workplace safety and incident response, improve enterprise and workflow performance and enable greater product design innovation.
Customers rely on Honeywell’s connected solutions to provide real-time safety intelligence, increase worker productivity and enrich operational intelligence with data-driven insights that build smarter business decisions.
Honeywell SPS serves customers in aerospace, automotive, commercial building, first responder, field service, healthcare, logistics, manufacturing, oil & gas, power and utilities, medical, retail, supply chain, test & measurement and transportation markets.
Its exciting time to be a sale professional at SPS Connected Solution. Come be part of a winning team leading the industrial software transformation.
Deliver true value through IOT that your customers. Join the team that has brands like Intel, ATT, K&N, DHL, Expediters and Cisco as development partners as we embark on setting new standards in providing transparency across the supply chain.
You are responsible for sales and business development, targeting existing and prospective new customers across the given region.
You will directly report to the Connected Solution Sales Leader.
About you You thrive in bringing new solutions to market. You cherish the opportunity to pave a new path and get rewarded handsomely if the path leads to successful sales.
You thrive more on the upside of the commissions vs the security of the base salary (the role is structured with base+high potential commission sales).
You enjoy selling using a marker and flip chart. You enjoy the reputation of a trusted advisor with your customers.
Primary customer interface responsible for the development of business, and management of relationships, with a specific customer.
Understanding of the customer’s business, drivers, and organization, and an understanding of the value that our solution brings to the customer to work towards real business outcomes.
Dissemination of key messages, initiatives, and of information pertaining to the value our solution brings to that specific customer at senior levels of the customer’s organization.
Business partner to the customer, establishes a defensible barrier to competitors, maximizes the business potential of their customers, and acts as the primary supplier interface for products, solutions and services with this customer.
Champions the customers’ needs and requirements within the Honeywell organization
Works closely with the Management Team, to ensure 100% customer satisfaction
Responsible for achievement of revenue, margin plans and economic valuable goals
Territory and Opportunity, Plans and Strategy
Customer Relationships and Account Development
Customer specific pursuit plans and annual customer facing business reviews
Growth in the form of new opportunities within new accounts and expansions within existing accounts
Orders and margin in support of Annual Operating Plan
Accurate forecast of orders and growth opportunities
Business Relationships : Build long term customer relationships; Establish these relationships while engaging customers at all levels including senior levels of the customer organization;
Early engagement in the customer buying process diagnosing customers’ needs and tailoring solutions to match; Will network within the customer account and industry.
Sales Process : Improveday to day and strategic : maintaining a balanced approach to superior customer service and strategic account planning;
quarterly results and long term account goals; Identifies new sales opportunities and focuses on providing consultative support by building value propositions for solutions into the account;
Run and build customer contacts, serving as the customer’s ambassador, trusted advisor, and advocate; Focal point for relationship strategies, account and sales plans, proposal strategies, contract negotiations, etc.
Customers : Engage technical buyers, economic buyers, and relationship buyers; engage customers at all levels in an organization including executive level decision makers;
Typically runs 10-20 customer accounts with growth potential; responsible for account retention and penetration.
People Management : Leverages resources to address customers’ drivers and initiatives in a consultative manner; Guides and demonstrates management and executive sponsor interactions with the customer;
Responsible for motivating the account team, providing strategic vision for the account while driving self and others to produce positive business results.
Partnerships and alliances : Develop the necessary partnership and alliances with external integrators and other business partners to provide demonstrate in each strategic account and opportunity
Results : Profitable growth in the form of opportunities with new clients and new opportunities within existing accounts;
Orders and margin in support of Annual Operating Plan
This position is responsible for building winning strategies for Honeywell Connected Solution & specifically the Voice, SAR and ILC in Turkey supporting our existing distribution partners and end-users in the Eastern Provident Region
Advise the company in terms of market size, growth rate and trends for identified products and as well provide high-reaching information for the Connected Solutions market
Improve and expand our local distribution / end-user (channel parties) base with high focus on Logistics, Supply Chain, Healthcare & Freight sector
Advertising the full spectrum of Connected Solutions to channeled parties to create selling opportunities
Achieve and exceed the annual sales targets for the assigned area and for each Line of Business (LOB) through channeled parties
Continuously look for customer acquisition and expanding LOB within existing customers
Develop and maintain a highly effective distributor network
Provide awareness, technical & training support to distributor / channeled sales strengths when needed
Visit largest end-users to identify needs and convert them to Connected Solution
Build a value proposition to differentiate SPS Connected offer from competitors
Support Distribution channels by generating sizable orders and leads for them
Join and assist distributors / channeled sales force with end user visits to specify and win new business
Maintain ongoing knowledge of the marketplace and competitor data, so that you can position Honeywell as the leading provider of Connected Solution
Ability to assess market situation and can identify risk
Participate in local exhibitions, promotion campaigns and product training programs for potential / existing customers
Assure the deployment of large account plan in coordination with the local leader and full coordination with Segment Leader & Product Managers.
Penetrate targeted vertical market segments (e.g. Logistics, Supply Chain, etc.) as appropriate and manage relationship with existing key accounts
Understand and analyze Connected Solutions market such as main competitors, market trends, pricing etc.
Suggest Marcom activities that will contribute to support the growth within the territory and / or region
Enthusiastically involved / leading effort in product life cycle including launch of product and promotion
Report regularly channeled parties sales activities & opportunities
Experience & Qualifications :
Degree educated, with channel sales background and extensive commercial experience
Min. 3-5 years customer / channel parties facing experience and channel selling to end customers and distributors in Turkey.
Proof of quarterly and yearly sales target achievement including the required discipline and focus for achieving the set AOP
Experience running good distributor relationships to ensure a profitable collaboration
Previous experience in technical understanding for Connected Solution
Demonstrated Salesman abilities with a passion for Sales
Excellent verbal and written communication and influencing skills on all levels of an organization
High level of customer orientation coupled with a solution-oriented approach
Goal-oriented and able to deliver on commitments
Ability to work and organize workload independently
Time management, organizational skills
Cross selling mindset
Intelligent risk taker
Self-Motivated and Doer personality; Can work with minimal supervision
Ability to effectively negotiate at multiple levels within an organization, both commercial and technical
Effective honest communication capabilities (good written and verbal skills)
Dynamic personality, results driven, champion of change
Must demonstrate high ethical and integrity standards as the same will be required in all interactions within Honeywell and its partners
Fluent in English language
Able to work independently
Understands remote organization philosophy and work structure
English is a must
25% flexibility to travel
Securing and finalizing the sale
Establishing and building credibility
Strong ability to develop and sustain customer relationships
Clearly articulate value and demonstrate how solutions map to a customers’ needs
Compelling presentation and communication skills
Establish relationship strategies, account and sales plans, and proposal strategies
Handle and direct resources towards meeting clearly articulated account objectives
Execute effective negotiation strategies and plans
Motivate others; high energy individual
Be optimistic and tenacious at the same time; while applying experience, and a positive attitude consistently to deliver bottom line results for Honeywell.
Prioritize and focus efforts on best opportunities (short and long term) based on business needs.
Push self and others to achieve bottom line results
Balance and persistence in customer follow-up
See ahead clearly; can anticipate future trends accurately; learn quickly and think independently to adapt as required
Willingness to travel through the given region as the business and opportunities demand - occasionally at short notice (and occasionally outside of the given region)
In-depth logistics industry and market knowledge
A well-developed sense of the customer's business, their drivers, and their organization.
Financial and eye for business
Understands customers’ decision-making processes, buyers, and influences
Fluent in requires local languages and English
Five plus years of sales experience.
Selling logistics-based solutions / services highly preferred.
Customer engagement at senior levels; building long-term strategic and executive relationships
Cross selling and consultative selling - experience with collaborating across both client and own organization to drive a One-Honeywell approach
If you believe this is your dream role, then we'd love to hear from you, and apply.