Global Key Account Leader - Honeywell

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. That means changing the way we fly, fueling jets in an eco-friendly way, keeping buildings smart and safe and even making it possible to breathe on Mars. Working at Honeywell isn’t just about developing cool things. That's why all of our employees enjoy access to dynamic career opportunities across different fields and industries.


Are you ready to help us make the future?


The Global Strategic Account Leader is responsible for developing and building strong customer relationships with Strategic/Key Accounts and optimizing the successes within these accounts across all Building Automation lines of business globally. Additionally, this leader is responsible for our Multisite/Retail sales organization, focusing on key Big Box/retail customers across BA that have a multisite solution. Reporting to the VP, BA Verticals & Global Sales Leader, this role is responsible for a business that is ~$300M and leading a team of approximately 20 sellers.


The Global Strategic Account Leader will achieve annual operating plans and execute strategic plans for growth by aligning talent and establishing a performance-driven culture to exceed business results. This leader will also be responsible for the overall financial, sales, and operational performance of the business related to identified strategic accounts. The role involves setting a vision and strategy, articulating that vision and strategy throughout the organization, and effectively rallying the team around it.


The successful candidate must be forward-thinking while being operationally engaged in a manner that helps the team build to accomplish its goals and develops the next generation of leaders. This includes fostering an environment where innovation thrives, and employees are motivated to take on new challenges and drive the company to new heights. Through strategic oversight and hands-on leadership, the Global Strategic Account Leader will ensure that Honeywell continues to lead in its markets and deliver exceptional value to its customers.


Key Responsibilities



+ Responsibility for management of global strategic accounts and multisite team to achieve annual orders plan target for global strategic accounts resulting in overall portfolio growth.



New accounts development and strategic account planning:



+ Continue to strengthen long-term strategic partnerships with the global Strategic/Key Accounts in partnership with the local Honeywell global regional teams.




+ Review and continuously update strategic accounts plans focused on white space and incremental growth from Strategic/Key Accounts to ensure above-market growth.



Strategic account engagement and C-suite relationships:



+ Engage strategic accounts at Senior Executive levels developing deep, long-term, trusted-partner relationships.


+ Create superlative, enduring customer experience leveraging access and interactions with key C-suite players and global decision-makers.



Transform Go-To-Market model to exceed growth:



+ Drive increased demand creation by adjusting different customer engagement models such as direct sales, sales through developer, consultant, contractors, and system integrators based on the accounts needs.


+ Owns political map for enterprise HQ customers.



Manage Teams account portfolios:



+ Conduct regular information gathering and analysis to understand strategic accounts needs across different aspects.


+ Work with marketing and engineering team to manage account portfolio.


+ Be able to forecast and facilitate customer needs.


+ Grow the 'share of wallet' with them by capitalizing upon market trends.



Develop and standardize strategic account processes:



+ Enhance the standard strategic account management, account planning and governance processes.


+ Continue to drive this methodology by working with the regional sales leaders and business units globally.


+ Lead, coach, and train non-strategic account managers within businesses to utilize these standards and methods to proliferate the strategic growth opportunities within the business and regions.



Manage internal structures/systems and remove growth obstacles:



+ Collaborate seamlessly with key stakeholders such as Presidents, VPs, regional GMs, and sales leaders to achieve major wins together


+ Drive internal projects/activities across multiple stakeholders to meet customers global needs.



Organization and talent management:



+ Continue to maintain and develop strategic account sales teams solutions and software selling capabilities.


+ Build strong successors/talent pipelines with C-suite sales capabilities.


+ Create a culture of success and ongoing business and goal achievement.


+ Develop robust performance plans for the strategic accounts and sales support teams to encourage and assure targeted growth. Plan and implement a growth plan including appropriate market initiatives which target very high growth opportunities



YOU MUST HAVE



+ Bachelor’s degree


+ 10+ years’ experience as a sales leader leading direct sales teams selling complex solutions to enterprise customers.


+ 10+ years’ experience with proven executive-level sales and business leadership track record is required; preferably building technology


+ 5+ years of global experience leading strategic account initiatives/organizations across the Americas, EMEA and in the Asia-Pacific region


+ 5+ years of experience with B2B experience within organizations providing industrial and/or technology-related complex solutions


+ Up to 50% global travel to support the team and meet with our global customers.



WE VALUE



+ An advanced degree in business or a related technical/engineering discipline is strongly preferred.


+ Digital/solutions/software sales experience.


+ Ability to work successfully with stakeholders of different cultural backgrounds.


+ Experience dealing with multiple channel strategy/multiple brands and developing new customers/partnerships.


+ Creative and analytical thinking skills, with the ability to adapt style and tone according to the situation and audience.


+ High level of problem-solving skills, planning, and organization.


+ Entrepreneurial and Business Acumen:


+ Energetic, resilient, and results-oriented leader with an entrepreneurial spirit and the ability to thrive in a fast-paced, customer-focused environment.


+ Ability to determine where to play, how to win, and what it takes to win, with a proven ability to execute strategies and collaborate effectively in a matrix organization.


+ Track record of driving year-over-year profitable growth and achieving excellence through building high-performance teams.


+ Ability to grow businesses in high-growth, new marketplaces, with a combination of technical and commercial acumen.



Leadership and Executive Presence:



+ Senior-level Executive with executive presence and self-confidence to interface with key stakeholders.


+ Leader who thrives on consistently raising the overall performance bar of the organization.


+ Exceptional communication skills and strong people management abilities.


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.