Regional Channel Manager - Connected Solutions
Honeywell
Casablanca, GRAND CASABLANCA, Morocco
il y a 5j

Join a team recognized for leadership, innovation and diversity

Regional Channel Manager - Connected Solutions

Company Profile

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 enable 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.

Job Description

It’s exciting time to be a sales professional at SPS (Safety and Productivity Solutions) 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, Expeditors and Cisco as development partners as we embark on setting new standards in providing visibility across the supply chain.

The role is about sales and business development, targeting existing and prospective new customers across the Franco Africa 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.

Goals

  • 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 drive to 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 value-added goals
  • Key Deliverables

  • 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
  • Responsibilities

  • Business Relationships : Develop and sustain 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 : Manages the day 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;
  • Manage 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 manages 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 leverages 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 leverage 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

    Responsibilities :

  • This position is responsible for building winning strategies for Honeywell Connected Solution Voice, Global Tracking, Search and Rescue and Specifically the Intelligent Life Care in Franco Africa.
  • Advise the company in terms of market size, growth rate and trends for identified products and as well provide competitive information for the Connected Solutions in healthcare market
  • Improve and expand our local distribution / end-user (channel parties) base with high focus on Healthcare
  • 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 or direct end user approach
  • 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 forces 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 maintain 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
  • Proactively 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. 5 years customer / channel parties facing experience and channel selling to end customers and distributors in Morocco and Franco Africa.
  • Proof of quarterly and yearly sales target achievement including the required discipline and focus for achieving the set AOP
  • Experience managing good distributor relationships to ensure a profitable collaboration
  • Previous experience in technical understanding for Connected Solution especially the Healthcare Information Communication Technology
  • 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 Go getter 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 French & English language
  • Able to work independently
  • Understands remote organization philosophy and work structure
  • French is a must
  • 25% flexibility to travel
  • YOU MUST HAVE

  • Degree educated, with channel sales background and extensive commercial experience
  • Min. 5 years customer / channel parties facing experience and channel selling to end customers and distributors in Morocco and Franco Africa.
  • Proof of quarterly and yearly sales target achievement including the required discipline and focus for achieving the set AOP
  • Experience managing good distributor relationships to ensure a profitable collaboration
  • Previous experience in technical understanding for Connected Solution especially the Healthcare Information Communication Technology
  • Fluency in French and english languages
  • Willingness to trave
  • 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
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