28. 116073 Senior Account Manager

The Senior Account Manager maintains and expands relationships with strategically important customers. The Senior Account Manager is responsible for achieving strategic account objectives and achieving sales quotas. The Senior Account Manager represents the entire range of CCC line of Business products and services to assigned customers; while leading the customer account planning cycle and ensuring assigned customers needs and expectations are met by the company.

The Senior Account Manager will exhibit genuine interest in solving work problems through proactively asking questions, clearly communicating and collaborating both internally and externally to grow the business. In addition, the Senior Account Manager is responsible for understanding the competition and customers and showing initiative to learn and continuously improve company processes.

DUTIES & RESPONSIBILITIES

Listed in order of relevance:

- The Senior Account Manager will be responsible for establishing productive, professional relationships with key personnel in assigned customer accounts, with a primary focus on major 3-4 accounts to develop detailed account plans.

- Coordinate the involvement of company personnel, including support, Customer Support Managers, Greenfield team, service, and manage resources to meet account performance objectives and customers expectations.

- Meet assigned targets for profitable sales volume, and strategic objectives in assigned accounts, by winning orders, providing an easy migration path for customers, driving upgrade and retrofit projects, eliminating threats and supporting the GF team in project stages.

- Proactively leads a joint company-strategic account planning process that develops mutual performance objectives, financial targets, and critical milestones for a one and three-year period.

- Proactively assesses, clarifies, and validates customers needs on an ongoing basis.

- Lead solution development efforts that best address customer needs, while coordinating the involvement of all necessary company personnel.

- Drive synergy and identify leads for cross selling across Honeywell IA portfolio

- Respond to change productively and handle other duties as required.

• EDUCATION & EXPERIENCE University engineering degree.
• 10+ years of strategic sales experience in a business-to-business sales environment in a technical solution environment with extensive work experience with major Oil & Gas and petrochemicals customers in Indonesia.
• 5+ years of experience in a turbomachinery controls or automation business is required.
• Experience in successful Major Accounts Management in Indonesia.
• Experience or demonstrated capabilities in managing and leading direct and indirect sales channels (channel partners).
• KNOWLEDGE & SKILLS Business acumen; understands customer needs; how customers make money; and how to link that to the needs we are capable of fulfilling.
• Commercial Acumen; knows how we need to position vs competition; how do we price to win; how we structure a deal to win; and how we reduce risk while winning.
• Ability to mobilize internal and external resources to win our position to win and improve CCCs status in the overall buy-sell hierarchy.
• Relationship development in high value accounts.
• Demonstrated contract negotiation skills.
• Exceptional presentation & communication skills.
• Ability to collaborate and mobilize internal and external resources.
• Sensitivity to territory business culture.
• High dollar; solution value sales process knowledge.
• Experience with planning; budgeting; forecasting and other management tools to analyze; plan and direct business programs.
• Proven record of success in sales and maintaining strong relationships with customers.
• Proven ability to efficiently use all Microsoft Office products and CRM system.
• Ability to read; speak; and write in English required.
• Ability to conduct high level sales demonstrations and presentations.
• Ability to assess and utilize AE processes and quality and sales methodologies.