Sr Sales Supervisor

Sr Sales Supervisor

Mumbai, Maharashtra, India

Job Description

Customers

Understand the customer’s industry drivers, business objectives, and organisation so that effective growth / maintain / manage strategies are developed which will underpin the value that Honeywell brings to the customer to drive to real business outcomes.

Develop, own and lead the deployment of growth / maintain / manage strategies for the territory-assigned Account Portfolio.

Develop and sustain long term customer relationships, establishing these relationships while engaging customers at all levels of the customer organisation including senior facilities managers and C-level executives.

Champion the customer’s needs and requirements within the Honeywell organization, and work closely with the Management Team to ensure 100 percent customer satisfaction.

Actively utilise the customer surveying solutions made available by the business.

Deploy strategies to understand the key influencers in the customer organisation and their key pain points.

Sales Excellence

Achieve Sales Orders Annual Operating Plan (AOP) targets) while following established pricing policies.

Manage and maintain a balanced approach to superior customer service and strategic account planning, quarterly revenue results and long term customer goals.

Identify services revenue opportunities and focus on providing consultative support by building value propositions for the customer.

Manage and build customer contacts, serving as the customer’s ambassador, trusted advisor and advocate.

Engage and inform the sales team on any potential new sales opportunities within the territory-assigned Account Portfolio.

Establish oneself as an advisor on customer relationship strategies, account and sales plans, proposal strategies and contract negotiations.

Manage all sales related activity through the accurate, timely and detailed use of the Customer Relationship Management (CRM) tools.

Effective Team Member

Collaborate with Honeywell team peers to share and impart knowledge.

Leverage resources to address customer drivers and initiatives in a consultative manner.

Guide and leverage management and executive sponsor interactions with the customer.

Maintain a high degree of awareness of customer’s next best alternatives and communicate competitive challenges to sales management and technology teams in a timely manner.

Understand and manage any conflicts or overlaps within the Account Portfolio.

Actively embrace the HBS Sales Management Operating System to include one on one’s with the District Field Services Leader, team calls, forecasting calls, opportunity reviews, Plan to Make Plan (PtmP) development with timely and accurate updates.

Financials

Responsible for achievement of margin, orders, revenue and plans for the territory-assigned Account Portfolio.

Deliver a year on year growth in margin, orders, and revenue for the territory-assigned Account Portfolio in order to meet both annual and long term growth expectations.

Responsibilities

Experience

5 years sales experience selling directly within the building industry and relevant technical environment

Proven experience in consultative selling with experience in collaborating across both client and own organization to drive a One-Honeywell approach

Demonstrated experience in customer engagement at senior levels and capacity to build long-term executive relationships.

Solid understanding of customer financials and the ability to build business case investments.

Professional Skills / Knowledge

Proven experience in selling to senior customer stakeholders

Track record for establishing and building credibility within relevant industry and technical environment

Strong organisational skills with ability to orchestrate and manage services growth

Decisive, high energy and ability to energize others

Excellent negotiation skills with the ability to understand the customer needs and articulate total value offerings to customers

Ability to clearly demonstrate how solutions map to customer needs.

Compelling presentation and communication skills

Ability to build relationship strategies, account and sales plans, and proposal strategies

Ability to prioritize and focus efforts on best opportunities (short and long term) based on business needs.

Capacity to push self and others to achieve bottom line results

Show balance and persistence in customer follow-up

Proven ability to secure and finalise the sale

Demonstrate in-depth industry and market knowledge

Understand the life cycle value proposition of HBS and its’ offerings

Demonstrate a well-developed sense of the customers’ business, their drivers, and their organization.

Financial and business acumen

Demonstrate an understanding customers’ decision making processes, buyers, and influencers.

Knowledge of HBS processes, commercial terms and contract terms.

Basic understanding of Honeywell portfolio across Line of Business, verticals and applications.

Behaviour Competencies

Competency

Definition

Account Analysis and Planning

Identify sales opportunities by ensuring that the customer issues and needs are fully understood, and appropriate options are evaluated and account management strategies and plans are developed to achieve key sales objectives.

Business Acumen

Knows how businesses work and is knowledgeable in current and possible future policies, practices, trends, technology, and information affecting an organisation. Understands the competition and is aware of how strategies and tactics work in the marketplace.

Communicating with Influence

Understands how to communicate in a manner that is clear, concise and easily understood. Communicates with influence using persuasive arguments, appropriate language, style and terminology for the situation.

Consultative Selling

Employs strategic and consultative sales techniques to identify and create sales opportunities. Develops unique or customised solutions to meet customer spec