Senior Account Manager

Purpose of the Job

• Primary customer interface responsible for the development of business, and management of relationships, with a specific customer or customers.
• Understanding of the customer’s business, drivers, and organization, and an understanding of the value that Honeywell brings to the customer to drive to real business outcomes.
• Dissemination of key messages, initiatives, and of information pertaining to the value Honeywell brings to that specific customer at all 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 all products, solutions and services with this customer.
• Champions the customers’ needs and requirements within the Honeywell organization.

Business Relationships

• Develop and sustain long term customer relationships; preference will be given to candidate’s relationship & experience with IRPC, SCG, PTT group of companies such as PTT GC (Global Chemicals), PTT OR (Oil Retail), PTT GSP (Gas Separation) and other PTT Companies etc.
• 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 essentially able to develop new vertical market such as Power, Renewal Energy, Terminal, Chemical, Pharmaceutical and others and able to develop new customer (non-installed base) for company.
• Business Development skill is a plus.
• V-level and C-level relationship with said customers is preferred.

Sales Process

• Manages the day to day and strategic: maintaining a balanced approach to superior customer service and strategic account planning through Territory Account Plan.
• 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.
• Drives sales campaign and strategic/growth initiatives Plan for account growth in the long term.
• Ability and experience to manage/close business deal on technical, commercial and contract negotiation.

Qualifications

• Bachelor’s degree in engineering or a related field with equivalent experience level.
• Result orientation, customer relationship focus, challenger sales and WINNING mentality.
• Fluent in English communication both written and speak proficiency.
• Performance driven and dedicated to get thing done.

Work Experience Required

• Experience in solution sales (Process automation industry) in DCS, ESD, FGS, plant information, Advance software application/ connected offerings will be an added advantage.
• Minimum 5 years direct experience of sales from process automation industry in Thailand.
• Process industry market Experience in Oil & Gas, Refining, Petrochemicals, Chemicals, Power, Terminals is preferred. Preference with PTT group of companies such as PTT GC (Global Chemicals), PTT OR (Oil Retail), PTT GSP (Gas Separation) and other PTT Companies, etc.
• Proven track record of success in the industry/ business environment.
• Experience in building and maintaining relations at customers (different levels).
• Experienced in complex sale, including early engagement in the customer buying cycle at senior levels, building long-term strategic and executive relationships, team selling and opportunity planning.
• Marketing and project management experience is desirable.
• Previous working experience in a complex organization.