Job Description

Position Purpose/Summary
Primary Objective of the role

• Achieve Sales Orders Annual Operating Plan (AOP) quota targets (Orders, Rev/GM and Profit) by closing sales while adhering to pricing and sales policies.
• Grow the pipeline of opportunities with the designated portfolio in pursuit of sales growth and in line with targets for HBS.
• Together with the Vertical Sales Leader Government & Defence, formulate robust long-term strategies and plans to develop the Government & Defence Vertical and identify emerging and new strategic accounts and opportunities, creating sales plans and strategies for the portfolio aimed at serving and expanding the customer portfolio base in their assigned area or vertical.
• Dissemination of key messages, initiatives and information pertaining to the value proposition HBS brings to targeted customers, opportunities, and solutions.
• Driving and securing sales through understanding of the target customer\'s business, their drivers, organization structure/key decision makers and influencers and the industry sector as a whole. Ensure you utilize this information to communicate the value that Honeywell brings to them and obtain orders accordingly.
• Partner with potential customers as well as establishing relationships with builders, developers and relevant industry consultants with a view to maximizing sales and the business potential for all parties.
• Primary customer interface responsible for the development of business, and management of relationships, with a specific customer or customers.
• Works closely with the Management Team, to ensure 100% customer satisfaction
• Responsible for achievement of revenue, margin plans and economic value-added goals
• Team with other internal Sales Reps, Business Consultants, assigned Account Managers and Project and Service teams to ensure One Team environment.

Key Accountabilities / Deliverables of the role
KEY INDIVIDUAL ACCOUNTABILITIES / DELIVERABLES

• Business Relationships: Develop new customer relationships; calling at all levels, including senior levels, of target customer organizations; engaging early in the customer buying process to discover customer needs HBS can fulfill and/or influence customer specification prior to bid.
• Sales Process: Achieve designated annual sales quota and grow the qualified pipeline of opportunities within the Vertical. Continuously identifies new sales opportunities and focuses on providing consultative support by building value propositions for the customer; Manage and build customer contacts; Focal point for relationship strategies, sales plans, proposal strategies, and contract negotiations, for pursuits in play.
• Customers: Engage technical buyers, economic buyers, and relationship buyers; engage customers and other intermediaries at all levels in any organization including executive level decision makers; target major pursuits (value approximately $1-$10M opportunities) with the objective of gaining competitive advantage and securing major project work.
• People Management: Leverages resources to address customers\' drivers and initiatives; Guides and leverages management and executive sponsor interactions with new customers.
• Results: Achievement of sales targets, profitable growth and focus on new customers and new opportunities; Orders and margin above set quota in support of Annual Operating Plan whilst operating within company policy.

Key Success Factors (Key Metrics / KPIs / Deliverables)

• Territory and Opportunity, Plans and Strategy
• Growth and focus on new customers and new opportunities
• Customer specific pursuit plans
• Orders and margin above set quota in support of Annual Operating Plan
• Accurate forecast of orders and growth opportunities
• Interdependencies

Key things this role does that makes other roles more effective (if applicable)

• Demonstrates a well-developed sense of the industry and market trends in their given geography
• Depth of knowledge of our customers\' businesses, industry and market knowledge and key associated driver

YOU MUST HAVE

• Bachelor degree in Business, Marketing, Engineering or other business-related field.

Experience/ Knowledge/ Professional Skills

• 3-6 years of business to business selling experience
• Customer engagement at senior levels; proven experience prospecting for opportunities
• Government and defence industry expertise and experience is essential
• Demonstrated previous customer acquisition experience
• Additional 5 years\' experience required in lieu of university degree
• Experience working in a multi-national, highly matrixed organizationBuilding Services industry experience would be highly advantageous
• Proficiency in Salesforce (preferred)
• Proven track record developing new customers/ partnerships.
• Ability to create/seek out and assess new opportunities
• Compelling presentation and communication skills
• Experience dealing with multiple channel strategy/multiple brands.
• Understands customers\' decision-making processes, buyers, and influences

Additional Information

• Category: Sales
• Location: 17 Changi Business Park Central 1, U01-01/09, #02-01/09, #03-01/09, #04-01/09 & #05-01/05, Singapore, SINGAPORE 486073 SGP
• Exempt

Honeywell