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| Company |
Spherion |
| Title: |
Account Manager |
| Category: |
Sales / Business Development |
| Description: |
| Honeywell Process Solutions (HPS) is a $2.5 billion strategic business unit that improves the productivity and profitability of industrial facilities on every continent around the world. With more than 10,000 employees in 95 countries, HPS offers a full range of industry-leading automation and control solutions and advanced software applications to key vertical markets, including Energy, Pulp & Paper, and Chemicals/Pharmaceuticals. Competitive salary and excellent benefits await the successful candidate.
The Account Manager position will be located in the Minnesota area and will be primarily responsible for developing, managing, and maintaining End User relationships with customers within the West Region. Interface with OEM's, Distributors and VAR's may be required. The incumbent proactively positions a broad range of solutions including DCS, System Integration and services for customers' immediate and emerging requirements.
The Account Manager's responsibilities include:
Sales Performance: Meet or exceed annual sales order and revenue plans, which contribute to divisional profit and growth objectives. Consistently identify new business opportunities at existing and potential customers served direct and through distribution, to ensure sustained profitable growth.
Selling Process: Comply with company policies including commitment to ethical conduct. Develop and execute sales plans for key accounts that are linked to the organization's market objectives and strategies. Utilize all available resources such as the Solutions Support Center (SSC), leadership, factory visits and elements of the Value Proposition, to differentiate the organization and grow the business.
- Spend a majority of time with customers and/or Authorized Distributors (ADs). The sales person identifies and develops relationships with the key decision-makers, uncovers new business opportunities, recommends differentiated solutions, negotiates, wins the business and provides post-sale support.
Technical and Business Competence: Develop and maintain an in-depth understanding of the organization's core competencies and operational capabilities to provide solutions for customers resulting in profitable growth. Develop and maintain an expert understanding of current and prospective customers, and/or Authorized Distributors, to maximize market share. Understand the Vision, Mission and Value Proposition to differentiate the organization in the marketplace.
Possess a basic comprehension of P&L and accounting.
Teaming: Facilitate dialogue and build relationships with external customers in addition to internal partners such as Field Service Leaders, Estimating, Project Operations, and Consultants.
Assume a leadership role when appropriate and function "without boundaries" throughout the organization. Actively participate and contribute to Business Teams and Task Teams.
Communications: Gather, interpret and communicate customer, competitive, and market information to the organization. Identify and pre-qualify business opportunities and make recommendations to the organization.
Utilize account management software tools to keep complete and current information on customers resulting in effective territory management. Leverage communication tools (such as voice mail, e-mail, web applications, etc) to improve productivity.
Must be legally authorized to work in the US
Must have at least 5 years of direct sales experience
Additional Qualifications:
• Sales experience preferably in solution selling of systems, software and/or services, process automation, applications or information technology
• Direct sales experience of DCS, QCS and industrial controls
• Industry knowledge in 2 or more industries - Energy, Chemicals, Life Sciences/Biotechnology, Pulp and Paper
• Demonstrated success in developing accounts and winning new business in complex solutions environment
• Solid technical background in process control, advanced applications and/or plant information systems
• Business knowledge of customers and requirements in industries such as energy, refining, oil & gas, chemical, etc.
• Excellent interpersonal, communication, and presentation skills
• Professional Engineer or Engineering Technologist (APEGGA or ASET), or equivalent
• BS Degree or technical equivalent in sales/marketing or engineering preferred
• Proven ability to meet or exceed quota in a complex sales environment
• Positive track record interfacing with customer plant management, upper management and VP levels
• Must be able to travel 50-75%
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| Skills: |
•Direct sales experience of DCS, QCS and industrial controls
•Industry knowledge in 2 or more industries - Energy, Chemicals, Life Sciences/Biotechnology, Pulp and Paper.
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| Employment type: |
Full Time |
| Salary: |
Unspecified |
| Degree: |
Unspecified |
| Experience: |
2 |
| Location: |
MN - Throughout State |
| Post Date: |
2008-08-04 |
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| Click here to Apply To this Job |
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