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Honeywell is building a smarter, safer, and more sustainable world. That’s the Power of Connected. That’s the Power of Honeywell. Honeywell invents and manufactures technologies that address some of the world’s most critical challenges around energy, safety, security, productivity and global … read moreurbanization. We are uniquely positioned to blend physical products with software to support connected systems that improve homes, buildings, factories, utilities, vehicles and aircraft, and that enable a safer, more comfortable and more productive world. Our solutions enhance the quality of life of people around the globe and create new markets and even new industries. Today, nearly half of our revenue is linked to energy efficient products, and a growing portion supports clean air and clean water to promote good and safe living – especially in parts of the world where the need is greatest. We are committed to enabling a better quality of life and a cleaner, more sustainable environment for future generations. More than half of our engineers are focused on software and 100% of our global software divisions are compatible with Capability Maturity Model Integration (CMMI®) Maturity Level 5, which enables continuous improvement and innovation for products that are intuitive, reliable, and meet customer needs. As a Fortune 100 company with $39.3 Billion in sales in 2016, Honeywell has established a track record of strong financial performance over time. We routinely set and achieve challenging five-year financial targets that distinguish us from our peers. 115 Tabor Rd. Morris Plains, NJ 07950
Job Description
There is an immediate opening for an Account Manager in the Sub-Saharan Africa Customer Success Organization with specific emphasis on South and Central Africa based in region.
The objective of this position is to provide the necessary customer coverage, relationship management and commercial and technical positioning of UOP process technologies, products, equipment and services to ensure optimum market share in the region. The successful approach requires flexibility, innovation, sensitivity to client needs and value delivery.
Candidates must have a sound technical and commercial background and be motivated towards meeting customer needs, achieving sales success and contributing effectively to the meeting UOP’s annual sales objectives.
Responsibilities
Accountabilities of this position include:
Own the full customer relationship with existing customers
Develop and maintain good working relationships with key customer personnel from the executive level to the working and execution groups – together with the Service Manager
Work with complex international companies, as well as growing, independent, focused companies to discuss how they make money, what issues they face and discuss UOP solutions to improve their operations and profitability
Develop a clear understanding of assigned customers with respect to their business drivers, buying behaviors, and decision-making structures.
Identify sales opportunities across all UOP businesses
Organizing and manage intake to UOP including internal RFQ/proposal review
Prepare sales strategy and provide input to technical strategy
Organize pricing/bid strategy meetings with the business
Deliver proposals and manage follow-up internally and with customers
Consult with Project Sales on revamp and new unit sales execution with existing customers and maintain customer relationships through such Project Sales events
Develop, manage and negotiate commercial agreements for After Market Business sales events including catalyst, equipment parts/services/maintenance, studies, etc.
Develop and close sales opportunities within pricing guidelines
Communicate client needs and drivers to relevant groups within UOP and communicate UOP questions and clarifications effectively to client.
Positioning of relevant process technologies and equipment with a view to ensuring UOP’s success as well as maximizing sales revenue.
Complete won/lost reports for LST sales events in a timely manner.
Forecast sales and revenues on a weekly basis.
Manage accounts receivables for assigned customers.
Prepare and implement customer account plans and maintain customer contact records.
Gather competitive intelligence and communicate within UOP.
Qualifications
Skills / Qualifications:
Knowledge of UOP Technologies and Engineered Products.
Knowledge of Licensing business model
Ability to proactively promote customer interest in UOP solutions
Sound understanding of complex and value selling
Clear understanding of customer business models and how their business makes money
Portuguese and/or French language skills would be beneficial
Qualifications:
University level engineering degree (BSc or equivalent in Chemical Engineering preferred)
Significant experience in Refining and/or Petrochemicals Industries
Demonstrated Customer focus
Strong Business acumen, bias for action and results driven orientation
Ability to communicate with people at multiple levels in regional/global companies and build strong relationships
Strong interpersonal skills as well as good verbal, writing and presentation skills
The position requires significant travel (50%) within Sub-Saharan Africa and the associated personal flexibility.
An ability to manage ambiguity and work independently
Ability to work and communicate while travelling
Role holder must be ready to cope with a wide range of cultural social issues
Strong analytical skills and good working knowledge of Microsoft Office
Be fluent in English speaking and writing
Experience in a global organization
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