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We don't just sell things. We offer solutions to tomorrow's challenges!
Our sales approach begins by identifying customer demands before they become challenges. We're committed to delivering customer success through our comprehensive expertise in software and technology!
The Sr Sales Executive is responsible for driving Honeywell solutions with both new and existing customers in the healthcare vertical.
Maintaining an active and full sales funnel, the Sr Sales Executive calls on all levels of a customer's organization to position solutions and services that solve customer business needs.
The Sr Sales Executive will be responsible for developing and maintaining a robust funnel of opportunities to provide Honeywell services to align with customer's business needs and outcomes. Primary focus will be to sell service solutions that help maintain, optimize, and improve building performance.
This role will need to sit in Northern California; however, will work remotely.
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: Continuously identifies new sales opportunities and focuses on providing consultative support by building value propositions for the customer; Manage and build customer contacts, serving as HBS' ambassador in the market place; 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 at all levels in any organization including executive level decision makers; could potentially pursue $1-$10M opportunities; could include competitively advantaged opportunities.
Results: Profitable growth and focus on expanding existing customers and securing new customers and new opportunities; Orders and margin above set quota in support of Annual Operating Plan.
As an ideal candidate for the Sr Sales Executive role, you've successfully demonstrated the following:
Strong Sales Management Operating System (MOS):
Developed and implemented strategic Territory Management Plans and individual Account / Opportunity Plans
Active and proficient use of CRM System (SFDC) to show pipeline growth and accuracy in forecasting information
Proficiency in applying a consultative selling framework to improve customer conversion rate
Strong Customer MOS (Management Operating System) with a Bias Toward Customer Satisfaction:
Demonstrated ability to manage a portfolio of assigned customer accounts ranging from $2-5M
Demonstrated ability to win new customers in assigned region or vertical
Ability to establish a cadence of regular meetings with customer's key stakeholders
Capability to uncover qualified opportunities to support customer challenges through Honeywell offerings - sourcing opportunities to grow share of wallet
Demonstrated ability to foresee and anticipate challenges and act accordingly to minimize impact through regular customer meetings or proactively sourcing feedback through Medallia customer surveys
Quota-Achievement: successful track-record of consistently exceeding quota-carrying goals
Capable of identifying and targeting new migration and share of wallet opportunities with existing customers by actively co-developing Technology Roadmaps, understanding the customer buying process, co-developing RFPs/RFQs with solution development engineers and proposal team members, managing customer proposals (Budget, and Final Proposals), and negotiating deals to close new business
Ability to demonstrate strategic approach to new & existing customers and opportunities through opportunity planning
Acts as a "quarterback" to enhance the Honeywell-to-customer rapport through facilitating deep and wide personal/professional relationships throughout the customer sales cycle and cross-functionally within both organizations
Leads customer through their technological journey by understanding customer requirements and developing the appropriate Honeywell support team to address customer needs
Be a customer advocate within Honeywell and a Honeywell advocate with your customer
YOU MUST HAVE
Minimum of 3 years direct selling in the building technology industry (Building automation, fire/life safety, or security etc.) experience
Valid Driver's License
Strong background in the Healthcare market with experience selling at the Executive Level
Ability to influence across a broader organization
Ability to work in a fast-paced, highly matrixed environment
Good interpersonal and presentation skills
An ability to take initiative and work with limited direction
JOB ID: req309268
Location: 1740 Creekside Oaks Drive,Suite 150,Sacramento,California,95833,United States
Honeywell is an equal opportunity employer. Qualified applicants will be considered without regard to age, race, creed, color, national origin, ancestry, marital status, affectional or sexual orientation, gender identity or expression, disability, nationality, sex, or veteran status.