Strategic Account Manager Buying Groups – Electrical Products

Strategic Account Manager Buying Groups – Electrical Products

 

The Strategic Account Manager is responsible for delivering sustainable revenue growth across strategic distribution buying groups, owning headquarter relationship and ensuring that central agreements and initiatives translate into effective execution throughout the distribution network.

We’re looking for a dynamic, commercially driven individual that will build, maintain and strengthen relationships with key stakeholders at buying-group HQ, identify and develop incremental growth opportunities, and ensure strong alignment between headquarters, affiliates, and the HON field sales organization.

Success requires strong focus on both sell-in and sell-out, ensuring that increased purchases into the distribution channel are supported by effective local activation, product adoption and downstream customer demand.

 

This is a Remote role with 60-70% Travel within UK.

 

 

Honeywell Technologies

Honeywell Building Automation is transforming the way every building operates to help improve the quality of life for the people who use them. With a portfolio featuring software, hardware and services, Honeywell takes an outcome-focused approach to help building owners and operators improve safety and security, energy and operational efficiencies to create a better building experience.

Helping to Transform Buildings to be Safer and More Operationally and Energy Efficient.

 

 

Responsibilities

1. Revenue Growth & Commercial Performance -

• Own and deliver the revenue growth targets for the assigned buying groups.
• Develop and execute individual growth account plans for each buying group, linking initiatives to revenue growth objectives.
• Identify opportunities to increase share of wallet and incremental sales, building a strong pipeline of incremental growth initiatives.
• Ensure that growth plans address both sell-in and sell-out, creating sustainable growth rather than simply increasing inventory within the channel.
• Establish and monitor clear success measures, use data to assess performance vs target, identifying gaps and implementing corrective actions.
• Provide accurate forecasts and maintain visibility of opportunities, risks and required actions.                         

2. Strategic Buying-Group HQ Relationships -

• Build, maintain and strengthen strategic relationships with key decision-makers and influencers within the organizations of all assigned buying groups, as well as key affiliate distributors, to ensure broad and sustainable engagement.
• Build a deep understanding of each buying group's strategy, priorities, commercial model, membership structure and decision-making processes.
• Position HON as a strategic long-term partner, using HQ relationships to identify opportunities, remove barriers and secure sponsorship for growth.
• Conduct regular business planning and performance reviews with the customers, as well as with internal stakeholders, maintaining an effective rhythm of engagement.
• Create an effective feedback loop from the field back to buying-group HQ and HON stakeholders.                  

3. Sell-In Growth -

• Work with buying-group HQ stakeholders to develop commercial initiatives to generate incremental purchases, increased product penetration and portfolio expansion, promotions and other growth programs.
• Ensure that commercial agreements, incentives and investments have clear growth objectives and measurable outcomes.
• Coordinate relevant internal HON stakeholders to develop compelling propositions for each buying group, while ensuring smooth operations.                                                                                                                      

4. Sell-Out & Channel Activation - 

• Translate centrally agreed initiatives into effective execution at affiliate level.
• Focus on sell-out data, ensuring that buying-group HQ teams effectively communicate agreed initiatives, priorities and opportunities throughout their organizations.
• Work closely with the HON field sales organization to ensure sales teams understand the objectives, propositions, target opportunities and required actions behind each initiative.
• Develop initiatives that increase product adoption and generate downstream demand, supporting sustainable sell-out growth.
• Identify gaps between central agreement and local adoption and take action with both customer and HON stakeholders to improve execution.

 

 

Qualifications

• Proven experience in channel sales, distribution, strategic/key account management in a B2B environment.
• A demonstrable track record of delivering revenue growth through indirect sales channels.
• Strong understanding of distributor dynamics and the relationship between manufacturer sell-in, distributor inventory, local activation and sell-out.
• Strong communication, and experience managing complex, senior-level customer relationships and commercial discussions.
• Solid commercial acumen with the ability to identify opportunities and convert them into executable growth plans.
• Strong analytical skills and ability to use sales performance information to identify growth opportunities and corrective actions.
• Comfortable operating autonomously at senior level while collaborating extensively across sales, marketing, product and other functions.

 

 

We Offer

• Competitive salary and performance-based incentives.
• Competitive salary and Medical, Vision, Dental, Mental Health, Paid Vacation, Career Growth and Professional Development
• Comprehensive benefits package, including health insurance, retirement savings plan, and employee assistance program
• Opportunities for professional development and career advancement.
• A dynamic and inclusive work environment that fosters innovation and growth.
• A culture that fosters inclusion, diversity, and innovation in an international work environment
• Market specific training and ongoing personal development.
• Experienced leaders to support your professional development 

 

 

We are an equal opportunity employer and value diversity at our company. We do not discriminate based on race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status. We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform crucial job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation.

 

Join us now and be part of a global team of thinkers, innovators, dreamers, and doers who make the things that make the future!

#TheFutureIsWhatWeMakeIt 

Honeywell Technologies is a global, pure-play automation company with a legacy of innovating to help solve the world’s most mission-critical challenges, enhancing the quality of life for people and communities around the world. We serve the building, industrial and process sectors with a broad portfolio of services, solutions and products, underpinned by our Honeywell Technologies Accelerator operating system and Honeywell Technologies Forge intelligence layer. By combining the deep domain expertise of our more than 50,000 employees with decades of data from our global installed base, we are uniquely positioned to lead the industrial sector’s transition from automation to autonomy.