Global Key Account Leader

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The Global Strategic Account Leader is responsible fordeveloping and building strong customer relationships with Strategic/KeyAccounts and optimizing the successes within these accounts across all BuildingAutomation lines of business globally. Additionally, this leader is responsiblefor our Multisite/Retail sales organization, focusing on key Big Box/retailcustomers across BA that have a multisite solution. Reporting to the VP, BAVerticals & Global Sales Leader, this role is responsible for a businessthat is ~$300M and leading a team of approximately 20 sellers.
The Global Strategic Account Leader will achieve annualoperating plans and execute strategic plans for growth by aligning talent andestablishing a performance-driven culture to exceed business results. Thisleader will also be responsible for the overall financial, sales, andoperational performance of the business related to identified strategicaccounts. The role involves setting a vision and strategy, articulating thatvision and strategy throughout the organization, and effectively rallying theteam around it.
The successful candidate must be forward-thinking whilebeing operationally engaged in a manner that helps the team build to accomplishits goals and develops the next generation of leaders. This includes fosteringan environment where innovation thrives, and employees are motivated to take onnew challenges and drive the company to new heights. Through strategicoversight and hands-on leadership, the Global Strategic Account Leader willensure that Honeywell continues to lead in its markets and deliver exceptionalvalue to its customers.
Key Responsibilities Responsibility for management ofglobal strategic accounts and multisite team to achieve annual orders plantarget for global strategic accounts resulting in overall portfoliogrowth. Newaccounts development and strategic account planning:
Continue to strengthen long-termstrategic partnerships with the global Strategic/Key Accounts inpartnership with the local Honeywell global regional teams.Review and continuously update strategicaccounts plans focused on white space and incremental growth from Strategic/KeyAccounts to ensure above-market growth. Strategicaccount engagement and C-suite relationships:
Create superlative, enduring customerexperience leveraging access and interactions with key C-suite players andglobal decision-makers.Drive increased demand creation byadjusting different customer engagement models such as direct sales, salesthrough developer, consultant, contractors, and system integrators basedon the accounts needs.Owns political map for enterprise HQ customers.Conduct regular information gatheringand analysis to understand strategic accounts needs across differentaspects.Work with marketing and engineeringteam to manage account portfolio.Be able to forecast and facilitatecustomer needs.Grow the 'share of wallet' with themby capitalizing upon market trends. Developand standardize strategic account processes:
Enhance the standard strategic accountmanagement, account planning and governance processes.Continue to drive this methodology byworking with the regional sales leaders and business units globally. Lead, coach, and train non-strategicaccount managers within businesses to utilize these standards and methodsto proliferate the strategic growth opportunities within the business andregions. Manageinternal structures/systems and remove growth obstacles:
Collaborate seamlessly with keystakeholders such as Presidents, VPs, regional GMs, and sales leaders toachieve major wins togetherDrive internal projects/activitiesacross multiple stakeholders to meet customers global needs. Organizationand talent management:
Continue to maintain and developstrategic account sales teams solutions and software selling capabilities.Build strong successors/talentpipelines with C-suite sales capabilities.Create a culture of success andongoing business and goal achievement.Develop robust performance plans for thestrategic accounts and sales support teams to encourage and assuretargeted growth. Plan and implement a growth plan including appropriatemarket initiatives which target very high growth opportunitiesYOU MUSTHAVE 10+ years' experience as a salesleader leading direct sales teams selling complex solutions to enterprisecustomers.10+ years' experience with provenexecutive-level sales and business leadership track record is required;preferably building technology 5+ years of global experience leadingstrategic account initiatives/organizations across the Americas, EMEA andin the Asia-Pacific region5+ years of experience with B2Bexperience within organizations providing industrial and/ortechnology-related complex solutionsUp to 50% global travel to support the team and meet with our global customers.WE VALUE An advanced degree in business or a related technical/engineering discipline is strongly preferred.Digital/solutions/software sales experience.Ability to work successfully with stakeholders of different cultural backgrounds.Experience dealing with multiple channel strategy/multiple brands and developing new customers/partnerships.Creative and analytical thinking skills, with the ability to adapt style and tone according to the situation and audience.High level of problem-solving skills, planning, and organization.Entrepreneurial and Business Acumen:Energetic, resilient, and results-oriented leader with an entrepreneurial spirit and the ability to thrive in a fast-paced, customer-focused environment.Ability to determine where to play, how to win, and what it takes to win, with a proven ability to execute strategies and collaborate effectively in a matrix organization.Track record of driving year-over-year profitable growth and achieving excellence through building high-performance teams.Ability to grow businesses in high-growth, new marketplaces, with a combination of technical and commercial acumen.Leadership and Executive Presence: Senior-level Executive with executive presence and self-confidence to interface with key stakeholders.Leader who thrives on consistently raising the overall performance bar of the organization.Exceptional communication skills and strong people management abilities.Additional InformationExemptHoneywell 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, religion, or veteran status.
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