Connected Service Sales Specialist (Fire)


Premium Job From Honeywell

Recruiter

Honeywell

Listed on

3rd December 2018

Location

Bracknell

Salary/Rate

Competitive

Salary Notes

Competitive

Type

Permanent

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As a global company, Honeywell designs and manufactures technologies to address some of the world’s toughest challenges linked to global macro trends, such as energy efficiency, clean energy generation, safety and security, globalization and customer productivity. At Honeywell Building Solutions (HBS), we address these challenges specifically within the building environment. Our focus is installing, integrating and maintaining the systems that keep your facility safe, secure, comfortable, productive and energy efficient. We’re also a global leader in energy services, working with organizations to conserve energy, optimize building operations and leverage renewable energy sources.

The Position

                     Sell services maintenance contracts to non-contracted installed base

                     Convert completed projects into maintenance contracts (where AM is not present)

                     Work closely with Account Manager/ Field Service Leader for big contract renewals

                     Work with AM to grow service contract base

                     Support maintenance contract development for new named customers where the BC is the lead

                     Works directly with Business Consultants /AM’s as required on identified Service Maintenance opportunities.

                     Manage/Close multiple Service Maintenance opportunities as requested by BC/AM to achieve

orders, margin and growth.

Responsibilities

                     Business Relationships: As an integral part of the Sales and Services Teams work with the Sales Professionals to provide specialist knowledge for an identified sales opportunity. Engage with customers in cooperation with BC/AM to define and develop a service maintenance contract recommendation. Owns this process through close. In support of the business, interact with internal resources to ensure the voice of the customer is communicated internally. Proactively identify opportunities for new services contracts with non-contracted customers. Works closely with the Services organization to identify and define the optimum service maintenance offer and delivery model. Drives contract renewals process in conjunction with AM and FSL.

                     Sales Process: Serves as the knowledge expert for service maintenance contracts. Once involved, owns sale through to close. Internally serves as a source of expertise on the competitions’ portfolios and their strategies. Acts as the focal point for pursuit plans and proposal strategies, for service maintenance contracts.

Customers: Once engagement has been agreed, engage customers at all levels including executive level decision makers when appropriate. Primary internal customers include sales professionals and services organization.

People Management: Is a team player working with many Sales Professionals and Services organization. Acts as a resource in support of the sale to address customer’s drivers and initiatives in a consultative manner.

                     Leadership: Provides coaching to other members of the Sales Team as it relates to their technical expertise. Provides coaching to FSL as it relates to commercial acumen.

                     Results: Accurately forecast and achieve orders, margin and growth in support of Annual Operating Plan in service maintenance contracts. Responsible for net service bank growth.

                     Reporting: Reports into District Sales leader with matrix reporting to District Services Leader

Key Deliverables

                     Net bank growth is primary objective (net bank growth = existing bank + new maintenance orders - cancellations)

                     Provide tailored solutions and value propositions for service maintenance contracts.

                     Work in alignment with the BC/AM based upon need to win new customers or enhance existing relationships.

                     Responsible for closing service maintenance contracts working closely with the AM/BC

                     Participate in opportunity and account, planning and strategy sessions

Skills

                     Ability to seek out and assess new opportunities

                     A strong team player

                     Supporting the securing and finalizing of the sale

                     Establishes and builds credibility quickly

                     Can clearly articulate value and demonstrate how solutions map to a customer’s needs and drivers

                     Compelling presentation and communication skills

                     Be optimistic and tenacious at the same time; while applying experience, and a positive attitude consistently to deliver bottom line results.

                     Prioritize and focus efforts on best opportunities (short and long term) based on business needs.

                     Balance and persistence in customer follow-up

                     See ahead clearly; can anticipate future trends accurately; learn quickly and think independently to adapt as required

Experience

                     Technical or financial bachelor, and/or service maintenance contract sales or offering management experience

                     Consultative selling - turning service maintenance contracts into value for the customer

                     Proven experience for driving sales initiatives

                     Demonstrated ability to communicate concepts/market trends to internal and external customers; e.g. customer specs, white papers, trade shows, etc.

                     Proven ability to work on multiple projects/programs/ opportunities at one time

If this sounds like you, click apply now!

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