Connected Service Sales Specialist FIRE/ BMS/ CYBER


Premium Job From Honeywell

Recruiter

Honeywell

Listed on

7th March 2019

Location

Berkshire

Salary/Rate

Excellent

Salary Notes

Excellent

Type

Permanent

Start Date

ASAP

This job has now expired please search on the home page to find live IT Jobs.

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 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.

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 Managers/ Field Service Leaders for big contract renewals

Work with Service and Sales teams 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 (SMO)

Manage/Close multiple SMO as requested by BC/AM to achieve

orders, margin and growth.

Business Relationships: As an integral part of the team you will 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 (SMC) recommendation. Is responsible for this process through close. As an ambassador of the business, collaborate internal resources to ensure the voice of the customer is communicated internally. Dedicatedly find 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 SMC. 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 SMC.

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 standout colleague 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 SMC. Responsible for net service bank growth.

Reporting: Reports into Regional Service Line of Business leaders with matrix reporting to Regional Sales team

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

Provide tailored solutions and value propositions for SMC.

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

Responsible for closing SMC working closely with the AM/BC

Participate in opportunity and account, planning and strategy sessions 

 

You will have an ability to seek out and assess new opportunities

A strong outstanding teammate

Supporting the securing and finalizing of the sale

Establishes and builds credibility quickly

You 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 the 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

You will have technical or financial bachelor, and/or SMC sales or offering management experience

You've should have consultative selling - turning service maintenance contracts into value for the customer

You should have confirmed experience for driving sales initiatives

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

You're validated ability to work on multiple projects/programs/ opportunities at one time

We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.

You are currently using an outdated browser.

Please consider using a modern browser such as one listed below: