Job DescriptionThis role is perfect for someone who is a fearless seller with technical knowledge in Automation, who can effortlessly engage with different working levels and excels at negotiating the commercial and technical scopes of projects, contracts or PO ´s until closing, this means a Hunter Seller with added Value Selling skills.
This role is the primary customer interface responsible for Honeywell Installed Base Users and the development of new business and new relationships in pursuit of growth for the business.The position holder understands the target customer's business model, technical/operative/finance drivers, and organization, and an understanding of the value that Honeywell brings to them.ResponsibilitiesManage current install base MMM-Chemical (Chemical Plants-Mining-Metals-Materials) Accounts and Develop New Accounts to position Honeywell as their Automation Solutions & Digital Transformation Partner, prospecting, evaluating opportunities, presenting our products, strong negotiation skills, cold calling, product selection, and supporting the customer's purchase to land new business.Design win strategies to position Automation Honeywell Solutions (Migrations in the Installed Base and competitive displacements of other technologies)Researching organizations and individuals to identify new leads and potential new marketsResponsible for customer Relationship Management Bottoms-Up & Top-Down.Develop Strategies along with HPS team to win ProjectsResponsible for achieving Annual Operating Plan (AOP) targets for OrdersResponsible for pipeline Development (> 3 Time AOP)Maximize competitive wins by understanding the competition's portfolio and strategiesActively participate in conferences and trade shows across Mexico for MidstreamLead sales related activity management for growth initiatives through the accurate, timely and detailed use of CRM system; and other management tools including opportunity reviews, win/loss analysis, pipeline funnel management, forecasting and lead generationManage sales activities including sales calls, forecasting calls, opportunity reviews, Plan development and monitoring.Work and create together with Proposals & Estimations Function the path to win strategy (Technical and Commercial) to secure winner dealsMUST HAVEBachelor's in Engineering/Technology, Postgraduate Business Qualification is advantageousBachelors in following Engineering:Automation & ControlChemicalChemical-MetallurgicalThe successful candidate will have a minimum of 5 years' experience in Industrial-Technical Field Sales(No inside sales, customer service, etc.....) and Chemical-MMM Market Dynamics KnowledgeExecutive Presence and Business Acumen, the position requires a clear thinker person that wants to build an exciting and productive career within the organizationExperience presenting to senior management including debating, negotiating and arguing real business casesHe/she must have proven track record in utilizing consultative selling, account planning to achieve set goals.Communication and presentation skills: Provides timely and concise information to others; able to present technical material to a customer in a way that is understood; demonstrates compelling presentations skillsExperienced in the use of CRM tools, Account Planning tools, Strategic Selling methodologies and Target Account SellingFluency in EnglishAbility and willingness to travel with typically 50% away from homeChemical MARKET KNOWLEDGE SKILLSExperience in Chemical processes, automation, batch production, safety systems.Terminals Automation process knowledge:Integrated Control ICSSTank Gauging,Loading/Unloading,Blending/Additive InjectionMetering principlesChemical Automation SolutionsMetering solutionsMonitoring and Control Systems (DCS/SCADA)ICSS (Control/RTU ´s, ESD, F&G;)Security solutions for PipelinesDigital Applications (i.e. Line packing, Batch tracking, Leak Detection, Alarm Management, Emissions Management)OT Cybersecurity for LNG operationsRelation to conceptualization phaseFEED approachTechnical and Permits Follow upLiaison between End User needs and EPC RoleBid Spec creation and accompaniment phaseBidding phase with EPCsNegotiating with EPCs to Win and close ContractEPCs knowledge and experienceMmm Market Knowledge SkillsExperience in business development in Mining and Materials (Automation Controls, Safety systems, Digital Advanced Solutions APC, CPM, Alarm Management, PHD, SCADA, Remote Operations, etc),Experience in Metallurgic Processes and their automation from raw material to finish products.Experience within the automation industry, preferably with experience across instrumentation, automation & advanced applications; DCS, PLC, SIS and Automation Software solutions & displacementsWE VALUEPrevious Experience working for Multinational Companies that are recognized suppliers of the O&G; IndustryExperience within the automation industry, preferably with experience across instrumentation, automation & advanced applications; DCS, PLC, SIS and Automation Software solutions & displacementsCustomer engagement experience at senior levels; building long-term strategic and executive relationships.Results-Oriented: A driver who possesses the ability to take actions and implement effective solutions in a timely mannerProblem Solver: A creative yet pragmatic problem solver.
Methodical and hands-on as well as detail-oriented.Cross selling and consultative selling - experience with collaborating across both client and own organization to drive a One-Honeywell approachBusiness acumen in driving growth of "startup" or "ground floor" businessesUnderstanding of driving a Technical Solution to a Investment Decision using finance metrics such as ROI (Return of Investment), IRR (Internal Return Rate), NPV (Net Present Value), TCO (Total Cost of Ownership)LEADERSHIP SKILLS SUCH AS... positiveness, willingness to be a team player, hunger for personal and career growth, determination and consistency in decision making, loyalty, resiliency, integrity, ability to see the "Big Picture" mind-set, Discipline and GratitudeAbout UsHoneywell helps organizations solve the world's most complex challenges in automation, the future of aviation and energy transition.
As a trusted partner, we provide actionable solutions and innovation through our Aerospace Technologies, Building Automation, Energy and Sustainability Solutions, and Industrial Automation business segments – powered by our Honeywell Forge software – that help make the world smarter, safer and more sustainable.