Senior Account Manager - Industrial Automation

Overview

We are looking for a dedicated and enthusiastic Senior Account Manager to join our team in Qatar. This role involves serving as the main liaison for customers in the Energy sector, fostering business development and maintaining strong customer relationships. You'll gain an in-depth understanding of customers' operations and priorities, and effectively communicate the value Honeywell Process Solutions delivers to achieve substantial business results.

Key Responsibilities

• Act as the lead customer contact responsible for expanding business and sustaining relationships with designated customers.
• Comprehend the customers' business environment, influences, and organizational structure to provide tailored solutions.
• Communicate Honeywell's value propositions and initiatives at all levels within the customer's organization.
• Serve as a strategic business partner, safeguarding customer loyalty and maximizing business growth opportunities.
• Advocate for customer needs internally, ensuring their requirements are addressed within Honeywell.
• Build and nurture long-term relationships, engaging stakeholders including senior executives.
• Engage early in customer purchasing cycles to diagnose needs and customize solutions appropriately.
• Oversee daily operational and strategic sales activities, balancing excellent customer service and detailed account planning.
• Set quarterly and long-term account objectives, identifying new sales prospects and preparing value-driven proposals.
• Manage customer contacts as a trusted advisor and spokesperson, leading strategy development including contract negotiations and sales campaigns.
• Plan for sustained account growth and pursue new customers to broaden the customer portfolio.
• Leverage cross-functional company resources and executive sponsors to address customer priorities effectively.
• Represent Honeywell in frequent customer interactions, traveling up to 35% within the country.

Qualifications and Experience

• Proven experience in solution selling within the Process Automation or Oil & Gas industry.
• Demonstrated success operating in the Oil & Gas sector with a strong understanding of industry trends and markets.
• Skilled in establishing and maintaining relationships across multiple hierarchical levels within client organizations.
• Experience managing complex sales processes including early engagement, team selling, and strategic opportunity planning.
• Marketing and project management experience is advantageous.
• Comfortable working in multifaceted organizational structures.
• Knowledge of Industrial Control Systems Solutions (ICSS) and digital transformation relevant to the Oil & Gas/Energy sector.
• Strong financial literacy and commercial contract knowledge.
• Capable of leveraging market research and data to develop effective account plans.

Performance Metrics

• Achievement of sales targets, year-over-year business growth, and pipeline development exceeding three times the sales target.
• Accuracy in sales forecasting and timely reporting.
• Depth and effectiveness of account strategies and early customer engagement.
• Number of sales calls (minimum 10 per week) and diversified contact points within customer organizations.
• Successful execution of account management plans with consistent delivery on sales campaigns and initiatives.

Work Environment and Equality

Honeywell is committed to equal employment opportunities and embraces diversity in all aspects of its workforce. We do not discriminate based on race, religion, gender, sexual orientation, age, marital, veteran, or disability status. Reasonable accommodations are provided for individuals with disabilities throughout the hiring process and employment.

About Honeywell

Honeywell specializes in solving complex global challenges through innovation in automation, aerospace technologies, energy solutions, and industrial automation powered by Honeywell Forge software. Our mission is to deliver smarter, safer, and more sustainable solutions worldwide.