Job Recruitment at Honeywell International, 3rd December, 2019

Honeywell is a Fortune 100 company that invents and manufactures technologies to address tough challenges linked to global macrotrends such as safety, security, and energy. With approximately 129,000 employees worldwide, including more than 19,000 engineers and scientists, we have an unrelenting focus on quality, delivery, value, and technology in everything we make and do. We are recruiting to fill the position below:   Job Title: Senior Sales Specialist Ref No: HRD81325 Location: Lagos NGA Category: Sales Job Description Sales Specialist – Midstream (Pipelines & Terminals)

• Be the lead account manager, who drives sales, identifying and generating opportunities for customers in the Pipelines industry.
• You will foster client satisfaction. You will develop customer relationships through coordinating and/or attending trade shows, seminars, etc.
• You will provide education of Honeywell International Inc.product through technical presentations, seminars and workshops.
• You will manage, maintain, and provide reports and opportunity status using our customer relationship management system. You will analyze competitive intelligence and market trends.
• You will work with Sales Inventory Operations Planning (SIOP) to strategically align sellers and customer accounts.
• Provides sales support to account managers. Specialist knows the market and works with Account managers to target specific customers.

• Drive business growth by discovering new opportunities, clients, and customers
• Deliver value by forging new strategic relationships
• Ensure future business success by training next generation of sales professionals
• Achieving sales targets and quotas for designated accounts
• Engage in increasing market awareness for Honeywell International Inc. solution portfolio across Midstream business and develop a robust opportunity pipeline
• Maintaining customer relationships conducive to business
• Developing and growing the HPS Midstream business
• Setting the strategic business plan for various products & solutions to achieve growth
• Working with existing Sales team and channel partners to grow the business
• Analyzing sales and marketing data to determine further growth opportunities

• Bachelor's degree
• 5+ years-experience in sales especially Midstream (Pipelines and Terminals)
• Must have experience in SCADA Solutions; Pipeline applications; Terminal applications; Domain expertise on O&G Midstream

• Master's degree
• Experience with Business Development
• Excellent team and communication skills
• Being completely self-motivated
• An ability to influence across a broader organization
• An ability to exercise independent judgment
• An ability to influence customers, while maintaining healthy relationships
• Extensive experience in selling industrial products
• Deep technical expertise in industrial automation especially around O&G Midstream business
• Understanding of the Honeywell International Inc. value proposition as well as the competitive landscape

• Continued Professional Development
• Travel Required

• Develop and manage strategic partners to a revenue goal.  Identify and recruit new partners in line with regional strategic goals.
• The role is targeting existing and prospective new channel partners across the West African region.  For each of the channel partners, he/she is responsible for maximizing the use of our whole products and services portfolio, ensure a sustainable growth, as well as articulating a healthy margin, while establishing long term business relationship within the channel partner, this role includes also end user engagement in supporting the partner activity and its sales opportunities.
• The role will involve travel, occasional evenings away from home and carry sales targets and quarterly objectives.
• This position will only suit a focused and strong sales individual who can prove a successful sales background.

• Develop account plans for existing channel partners, in line with regional channel strategy, and execute the objectives quickly and clearly.
• Establish long term business relationships with channel partner executives.
• Work closely with the channel partner in its sales opportunities, including qualification, development of joint strategies to win, etc… but also includes joint visibility on field and engagement with the end user.
• Maximize the use of our whole available products and services portfolio in each channel partners to maximize the share, generate sustainable revenue growth and a healthy margin.
• Implement the regional sales programs and campaigns in the channel partner, as well as to develop and implement the necessary specific programs and initiatives for the channel partner to ensure the expected performance.
• Develop new channels partners following regional strategic direction.
• Train and develop channel partners in relation to our product lines and sales methodologies.
• Ensure the achievement of quarterly and annual sales targets and management based objectives that will be communicated from time to time.
• Provide accurate and timely forecasts.
• Keep the CRM system up to date with all sales related activity including (but not limited to) meeting schedules, meeting notes, contact persons, business plans, MSAS plans as appropriate, quotations, price requests, revenue forecast data, SKU requirement data, schedule dates and sales team members. Take responsibility for the data integrity in the system.
• Be able to report weekly performance to the leadership of specific opportunities.  Furthermore, sales data, progress on incentives, new product releases, sales trending and all other key performance indicators should be monitored and managed on a pro-active and continual basis.  At all times, understand the ‘health’ of the business being managed.

• Ambitious, self-motivated, hardworking, result orientated, problem solver with a positive outlook and a clear focus on driving profit.
• Balanced between short term achievement and long-term development.
• Experience in working with process to get the necessary approvals related to the sales activity.
• Someone who can demonstrate and articulate the difference between good and bad business opportunities.
• A natural forward planner who critically assesses their own performance.
• Mature, credible, highly professional, and comfortable in dealing with individuals at very senior levels.
• A team player with clear leadership qualities.
• Someone who remains calm in high pressure environments.

• The ability to travel through the META region as the business and opportunities demand, occasionally at short notice.
• The ability to make occasional international business trips out of the given region

• Successful and demonstrable track record of channel management and can articulate the principles of good channel structure.
• Minimum 5 yrs continuous sales experience in channel development and management in the IT sector.
• Able to demonstrate and articulate the benefits of working with distribution in their channel partners.
• Business degree preferred but not mandatory.

• Strong sales management skills including thorough knowledge of the sales process and strategic techniques to achieve objectives.
• Ability to make the best use of time and resources.
• High level of communication and presentation skills.
• IT literate.
• Understand and articulate basic business finance terms and the necessity for financial control.
• The ability to prepare a business plan outlining the salient points of development with specific channel partners.
• A basic understanding of business, HR and contractual laws for the region.
• Competent author of business letters and reports.
• Has the ability to say no when the circumstance demands.

• Honeywell Safety and Productivity Solutions is a business unit within Honeywell International Inc., a US-based Fortune 100 diversified technology and manufacturing leader not affiliated with The Honeywell Group of Nigeria companies’
• Use your broad subject matter expertise to influence customers toward “Honeywell International Inc.”
• You will provide both external and internal consultations, and will help Honeywell teams develop and maintain the right product messaging, customer support, and training. You will foster cross-functional alignment to customer needs.
• You will participate in pursuit strategy planning, and customer negotiations. You may consult prospective users on product capability. You may provide valuable input for product development.

• Engage in customer-facing activities
• Analyze growth opportunities
• Analyze product development needs
• Coach on targeted product value propositions
• Review proposal activities
• Present technical sales briefings to customers
• Develop and champion best-in-class sales training
• Help coordinate engineering support
• Provide data for sales collateral

• Bachelor's degree, or equivalent. Some experience in the field.

• Demonstrated ability to develop and foster strong customer relationships
• In-depth knowledge of Honeywell and competitor platforms, products and technologies
• Experience in technical writing and preparation of proposals
• Strong verbal and written communications skills
• Familiarity with industry regulatory requirements and future mandates