The Role
Leads sales activities and manages strategic relationships with channel partners, direct accounts, and EPCs in the industrial and oil and gas sectors. Develops new business, identifies sales opportunities, builds value propositions, negotiates contracts, and coordinates cross-functional teams to deliver proposals. Manages approximately 4–8 major accounts, engages stakeholders from technical buyers to executives, and drives account growth and customer satisfaction. The role is based in Abu Dhabi and requires travel up to 50%.
Summary Generated by Built In
The Senior Account Manager will be responsible for leading and directing sales activities for existing channel partners and direct key Accounts/EPCs.
The Account manager will report to the Regional Sales Manager and should be in Abu Dhabi.
This role is the primary customer interface responsible for the development of new business and new relationships in pursuit of growth for Honeywell business within existing/new channel partners and direct accounts/EPCs. The role disseminates key messages, initiatives, and information on the value Honeywell brings to assigned customers, opportunities.
- Develop and sustain long term customer relationships; Establish these relationships while engaging customers at all levels including senior levels of the customer organization; Early engagement in the customer buying process diagnosing customers’ needs and tailoring solutions to match
- Manages the day to day and strategic: maintaining a balanced approach to superior customer service and strategic account planning; monthly results and long term account goals; Identifies new sales opportunities and focuses on providing consultative support by building value propositions for solutions into the account; Manage and build customer contacts, serving as the customer’s ambassador , “trusted advisor” and advocate; Focal point for relationship strategies, account and sales plans, proposal strategies, contract negotiations, etc.
- Working internally with Estimation, Sourcing, Marketing etc. to deliver competitive & added value proposals.
- Collaborates, as needed, with other HPS regional sales team in the region to ensure that customers’ and Honeywell’s needs are served in a cohesive and effective manner.
- Industrial customers in the process industries including, technical buyers, economic buyers, and relationship buyers. Customers at all levels in an organization including executive level decision makers up to site lvl. Typically manages 4-8 large customer accounts with large growth potential.
- Leverages and marshals cross functional company resources to address customers drivers and initiatives in a consultative manner; Guides and leverages management and executive sponsor interactions with the customer; Responsible for motivating others; providing strategic vision for the account while driving self and others for positive business results for Honeywell
We Value:
- Educated to a minimum of University Degree level or equivalent. 4 plus years or relevant experience in Business Development selling to large Oil & Gas Customers/EPCs/channel partners. Effective track records closing deals on large opportunities (>250K$)
- Min 3-year experience in selling system automation solution in Oil & Gas sector, additional experiences selling other automation products such as ICSS, PLCs highly appreciated. Field instrumentation background is a +. Sales experience in other vertical market is a +
- Fluent in English, as per geography any additional idiom will be a clear plus.
- Highly collaborative, results driven, self-aware, must be able to work in a dispersed team as well be an independent self-starter.
- Strong Soft skills and ready to work in Matrix organization and deliver results. Must be able to travel up to 50%. Compelling presentation and communication skills.
We Offer:
- A culture that fosters inclusion, diversity, and innovation in an international work environment
- Market specific training and ongoing personal development.
- Experienced leaders to support your professional development.
We are an equal opportunity employer and value diversity at our company. We do not discriminate based on race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.
We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform crucial job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation.
Skills Required
- University degree or equivalent
- At least 4 years of relevant experience in business development selling to large oil and gas customers, EPCs, or channel partners
- At least 3 years of experience selling automation systems or solutions in the oil and gas sector
- Demonstrated track record closing large opportunities valued above $250,000
- Fluent English
- Ability to travel up to 50%
- Experience selling ICSS or PLC automation products
- Field instrumentation background
- Sales experience in other vertical markets
- Additional language proficiency
- Strong presentation, communication, collaboration, and interpersonal skills
- Ability to work independently and within a matrix organization
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