Innovate to solve the world's most important challenges
As Demand Generation Sales Rep. (internal Honeywell title), you will be responsible for the demand generation with responsibilities including the creation, development and maintenance of long term end user, consultants, and contractors accounts and ensuring the ongoing specification of Honeywell Building Managements Systems (BMS) products down all business channels, (indirect, direct and service).
The role requires extensive travel, primarily to customer sites but also to Honeywell office locations. You will be based in Gouda (NL), and assigned a territory across a wider geography.
You will build relationships and understand your market and each of your customer’s and prospect’s businesses in order to provide appropriate products or solutions and to understand the unique value proposition for each.
You have a technical background and a really good understanding of The Internet of Things , Healthy Buildings and Smart Buildings .
You see it as a challenge to adapt more traditional solutions to the developments of the future, applying the latest technologies to provide the right mix of innovative products, integrated systems and excellent service to your customers.
You will define territory and growth strategies while aligning with critical sales business objectives. You will identify opportunities and build credibility with stakeholders at each level (c-suite to shop floor) and across (Finance, operations, IT, procurement, HR, etc ) your customer’s and prospect’s organizations.
You will be accountable for growing market share in your assigned area by acquiring new end customers and growing wallet share with existing end customers through cross and up selling activities.
Key Responsibilities and Job Activities
Identify potential new end users, consultants and contractors and convert them to long term Honeywell Partner Channel products and services.
Drive Business development focused on end-users, consultants and contractors where found to be business beneficial.
Increase the share of wallet for Honeywell product and services with current end users.
Research, find and develop new markets and applications to improve sales.
Establish new business relationships and nurture existing ones with key account and end users to drive long term sales growth.
Work closely with a team of account managers and solution architects to win sales while owning end to end the sales opportunity.
Drive NPI activities to increase in a sustainable manner adoption rate
Attend conferences, meetings, and industry events to promote Honeywell (BMS) products and services
Organize workshops, webinars and trainings with key end users, consultants, and contractors
Contribute to BMS strategy and implementation via research efforts and business development.
Participate in the brand development by creating content to be published in all main communication channels in order to expand network, influence and solution awareness.
Keep the CRM system up to date with all pre-sales related activity including, but not limited to, projects, technical profile, customer visits, account plans.
Take responsibility for the data integrity in the system.
3+ years’ Sales experience in one or more of the following fields : (Smart) Building Technology or BMS
Professional salesperson with proven track record of developing business directly with keyend users, consultants and main contractors
First class presentation skills and analytical skills essential
Commercial and Technical appreciation of BMS control systems
Knowledge of the HVAC controls market
Subject Matter Expert in one vertical
The confidence, drive and energy to sell BMS control solutions
Strong Team player, highly motivated and self-reliant
Strong commercial background / awareness
Fully IT literate
Valid drivers license
Must be bilingual Dutch and English
Degree or diploma in building sciences
German and / or French speaking is a pre.
Significant experience in :
Managing key / strategic accounts using a consultative sales process
A broad knowledge of principles and best practices in (Channel Sales)
Demonstrated ability :
Influence at varying levels across the organization : Technical, financial, procurement, Senior / C-level
Handle multiple priorities and navigate in a highly matrixed environment
Experience working with SFDC or any CRM platform
A record of consistently exceeding your sales quota
Excellent communication skills
Demonstrated basic business acumen ability to connect business needs to the products or service you sell
Working knowledge of Microsoft Word, Excel, and PowerPoint
Strong work ethic, motivated to succeed, ability to work independently, and in a team selling environment