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Senior Account Manager

We have an immediate opportunity for a Senior Account Manager/Key Account Manager for the Fine Chemicals business. The position will have responsibility for growing the business in a part of the EMEA region and will report into the Seelze location. The position will be located home office based.
Honeywell Fine Chemicals is part of the Specialty Products business unit which reports into the Performance Material and Technologies business group. Fine Chemicals is a global supplier of a wide range of products segmented into Chemicals dealing primarily in oral care, food and beverage as well as focused on metal surface treatment, heat stabilizers, catalysts and others; Research Chemicals focusing on solvent based products for various industries and applications and Authentication business dealing with diverse kinds of security features into a wide variety of industries.
Principal Duties & Responsibilities:This role in the Fine Chemicals business will cover sales to both new and existing customers with a strong focus on hunting for new opportunities. Furthermore the ideal candidate has a proven track record of successful Key Account Management. Next to that he should have strong desire to execute with a mindset towards growth and development of new business. The role will also include probing to identify new opportunities, delivering a compelling value proposition to multiple functions within the customer organization and forecasting of customer requirements.
Sales Responsibilities:
Responsibility for handling Key Accounts and increase share supplied by Honeywell
Coordinate and work on global footprint of respective Key Accounts with local sales people
Becoming expert in the industry in which the Key Accounts are playing
Responsible for revenue/volume/profitability targets in a defined region in EMEA/with respective Key Accounts
Establish extensive network at customers
Hunt for new sales opportunities for existing product portfolio as well as new product ideas aligned with product platforms
Develop a robust sales opportunity pipeline to drive new growth opportunities; turn opportunities into sales
Coordinate customer qualification process with multiple functions at both the customer and at Honeywell
Grow existing business in the Consumer Fine Chemicals and Industrial Fine Chemicals segments
Conduct price negotiations and manage customer Sales Agreements
Communicate clearly to the Fine Chemicals team in Seelze, Germany including written visit reports
Provide monthly update on key account activity and growth opportunities at targeted prospects
Provide a monthly 18 month rolling product forecast for all customers
Responsible as primary interface for issues/discrepancies resolution when needed
Pro-actively work to reduce churn as well as to leverage cross-selling opportunities
Match or exceed the yearly given financial plan provided by senior management
Field Marketing Responsibilities:
Assess market trends, technical developments and the competitive environment through discussions with targeted customers (VOC)
Develop an Annual Operating Plan (revenue and volume growth) for target accounts; develop account plans and identify internal/external resources required to accomplish goals
Contribute to the organization's knowledge of markets and key segments
Lead new product introduction/promotion in the respective region utilizing cross functional teams when necessary
Basic Candidate Qualifications:
The candidate for the role may be based anywhere in Poland, the home office option would be possible.
Bachelor Degree in relevant field or equivalent experience, chemistry or chemical engineering preferred
Minimum of 5 years experience in corporate sales and/or account management in chemical industry
Track record of Key Account Management successes
Ability and willingness to travel internationally
Change management skills and open mindedness
Self confident, self propelled, emphatic, recognition as business partner, equipped with business sense, communicative, good ability to convince, ability to create trust, high level of independence
Solid IT & system know how and understanding
Motivated to bring sales to a new level
English: Fluent in writing and talking
Additional Candidate Qualifications:
Demonstrated success in profitably growing a sales territory or product line in either sales or marketing strongly preferred
Experience with short cycle selling and/or fine chemicals is preferred
Proven track record in hunting for new business with a sense of urgency to meet goals
Ability to understand customer needs: Voice of Customer (VOC) & Quality Functional Deployment (QFD)
Ability to market/sell products and services at multiple levels within an organization and to multiple functions
Ability in analyzing industries, developing marketing and sales plans and following up on the execution
Excellent verbal and written communication skills including formal presentation skills in front of both small and large groups
Demonstrate ability to work independently in a virtual office environment and also foster strong relationships with broader Fine Chemicals team
Talent for business development
Strong in following up, pushing others, find agreements, keep deadlines
We offer a team oriented environment along with exciting career opportunities and a highly competitive compensation and benefits package.
As an Equal Opportunity Employer, Honeywell is committed to a diverse workforce.
Additional Information
Job ID: 00355024
Category: Sales
Location: CZE

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