Honeywell Senior Sales Account Manager in Kuala Lampur, Malaysia

Senior Sales Account Manager
Are you inspired to work in a passionate team and influence the industry? At Honeywell, we look for people motivated by a genuine wish to contribute and grow. While technology, and products are important, people are at the center of it all. We believe bringing diverse people together with different viewpoints creates better decisions. A workforce that reflects the communities in which we work, live and sell our products creates a competitive advantage. Our people make Honeywell a special company.

Position Responsibilities:
We have an excellent career opportunity available for a Regional Sales Manager within UOP's Gas Processing and Hydrogen business (GP&H) organization located in Kuala Lumpur, Malaysia or Jakarta, Indonesia. Reporting to the Asian Sales Director, this role will be responsible for direct sales of gas processing and hydrogen equipment and licensed processes. The Regional Sales Manager has the primary accountability for sales and UOP relationships with his or her client base. He or she is the front line for all UOP's business dealings with clients. The Regional Sales Manager's role is key in developing customer relationships, understanding the customer's organization, understanding the customer's needs, and providing UOP solutions to the customer.

Manage the Relationship with Key Accounts:

Manage the customer base for identified region and products

Create and maintain account plans

Develop effective customer relationships with operations, procurement, key managers and executives

Assist UOP Senior Leadership in developing relationships with key customer executives

Manage the sale of UOP Gas Processing and Hydrogen (GP&H) Technology and Equipment:

Define a robust pipeline to ensure delivery of annual sales revenue and gross margins

Develop effective customer relationships through the sales process

Prepare project specific sales strategies for each sales event

Proactively identify and develop sales opportunities

Organize and lead internal RFQ/proposal review and pricing/bid strategy meetings

Ensure that each project has a written Project Specific Sales Strategy including a Blue Sheet and that each strategy is reviewed and updated with input from Sales Support, R&D, Business Leaders, and Service

Forecast sales, including project description, full value revenue, timing, probabilities, payment terms, commission in Salesforce.com (SFDC)

Prepare and issue commercial offers

Draft, negotiate, and finalize appropriate agreements to close sales

Manage receivable collection efforts with finance staff

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  • Degree Qualified in Engineering or similar field. MBA is a plus

  • Significant sales related (Account Management) experience in the South East Asia Region.

  • Demonstrated ability to sell into a competitive market place and achieve premium prices by communicating the value achieved by the customer using UOP products and services

  • Knowledge of Gas & Hydrogen projects in the region, including Exploration and Production Upstream Oil & Gas, Refining & Petrochemical Projects, the producers, refiners, petrochemical producers, and EPCs in the South East Asian Regions

  • Demonstrated ability to work and interface effectively with other sales and support functions to move projects forward in a positive manner

  • Ability to drive momentum through the buying process

  • Strong business focus with demonstrated priorities of setting the customer's needs first

  • Ability to teach customers by framing the way customers assign value to UOP products and services

  • Ability to work independently with strong analytical skills

  • Proven ability to build and maintain strong business relationships and experience in a global organization

  • Strong business acumen, bias for action and results orientation

  • Excellent oral and written communications skills

  • Solid ability to listen for opportunity and client needs

  • Ability to work in a collaborative team environment

  • Must be available to travel up to 40%

Job: *Sales

Title: Senior Sales Account Manager

Location: MYS-WP-Kuala Lampur

Requisition ID: 00354318

Other Locations: IDN-DKI-Jakarta