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Sales Manager - PMC Japan
Company logo (non-clickable)
Honeywell
18 days ago
Posted date
18 days ago
N/A
Minimum level
N/A
OtherJob category
Other
Driving Infinite Possibilities Within A Diversified, Global Organization

I. Principal Responsibilities
A pivotal role within sales organization of PMC Japan, Honeywell. Drive the organizationto reach a profitable sales growth within targeted Key Distributors and / ortargeted Key End Customers. Preserve the existing business within keyaccounts and importantly generating new business. Create credibility, build strong,lasting client relationships and earn the client's trust.

II. Principal Responsibilities
Establish strong strategic partnership with Key accounts (Distributors or / and End Customers), leading to the positioning of Honeywell Process Measurement & Control products and solutions.
Measure current sales within Key Accounts and develop action plans to increase sales revenue.
Responsible for building and implementing key account plan (business potential, contact lists, competition, value proposition and action plan).
Manage getting the right resources to support the key account plan.
Lead complex contract negotiations
Build strong relationships with the decision makers within the key account, create and identify business opportunities
Engage with internal resources (e.g. Product Sales Specialist) to win product or solution specific opportunities
Identify and target Vertical Sector Key Accounts which will provide sales opportunities
Understand and communicate industry trends (related standards, change of technology etc.), competitive strategies and product technologies.
Provide input for the annual operating plan (AOP) and the long term business plan (LTBP or STRAP).
Provide data to support monthly and quarterly product forecasting process.
Reach sales and profitability targets for each line of business for the targeted large accounts.
Lead presentations, proposals and plans as necessary.
Drive cross selling opportunities within IA (especially HPS), BA and ESS (especially UOP).
Ensure CRM (Salesforce.com) is kept up to date & accurate with in-depth knowledge of the tools.

III. Main Networks & Contact Links
Internal
Pole GM (APAC General Managers)
RGM (Asia Pacific General Managers)
Customer Marketing
Offering Management
Finance
CX, ISC, Planning
Legal

External
Distributors
End customers
Lobbying (Federation/Industry club...)

IV. Supervisory Responsibilities
Local PMC sales team

V. Geographic Scope & Travel Requirements
Extensive travel throughout the region visiting existing and potential customers and distributors (>50%)

VI. Key Performance Measures
Order & Sales growth
MarginI. Education Required
University degree in business administration OR commercial/technical education

II. Work Experience
Min. 10 years customer-facing outside sales experience, selling to end customers and distributors
Experience in key account management.
Experience in sales of products through the indirect sales channels (distributors)
Experience in PMC business (or similar industries) min. 5 years with well understanding of PMC Portfolio
- Field Instruments: Pressure, Temperature, Flow Meter
- ModSys: PLC (Programmable Logic Controller) and SCADA System
- M&C Gas: Regulators, Flow Meter (Rotary & Ultrasonic), Calorie Meter
- Terminal: Tank Gauging System
- Portable & Fixed Gas Detectors
- Hi-Tech: Gas Detection System for Semiconductor Fabs
Refer to Honeywell PMC Portfolio

III. Technical Skills & Specific Knowledge Required (specific skills and knowledge required for the position)
Good negotiation skills.
Good understanding of how to manage distributor relationships to ensure a profitable collaboration
Good understanding of PMC Portfolio and market dynamics
Ability to embrace a large amount of knowledge: logistic, legal, finance.
Project management skills
SFDC knowledge and experience preferred

IV. Behavioral Competencies Required (e.g.organizational skills, ability to lead a team, etc.)
Excellent verbal and written communication and influencing skills on all levels of an organization
High level of customer orientation coupled with a solution-oriented approach
Goal-oriented and able to deliver on commitments
Ability to work and organize workload independently
High level of integrity and demonstrated portrayal of the 6 Honeywell behaviors
Persuasive - ability to influence
Diplomatic and able to build objective lines of argument/rationales for action and present viewpoints assertively
Time management, organizational skills
Analytical - problem-solving ability
Cross selling mindset
Able to work in conflictive situation during negotiation
Ability to mobilize internal resources and work in a cross functional manner.

V. Language Requirements (writtenand spoken skills)
Fluent in written and spoken language of the Country of employment
Business fluent in written and spoken English
Additional languages an advantage

VI. Others
Clean driver's license
Familiar with Microsoft Office
Additional Information

  • JOB ID: HRD250527
  • Category: Sales
  • Location: 20F, 1-16-1, Kaigan, Minato-ku,Tokyo,TOKYO,105-0022,Japan
  • Exempt

Sales (GLOBAL)
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JOB SUMMARY
Sales Manager - PMC Japan
Company logo (non-clickable)
Honeywell
Chuo-ku
18 days ago
N/A
Full-time