Sr.Key Account Manager Sales
Honeywell Automation India Pvt. Ltd
Total years of experience :15 years, 5 Months
Sales
Key Result Areas:
* Spearheading the end-to-end Strategic Planning & Leadership, KAM, Sales, Business Development, Budgeting, Pre-Sales, Bid Management, Project
Management, Product Management, Solution Design & Management, Estimation, Stakeholder Engagement, Contract Management, Negotiation,
Value Engineering, Customer Relationship Management, Customer & Market Acquisition, Market Research & Analytics, Training & Development
and People Management.
* Currently responsible for Key Accounts like Cognizant Technology Solutions (CTS), Wipro & Dr. Reddy’s Lab (DRL) for PAN India Locations. However
also driving additional key accounts like TCS, IKEA, Amazon & Airtel for PAN India locations for Healthy Building Business Opportunities as an
additional responsibility.
* Responsible for driving Key accounts Management ensuring stonewalling the accounts against competition and ensuring repeat business,
resolving customer issues in timely manner apart from driving profitable orders performance.
* Responsible to manage both the customer and customer’s interactions with different stakeholders in Honeywell (i.e. Project Management
Leaders, Regional Field Service Leaders, Regional Service Sales Leaders, Service Sales Managers, etc.) to ensure a greater lifetime value. Indirectly,
I am managing and driving these internal stakeholders for better user experience & more profitable business. When done well, KAM will deliver
significant value over time, more profitable investment and become a partner of choice.
* Responsible to deliver the designed AOP (Annual Operating Plan) of the Project Line of Business (LOB) orders and growth through leading the
end-to-end cycle of selling strategies, processes and outcomes for Honeywell Building Solutions Key accounts for both Install and Service.
* Building strong customer relationship, improve Service Levels, increase existing sales, win new business and keep customer happy.
* Drive Pipeline Win Growth, YoY, aligned to the assigned AOP.
* Drive Strong MOS with Key accounts.
* Conducting weekly Pipeline Reviews as a part of standard MOS.
* Drive & Review the sales activity & opportunity bank with each account, account plan, as a part of standard MOS.
* Drive SFDC adoption, CRM Log In Rate.
* Maintain & Present the Sales Behaviour Index Scorecard, weekly & Monthly
* Measured on Sales & Pipeline growth, No. of Value Sold, Net Promoter Score, increase share of wallet, no. of problems solved, Relationship score,
Robust Account plans and building C Connect.
* Goal is to move up from Product Supplier to Business Partner in the Key Account perception ladder.
* Successfully met and exceeds 2021 AOP by 280% for the assigned Key Accounts.
* Achieving results through people.
* Conducting regular Business Reviews & Technology Workshop Presentations with Key Accounts leadership team.
* Maintaining Top objectives like Build Strong Relationship, Improve Service Levels, Increase Existing Sales & Win New Business.
* Maintaining & showcasing skills like Problem Solving, Relationship Building, Strong Communications, opportunity creator, marketing & value-
based selling.
* Main Strategies of KAM to be followed are building C-Connect, increase communication (service reviews, workshops, newsletters, etc.), position
new offerings & benefits, Review product & pricing, solve customer’s top issues & concerns
Liaising with installed/service-based customers & new customers to create solutions which create value in their day-to-day operations
* Detailed review of RFQ/Tender documents, reviewing scope for entire opportunity and Prepare Pre-Bid Queries, RFIs, Solution Designs, Solution
Management, Bid Management, Estimates, BOQ, BOM and Subject Matter Expertise (SME) for cutting edge building infrastructure technology
solutions.
* Discussing & concluding SLA during warranty period & AMC/CAMC and Commercial T&C with end customer
* Creating & providing technical presentation to the customers, PMCs, turnkey contractors and consultants
* Offering complete assistance to Sales team in creation of growth strategy to acquire new customers by offering qualitative solutions
* Increase overall performance of the organization by creating strong customer relationships and new customer partnerships within organization.
* Surveying client sites and designing the solution as well as preparing proposal and offer.
* Liaising with customers, consultants, PMCs, turnkey contractors, General Contractors (GCs), procurement team and internal commercial team,
project/operations team and service team to come up with a win-win offer.
* Interacting with vendors for compliant quotations, negotiations & close.
* Support Sales team to achieve Annual South India Region Sales target of 120 Crores INR (16M USD).
* Responsible for entire South India Region but mainly focused in Telangana State.
* Ensuring the successful accomplishment of pre-set business targets in face of growing competition; identifying the prospective clients, generating
business from new accounts and developing them to achieve profitability
* Creating strong relationships with key client stakeholders at both senior and mid-management levels
* Working closely with stakeholders on cross-territory opportunities and other internal teams on marketing materials and cause studies
* Understanding the competitive landscape and market trends; determining annual unit and gross-profit plans by implementing marketing
strategies
* Maintaining sales volume, product mix and selling price by keeping current with supply and demand, changing trends, economic indicators and
competitors
Highlights:
* Developed & sold solutions to existing and new customers which created value in their daily operations
* Managed the complete process including cold calling, lead generation, creating funnels, establishing new business, cementing healthy
relationships with clients, negotiating contracts and packages
* Prepared & delivered technical presentations; explained products & services to existing and prospective customers
* Reviewed the tender documents; prepared Pre-bid queries, RFIs, Designs, Estimates & others
* Fronted the Bid Management, Estimation, Pre-Sales, Sales, Marketing, Product Management, Business Development, Proposals, Submittals,
Project Management, Installation, Testing & Commissioning of all systems
* Managed contracts related to transaction such as POs, Quotations, Purchase Requests & others
Highlights:
* Developed & sold solutions to existing and new customers which created value in their daily operations
* Prepared & delivered technical presentations highlighting about products/services to existing & prospective customers
* Reviewed the tender documents; prepared Pre-bid queries, RFIs, Designs, Estimates & others
* Fronted the Bid Management, Pre-Sales, Sales, Marketing, Product Management, Business Development, Proposals, Submittals, Project
Management, Estimation, Installation, Testing & Commissioning of all systems
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