The account manager for midstream segment (gas/ fuels/chemical terminals, pipelines & lng plants) is a quota carrying role responsible for growing hps revenues by landing new clients new logos from the initial contact to signing of the deals.
this individual owns the sales process and keeps a laser focus on acquiring new clients to hit the targets, develop a pipeline and be accountable to deliver the expected sales goals every quarter.
this role is perfect for someone who is a fearless seller, who can effortlessly engage with different working levels and excels at negotiating the commercial agreements until closing, this means a hunter seller with value selling skills.
this role is the primary customer interface responsible for the development of new business and new relationships in pursuit of growth for honeywell.
the position holder understands the target customer's business model, technical/operative/finance drivers, and organization, and an understanding of the value that honeywell brings to them.
*key responsibilities*:
- manage current install base midstream (terminals, pipelines & plants) accounts and develop new accounts to position honeywell as their automation solutions & digital transformation partner, prospecting, evaluating opportunities, presenting our products, strong negotiation skills, cold calling, product selection, and supporting the customer's purchase to land new business.
- researching organizations and individuals to identify new leads and potential new markets
- responsible for customer relationship management bottoms-up & top-down.
- develop strategies along with hps team to win projects
- responsible for achieving annual operating plan (aop) targets for orders
- responsible for pipeline development (> 4 time aop)
- maximize competitive wins by understanding the competition's portfolio and strategies
- actively participate in conferences and trade shows across mexico for midstream
- lead sales related activity management for growth initiatives through the accurate, timely and detailed use of crm system; and other management tools including opportunity reviews, win/loss analysis, pipeline funnel management, forecasting and lead generation
- manage sales activities including sales calls, forecasting calls, opportunity reviews, plan development and monitoring.
*midstream market knowledge skills*
- terminals automation process knowledge:
integrated control icss
tank gauging,
loading/unloading,
blending/additive injection
metering principles
- terminal management knowledge
nominations
modes of operation
workflow for different mode of operations
validations
- terminal enterprise digital solutions, productivity applications and ot cybersecurity for terminals
- lng processes including pipelines, compression stations, city gates, gasification/liquefaction plants
- lng automation solutions
metering solutions
monitoring and control systems (dcs/scada)
icss (control/rtu´s, esd, f&g)
security solutions for pipelines
digital applications (i.e.
line packing, batch tracking, leak detection, alarm management, emissions management)
ot cybersecurity for lng operations
- understanding of local and international standards related to midstream market (api, asea, cre)
- epcs knowledge and experience
relation to conceptualization phase
feed approach
technical and permits follow up
liaison between end user needs and epc role
bid spec creation and accompaniment phase
bidding phase with epcs
negotiating with epcs to win and close contract
*must have*:
- bachelor's in engineering/technology, postgraduate business qualification is advantageous
- he/she must have proven track record in utilizing consultative selling, account planning to achieve set goals.
- communication and presentation skills: provides timely and concise information to others; able to present technical material to a customer in a way that is understood; demonstrates compelling presentations skills
- experienced in the use of crm tools, account planning tools, strategic selling methodologies and target account selling
- fluency in english
- ability and willingness to travel with typically 50% away from home
*:
*we value*:
- experience in business development in midstream
- customer engagement experience at senior levels; building long-term strategic and executive relationships.
- results-oriented: a driver who possesses the ability to take actions and implement effective solutions in a timely manner
- problem solver: a creative yet pragmatic problem solver.
methodical and hands-on as well as detail-oriented.
- cross selling and consultative selling - experience with collaborating across both client and own organization to drive a one-honeywell approach
- business acumen in driving growth of "startup" or "ground floor" businesses
- understanding of driving a technical solution to a investment decision using finance metrics such as roi (return of investment), irr (internal return rate), npv (net present value),