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Sales Manager

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Honeywell

1mo ago

  • Job
    Full-time
    Expert Level
  • Sales & Business Development
    Engineering
  • Pune
    Remote

AI generated summary

  • You need 10+ years in service sales for DCS, preferably in O&G/R&P, a BE in Instrumentation or Electrical, and experience with solutions. Travel 70% required.
  • You will drive HPS-Service Sales, manage the sales process, identify opportunities, prepare proposals, and ensure compliance while enhancing solutions and tracking forecasts.

Requirements

  • Minimum 10 + years of Service Sales experience in Distributed Control System (DCS), O&G/R&P/Power Process Automation & Service Solution offer selling.
  • BE in Instrumentation preferred
  • MBA from a reputed Institute preferred
  • BE in Electrical/Comm can be considered
  • Similar Industry experience - O&G, Chemicals, R&P, EPC, Terminal Automation (Preferred from Emerson, Invensys, Rockwell, ABB, Siemens)
  • Have a broad and defined idea about the DCS and Process Automation for O&G Business / Market in India.
  • Understanding & experience Solution/Service Sales for customers in R&P, O&G, Chemicals, Pulp & Paper, Power.
  • Technical R&O analysis from scope and solution point of view.
  • Improve Sales Efficiency. Win- Loss Analysis, Working Experience in Seibel / SFDC, Opportunity Management,TAS Plan, measurement of conversion rate & Improvement plan.
  • Travel: Yes, 70 % of the Time

Responsibilities

  • Responsible to meet AOP target for LOB by driving the regions for HPS-Service Sales/Solution Sales, deliver AOP sales Target, Pre-Sales activity, preparation & submission of techno commercial proposals and all sales activities to existing install base customers. This can include but not limited to AMCs, Spares, Migrations, Add-ons, Cyber security and other BTIs as guided by Sales Director and LOB leader.
  • Keep a track of HPS Install base with early engagement & identification of opportunities; pipeline development. Opportunity management, and Forecast accuracy in meeting AOP target.
  • Techno-Commercial understanding of proposals, Clear Value Proposition for the Solution to the customer. Creating Account Plan & sales strategies for all key pursuits by working closely with the LoB Leader, P&E, Sourcing team and regional Services team.
  • Lead the complete sales process right from opportunity creation & offer submission to the participating negotiations & order closing and booking.
  • Know-how of Tendering process & should have managed tendering for PSU’s
  • Work on continuous enhancement of solution to drive competitive differentiation. Spec-in Honeywell technical advantages & competition price loaders & disqualifiers in the RFQ by working closely with Vertical leaders & Technical consultants.
  • Should have followed Sales process Compliance, Siebel / SFDC, TAS Plan; Win-Loss MIS and Siebel Database management.

FAQs

What is the primary responsibility of the Sales Manager?

The primary responsibility of the Sales Manager is to meet the Annual Operating Plan (AOP) target for the Line of Business (LOB) by driving sales activities related to HPS-Service Sales/Solution Sales and managing relationships with existing customers.

What qualifications are required for this position?

The position requires a minimum of 10+ years of Service Sales experience in Distributed Control Systems (DCS) and process automation, preferably in sectors such as Oil & Gas, Chemicals, and Power. A BE in Instrumentation is preferred, and an MBA from a reputed institute is also desirable.

What level of travel is expected for this role?

Travel is expected to be approximately 70% of the time.

What technical knowledge is important for the Sales Manager?

A broad understanding of DCS and Process Automation for the Oil & Gas market in India, along with experience in Solution/Service Sales, is important for this role.

Is experience with CRM software required?

Yes, experience with Salesforce (SFDC) or Siebel, as well as opportunity management, is required for this position.

What skills are essential for success in this role?

Essential skills include excellent communication, the ability to influence at various organizational levels, the capability to handle multiple priorities, and navigation in a highly matrixed environment.

What additional industries experience is preferred for candidates?

Preferred experience includes the Oil & Gas, Chemicals, Refining & Petrochemicals, Engineering, Procurement & Construction (EPC), and Terminal Automation industries, particularly from companies like Emerson, Invensys, Rockwell, ABB, and Siemens.

What is the location of this job?

The job is located at 56 & 57 Hadapsar Industrial Estate, Pune, Maharashtra, India.

Is there a particular focus regarding competitive differentiation?

Yes, the Sales Manager should focus on continuous enhancement of solutions to drive competitive differentiation and incorporate Honeywell's technical advantages into proposals.

What kind of analysis is expected to be performed in this role?

The role requires conducting Win-Loss analysis and improving sales efficiency through measurement of conversion rates and improvement plans.

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Honeywell

The future is what we make it!

Manufacturing & Electronics
Industry
10,001+
Employees
1906
Founded Year

Mission & Purpose

Honeywell is a Fortune 100 company that invents and manufactures technologies to address tough challenges linked to global macrotrends such as safety, security, and energy. With approximately 110,000 employees worldwide, including more than 19,000 engineers and scientists, we have an unrelenting focus on quality, delivery, value, and technology in everything we make and do.

Benefits

  • Medical Insurance

  • ​​​​​​​Parental Leave

  • Life Assurance

  • Retirement Plan