Lead Account Manager

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BUSINESS JUSTIFICATION

The Sales Account Manager is responsible for managing and growing fast-growing accounts within the UOP LST organization. The LST business is expected to grow (>30%) as result of economic recovery from COVID as well as gain SOD from the competition. The LST Sales Account Manager will be responsible for managing aspects of engagements with existing and new customers building relationships and understanding customer business to ensure LST meets its AOP targets. The Account Manager will define sales and growth strategy to retain key customers while improving win rates on competitive bids. Lastly, the Account Manager will identify opportunities and build additional growth through Multi-year Agreements, Enhanced Service and Connected Offerings.

Job Description

This exciting position is within the LST business within UOP. The selected candidate will be primarily responsible for growing Honeywell’s catalyst and adsorbent sales to customers within specified territories . The Sales Account Manager will be responsible for managing aspects of engagements with existing and NEW customers in Refining , Petrochemicals and Gas Processing facilities .

The successful candidate will generate sales leads, follow up on sales leads, present the top-level technical aspects of the products to customers and dive deal closure.

This person serves as the Champion for the Customer within Honeywell, driving to identify customer needs and match to Honeywell product leading to near term and long-term revenue growth.

Key Responsibilities

Business Leadership

• Develop and drive customer growth strategies.
• Deliver agreed annual sales revenue, direct margins, volumes, price and product mix for UOP HSP product portfolio.
• Manage the 18 month forecast in SFDC, work with Credit & Collections to maintain past dues in line with company’s working capital targets
• Responsible for long-term objectives such as year-over-year growth, profitability, and win rate, as well as near-term forecast accuracy for short-range-outlook (SRO), demand planning and all financial forecasts.
• Contribute to establishing a culture of ownership and accountability.
• Create and Manage account plans which roll up into a regional strategy for Middle East
• Ensure up-to-date knowledge of UOP’s products and offerings in order to identify project opportunities.
• Lead the project/opportunity development and commercial follow through.
  
  

Business Growth

• Works closely with Honeywell Sales, Technical Sales, Business, Engineering, and Government relations personnel to create and execute growth plans as it relates to your assigned customer base.
• Acts as the decision point in support of marketing, selling, pricing, contracting and execution of new business relative to the customer and program.
• Drives new business proposals through cross-functional teams, working with the assigned personnel in proposal development and gaining required concurrence/approvals to pricing, technical plans, and other requirements as laid out in Honeywell instruction.
  
  

Critical Success Factors

• Knowledge of fundamental program and business management practices, ability to work effectively with ISC, Engineering, Sales, Finance, Pricing, Contract, and Customer & Product Support to achieve successful outcomes.
  
  

Working knowledge of business and financial fundamentals (Profit & Loss, Investment Analysis, Balance Sheet, Green Sheets).

• Strong presentation and communication skills.
• Ability to make sound decisions and take quick actions to execute.
• Preferred previous experience in/with this customer base.
  
  

YOU MUST HAVE

• Bachelor's degree in Chemical Engineering
• Experience in Sales.
• Extensive expertise and deep domain knowledge on Refining Catalyst chemistry or processes
• Extensive expertise in technical sales support for catalyst proposals
  
  

We Offer

The opportunity to work on the world’s most exciting projects, transforming the cities we live in, the buildings where we work, and the vehicles that move us.

Group medical insurance plan life.

Paid annual leave and time off work.

A culture that fosters inclusion, diversity and innovation.

Market specific training and on-going personal development.

If this is your dream role, then we'd love to hear from you.

We are an equal opportunity employer and value diversity at our company. We do not discriminate based on race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.

Additional Information

• JOB ID: HRD258135
• Category: Sales
• Location: DTV - Plots 13 & 16,Dhahran Techno Valley Science Park,Dhahran,EASTERN PROVINCE,34464,Saudi Arabia
• Exempt