Strategic Account Manager Buying Groups – Electrical Products

As a Sr Account Manager here at Honeywell, you will drive strategic growth, manage key accounts, build strong customer relationships, and mentor your team to foster excellence and revenue growth.

• Own and deliver the revenue growth targets for the assigned buying groups.
• Develop and execute individual growth account plans for each buying group, linking initiatives to revenue growth objectives.
• Identify opportunities to increase share of wallet and incremental sales, building a strong pipeline of incremental growth initiatives.
• Ensure that growth plans address both sell-in and sell-out, creating sustainable growth rather than simply increasing inventory within the channel.
• Establish and monitor clear success measures, use data to assess performance vs target, identifying gaps and implementing corrective actions.
• Provide accurate forecasts and maintain visibility of opportunities, risks and required actions.
• Build, maintain and strengthen strategic relationships with key decision-makers and influencers within the organizations of all assigned buying groups, as well as key affiliate distributors, to ensure broad and sustainable engagement.
• Build a deep understanding of each buying group's strategy, priorities, commercial model, membership structure and decision-making processes.
• Position HON as a strategic long-term partner, using HQ relationships to identify opportunities, remove barriers and secure sponsorship for growth.
• Conduct regular business planning and performance reviews with the customers, as well as with internal stakeholders, maintaining an effective rhythm of engagement.
• Create an effective feedback loop from the field back to buying-group HQ and HON stakeholders.
• Work with buying-group HQ stakeholders to develop commercial initiatives to generate incremental purchases, increased product penetration and portfolio expansion, promotions and other growth programs.
• Ensure that commercial agreements, incentives and investments have clear growth objectives and measurable outcomes.
• Coordinate relevant internal HON stakeholders to develop compelling propositions for each buying group, while ensuring smooth operations.
• Translate centrally agreed initiatives into effective execution at affiliate level.
• Focus on sell-out data, ensuring that buying-group HQ teams effectively communicate agreed initiatives, priorities and opportunities throughout their organizations.
• Work closely with the HON field sales organization to ensure sales teams understand the objectives, propositions, target opportunities and required actions behind each initiative.
• Develop initiatives that increase product adoption and generate downstream demand, supporting sustainable sell-out growth.
• Identify gaps between central agreement and local adoption and take action with both customer and HON stakeholders to improve execution.

• Proven experience in channel sales, distribution, strategic/key account management in a B2B environment.
• A demonstrable track record of delivering revenue growth through indirect sales channels.
• Strong understanding of distributor dynamics and the relationship between manufacturer sell-in, distributor inventory, local activation and sell-out.
• Strong communication, and experience managing complex, senior-level customer relationships and commercial discussions.
• Solid commercial acumen with the ability to identify opportunities and convert them into executable growth plans.
• Strong analytical skills and ability to use sales performance information to identify growth opportunities and corrective actions.
• Comfortable operating autonomously at senior level while collaborating extensively across sales, marketing, product and other functions.