Driving Infinite Possibilities Within A Diversified, Global Organization
Sales, Business Development & Channel management
oResponsible for Order, Revenue and Margin AOP (Annual Operating Plan) for PMC Marine Business
oIncrease win rate on new builds globally, drive price premium working with shipowners, partners and Honeywell functions
oWork closely with sales, Operations and leadership to establish strategies to improve customer relationship and growth, focusing on expanding on existing customer base and acquiring new customers
oProvide critical market, competition insights for new product development process
oSupport offering management to help bring effective vale propositions, compelling arguments to position Honeywell Marine offerings v / s competition
oStrong account management and MOS (Management Operating System) with channel partners, key customers to drive YOY growth
oFacilitate maker list entry through compelling propositions and proactively engaging with shipowners and shipyards
oDrive One Honeywell Marine culture within team and help gain traction at the customer side
oConstantly evaluate geography expansion and market reach opportunities. Review and recommend channel / agent presence through systematic data analytics working closely with sales and marketing
SKILLS / EXPERIANCE
The successful candidate will have a minimum of 8-10 years’ experience in similar role in Marine industry.
Technical sales support or product marketing, including prior leadership or management experience.
Strong knowledge of Marine tank gauging / instrumentation market with business management mindset and account management experience
He / she must have strong experience in managing technology products (sales / ops / product management / product management & marketing), consultative selling
The successful candidate must possess proven customer management skills, be a strong communicator, and have deep technical & application understanding to drive value proposition
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; Ability to work effectively across multiple countries and markets.
Industry / business / market knowledge : Understanding of industry market trends and how they affect our customers
Leadership : A confident, experienced leader with the ability to connect with others.Ability to lead projects and teams that successfully achieve milestones and complete deliverables.
Focus on development of direct reports and ability to prioritize projects and direct of team
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
Teamwork and Interpersonal Skills : A team player and builder, receptive to ideas from others.Shares information and keeps team members and partners informed.
Works effectively with others to identify and resolve issues.Excellent interpersonal skills and an ability to interact successfully with a diverse work force.
Ability to articulate the value proposition : Clearly articulate value and demonstrate how a product speaks to specific needs of a customer for Marine Gauging market
Product knowledge : Understanding of Marine products and service offerings; Engage with Marketing, Technology and Sales to define unique selling propositions to shipyard and ship owners
Competitive intelligence : Command of competitor’s products and value propositions, market strategies and position. Use this intelligence to influence maker list entries and provide favourable situation at the shipowner side
Consultative selling : Ability to diagnose customer’s needs, offer product / service mix that best fits those needs.Establishing strong relationships with shipyards and ship owners (directly or through sales / agents) to support Marine offerings interms of maker’s list entry, capturing
premium price and keeping competition away starting from the bidding stage