[Hiring] Strategic Account Manager @Honeywell

Role Description

The Strategic Account Manager is responsible for delivering sustainable revenue growth across strategic distribution buying groups, owning headquarter relationships and ensuring that central agreements and initiatives translate into effective execution throughout the distribution network. This is a Remote role with 60-70% Travel within the UK.

Responsibilities

• Revenue Growth & Commercial Performance:
  • 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.
• Strategic Buying-Group HQ Relationships:
  • 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.
  • 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 customers and internal stakeholders.
  • Create an effective feedback loop from the field back to buying-group HQ and HON stakeholders.
• Sell-In Growth:
  • Work with buying-group HQ stakeholders to develop commercial initiatives to generate incremental purchases, increased product penetration and portfolio expansion.
  • 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.
• Sell-Out & Channel Activation:
  • 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.
  • 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.

Qualifications

• 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 skills 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.

Benefits

• Competitive salary and performance-based incentives.
• Comprehensive benefits package, including health insurance, retirement savings plan, and employee assistance program.
• Opportunities for professional development and career advancement.
• A dynamic and inclusive work environment that fosters innovation and growth.
• A culture that fosters inclusion, diversity, and innovation in an international work environment.
• Market specific training and ongoing personal development.
• Experienced leaders to support your professional development.