Channel Business manager H/F

Job Description

The role is that of sales and business development targeting existing and prospective new channel partners and end users across the region. The role will involve travel, occasional evenings away from home and carry sales targets and quarterly objectives. Despite the channel management being the primary focus, this role will have elements of end user engagement in support of partner activity. This position will only suit a focused and strong sales individual who can prove a successful sales background preferably within the Auto ID or supply chain solutions industries.

Responsibilities

• Achievement of monthly, quarterly and annual sales targets and management based objectives as defined and agreed by line manager.
• Develop account plans for existing and new channel partners, in line with regional channel strategy, and execute objectives.
• Establish long term business relationships with channel partner executives.
• Develop repeatable programs to enable sales, partner sales/growth.
• Work with Channel/ Product Marketing to ensure increased market share, achievement of sales objectives and communicate market expectations/ product requirements.
• Make formal sales presentations; perform product demo’s and coordination of appropriate sales support personnel such as pre and post‑sales support, system consultants and Media specialists.
• Support channel partner sales opportunities, including qualification, development of joint strategies to win end user sales opportunities.
• Develop and train new and existing channel partners in relation to our solutions and sales methodologies following regional strategic direction.
• Use of CRM system including sales related activity including (but not limited to) meeting schedules, meeting notes, contact persons, business plans, MSAS plans as appropriate, quotations, price requests, revenue forecast data, SKU requirement data, schedule dates and sales team members. Take responsibility for the data integrity in the system.
• Provide accurate, timely forecasts and report weekly performance and details of specific opportunities.
• Arrange at least 6 partner/customer meetings per week.
• Review plan elements with partner on a weekly, monthly and quarterly basis, taking remedial actions with partners as necessary.
• Development of relationships with key software providers.
• Work with Channel / Product Marketing to develop repeatable programs to enable partner sales/growth and achievement of sales objectives.
• Stay abreast of new product introductions, technological / industry advances and market developments. Feedback product requirements to line of business.

Personnel Specification

• Ambitious, self‑motivated, hardworking, result orientated, problem solver with a positive outlook and a clear focus on driving growth and profit.
• Experience of developing Auto ID “Go to Market” sales strategies, programs and campaigns.
• Balances short term and long term objectives and needs.
• Ability to follow processes and gain approvals related to sales activities.
• Demonstrate the difference between good and bad business opportunities.
• A natural forward planner who critically assesses their own performance.
• Mature, credible, professional and comfortable in dealing at senior levels.
• A team player with clear leadership qualities.
• Someone who remains calm in high pressure environments.
• Ability to travel in given region as the business demand, occasionally at short notice. And occasional international business trips out of the given region.

Experience and Qualifications

• Extensive continuous sales experience in Auto ID/Supply Chain sectors.
• Demonstrable knowledge of Auto ID market products and services.
• Clear understanding of current market trends and dynamics.
• Successful Sales track record through channel partners and distribution partners.
• Business degree preferred but not mandatory.
• Good communication skills in both French & English

Job Specific Skills

• Strong sales skills including sales processes, sales techniques and methodologies.
• Demonstrable negotiating skills.
• Ability to make the best use of time and resources.
• High level of communication and presentation skills.
• IT literate.
• Understand basic business finance terms and the necessity for financial control.
• The ability to prepare a business plan, write business letters and reports.
• Ability to say no when the circumstance demands.

About Us

Honeywell helps organizations solve the world's most complex challenges in automation, the future of aviation and energy transition. As a trusted partner, we provide actionable solutions and innovation through our Aerospace Technologies, Building Automation, Energy and Sustainability Solutions, and Industrial Automation business segments – powered by our Honeywell Forge software – that help make the world smarter, safer and more sustainable.