Purpose of the Job
A summary statement of why the position exists in the organisation, outlining an overview of the objectives of the role.
The Sr. Account Manager will execute the sales and commercial development activities for Honeywell Fluorine Products in the Franco Africa. The person will be responsible for commercialization of Honeywell’s Solstice and HFC portfolio in Franco with major focus on polyurethane foam, commercial refrigeration and stationary air-conditioning (OEMs)
He/She will be responsible for key account management, managing the opportunity pipeline and ensuring business focused demand generation process, in order to drive sales and bottom line growth, enabling the business to achieve its annual operating plan for the region.
Principal Responsibilities
Bullet Point the 5-8 principal responsibility areas (the higher the level of role, the more responsibilities can be included). Include a responsibility heading, and then detail of why that responsibility is important (objective … in order to … result)
Commercialization of Performax LT, Solstice N13, N40 (and other Solstice refrigerants) in region
- Identify the key contacts at major supermarkets and develop strong relation to facilitate trials
- Facilitate and lead trials at customer site with close collaboration with technical team and other stake holders
- Drive successful trials and commercialization
Commercialization of Solstice LBA and Enovate 245fa as blowing agents for polyurethane foam
- Manage sales at current customers and grow the share of demand
- Build opportunity pipeline with mapping of key stakeholders
- Drive trials and commercialization
Commercialization of HFCs/HFOS at Stationary AC (OEMs, Industrial customers)
- Build Share of Demand at key customer for Honeywell refrigerants
- Network with key stakeholders down the value chain including the consultants and contractors for specific projects
- Identify key customer needs and develop Honeywell product proposition in close collaboration with technical team to meet these needs
- Ensure successful trials for HFOs and drive commercialization
Supervisory Responsibilities
Details of Number and Type of Direct and Functional Reports
No direct reports
Geographic Scope & Travel Requirements
Detail of where the position is based, geographic responsibility of the position, and of any travel requirements in the role
- Position based in Dubai
- Scope of role is the Middle East (GCC excluding Saudi & Levant)
- 50% of working time is likely to be travel
Key Performance Measures
Outline what are the main measures of performance of the role – what will be used on a regular basis to assess the success of the job holder in the role, or of the function in general
- Actual sales vs AOP sales
- Actual FA Contribution vs AOP FA contribution
- No of new commercial accounts
- Acceptance and implementation of new products into market
THE CANDIDATE
Education Required
Outline the minimum education requirements required for the position
Educated to a minimum of University Degree or equivalent
Prefer candidate with engineering degree (chemical or mechanical, heat transfer, refrigeration)
Postgraduate Business Qualification is advantageous
Work Experience Required
Detail the minimum standards of work experience required
Minimum 10+ years of work experience in marketing and business development in the Middle East in B2B environment
Experience working with polyurethane foam or commercial refrigeration companies,(i.e. OEM’s / contractors) and/or end users, HVAC industry
Technical sales experience is good to have
3. Technical Skills & Specific Knowledge Required
Summarise the Technical/Functional skills and capabilities required for the position
Proven track record of success in foam insulation, Air-conditioning & commercial refrigeration industry and working with supermarkets and OEM’s
Technically sound, with ability to easily understand our industry, product offerings, customers and competitive landscape
In depth, subject matter expert level knowledge of strategic marketing principles and techniques
Knowledge and significant experience of operating Business to Business marketing principles
Combination of technical and marketing/commercial acumen
An in-depth knowledge of AC / refrigeration products / value chain / competitors desirable
4. Behavioural Competencies Required
What are the behavioural skills required in order to succeed in the role?
High level of both written and verbal Communication Skills, capable of adapting style and tone according to the situation and audience
Solid Negotiation Skills, capable of achieving maximum benefit for the Company when agreeing contract terms
Solid level of Business Acumen, able to demonstrate a clear understanding of –
o the integrated relationships across functions within the business
o all business and market issues both internal and external to Honeywell
Demonstrates a high level of planning & organisation skills on a daily basis
Highly Customer Focused approach, demonstrating success through a ‘Voice of the Customer’ approach on a daily basis
Highly self aware, recognising the impact of approach and behaviours on peers, customers and other internal and external contacts
Proven experience and success in delivering new products into existing markets
Demonstration on a daily basis of a high level of personal integrity
Demonstration of the 8 Honeywell Behaviours
5. Language Requirements
What are the required language abilities in order to carry out the role successfully?
· Fluent in English and French
