Job Description

Innovate to solve the world's most important challenges

Country Sales Leader, Indonesia (Sr Sales Manager)

Organization: PMT/HPS

Position Purpose / Summary:

Honeywell Process Solutions (HPS), a Business unit of Honeywell Internal, is a $3 billion + strategic business unit of PMT that improves the productivity and profitability of industrial facilities on every continent around the world. HPS offers a full range of Process automation and control solutions such as DCS(Distributed Control System), ESD(Emergency Shutdown), FGS(Fire & Gas), PLC, Field Instrumentation, Terminal Automation & Gauging solution, Advance software applications to key Process industries that including Oil & Gas Exploration/Production, Refining, Petrochemicals, Chemicals/Pharmaceuticals, Marine(FPSO, LNG), Power, Terminals and other process industries. HPS provides Project Automation & Solutions, Advance Software solution & also offers a range of Lifecycle Services to both the new customers & installed base of our systems.

Indonesia is a High Growth country. The key served industries are in O&G, Refinery, Petrochemicals, Pulp & Paper. Honeywell pursue opportunities in Indonesia both Directly & via Channel partners. Reporting to the Sales Director for SEA, Japan & Korea, this country leadership position is a key position within the HPS organization as part of Indonesia leadership branch. He/She will determine together with Sales leadership the winning pursuit strategies (Direct Selling or via Channel partners).

Key Areas of Responsibility:

• To meet & exceed the Annual Operating Plan (AOP);

• Performance management, career management, succession planning for all Sales employees;

• Business improvements and development to create demand and opportunities. Be the champion of sales processes and disciplines;

• Strategic account management of key accounts;

• Accurate planning and forecasting of sales performance;

• Responsible for coordination between LOBs and Functions to ensure business alignment and engagement;

• Provide leadership to drive HPS wide initiative and align the local leaders to achieve desired objectives;

• Act as the industry spokesperson and figurehead to promote Honeywell’s name and capability;

• Customer relationship management processes and increasing customer satisfaction levels;

• Responsible for sales activities and long term relationship management for accounts;

• System and consulting knowledge applicable to vertical markets;

• Understanding of key processes, economic drivers in order to develop valued customer partnership,

• Consult and investigate key business opportunities with range of customer contacts; This includes, but is not limited to leading sales efforts which capture value from the broader One Honeywell portfolio, UOP synergies, Building solution, Fire Alarm and sales integration of future acquisitions.

• Driving sales for break through Initiatives (BTI), Core Growth Initiatives(CGI) and create healthy sales pipeline

• Define strategy for Territory & customer account Planning. Champions the customers’ needs and requirements within the Honeywell organization

• Implement a robust MOS to drive sales and execute country strategies

• Identify winning strategy with leadership – Direct Selling or via Channels

• Driving business through channels and increasing sales volume

• Identifying gaps in the current coverage and expand existing channels as well as source/recommend/appoint new channels whenever needed

• Working with Honeywell CBM(Channel Business Manager) for Channel businesses and engage channels for driving growth

Key Success Factors (Key Metrics/ KPIs / Deliverables)

• Geographic Scope & Travel Requirements

• Indonesia

• Travel within Indonesia is Mandatory

• Travel outside Indonesia for project coordination, EPC coverage are required

• Key Performance Measures

• AOP, Sales Orders

• Opportunity / Pipeline development for major projects

• Create new customer base in Indonesia

• Sell new projects

• Sell new portfolios into existing customers, new or competitors’ customers

• Regular opportunity/pipeline updates

• Driving sales for break through Initiatives (BTI), Core Growth Initiatives(CGI) and create healthy sales pipeline

Major Challenges:

Indonesia market is very competitive. This role needs lot of drive to develop & grow the business from current level. The candidate should be self-motivated and shall have willingness to work in challenging business conditions and grow the business in Indonesia.

To meet & exceed Annual Operating Plan (AOP), and develop business in terms of creating new pipeline, deploy Sales Winning strategy (such as Direct Selling or pursuit via Channels), strategy deployment and execution in this competitive & challenging environment.

Honeywell is also a Matrix organization with 5 LOBs (PAS, LSS, AS, PMC, HTS) where these need to be coordinated to have common goal of growing business in Indonesia.

Working Relationships

• External

• End customers

• EPC contractors

• Project Management Consultants

• Internal

• Honeywell HPS sales team

• Honeywell LOB (Line of Business)

• Solution consultants / BTI / marketing

• Honeywell Channel Business Managers

• P&E (Proposal & Estimation)

• Legal and Contract Team

• Nature / Purpose

• Drive Honeywell solution preference from end customers

• Create opportunity pipeline & have them into Siebel for tracking

• Closely work on each and every sales pursuits to avoid duplication, drive inroads for channels through HPS account managers

• Work & get support from Consultants/Marketing/BTI leaders to create demand & drive Sales results

• Work on various programs and drive sales, sales coordination

• Weekly reporting, sales coordination

• Contract execution, due diligence

• Price, technical support, deliveries, drive specifications, partner training, promotional activities

Qualifications / Experience / Knowledge:

• Degree qualification in Engineering, Business Administration, Engineering, Technology or similar disciplines.

• Experienced in Sales Management and a Sales Leader who can work across borders and cultures to drive sales of major projects

• Excellent written and oral English language communication skills required.

• Language skills as appropriate to geography

• Minimum 10 years Sales experience in Process industries such as Oil & Gas, Refining, Petrochemical or related industries (Minimum 5 years of sales management exp or managing a sales team)

• Understanding of Process Control such as DCS, ESD, FGS, Transmitters, Plant Information, APC, OTS, IIOT

• Proven sales leadership experience of working in Process Industries by demonstrating experience with the key players in decision making

• Proven Track records of Sales in Process Industries

• Front End sales / Street fighter (should be willing to travel extensively and work in extended hours)

• Extensive travel (more than 50% )

• Have sales experience of control systems as well as Process Automation and control products

• Ability to build and establish strong/positive relationships especially with Decision makers

• Selling skills - both internal and external

• Drive account and pursuit strategies

Additional Information

• JOB ID: HRD137447
• Category: Sales
• Location: Menara Prima 24th Floor Block 6.2, Jl. Dr.Ide Anak,Agung Gde Agung, RT.5/RW.2, Kuningan Tim., Kota Jakarta,Jakarta,JAKARTA,12950,Indonesia
• Exempt