Principal Account Manager

Contenu de l'offre Principal Account Manager chez Honeywell

Principal Account Manager

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Principal Account Manager – Honeywell Aerospace EMEA OEMs

This individual will be the business leader of our external facing customer business team (CBT) and will report to the EMEAI OEM Customer Business Director. The successful candidate will be the Principal Account Manager for Airbus After Market and Other OEM Customers.

Primary Responsibilities: 

·       Leadership / Relationship

·       Lead the Customer Core Team in close coordination with team members (ex. Customer & Product Support (C&PS) Program Manager (PM) to deliver on customer commitments and business objectives while continually improving upon the Voice-of-Customer

·       Develop professional relationships with customer leadership, decision-makers, stakeholders, and influencers

·       Thoroughly understand the customers’ business and strategic direction in order to identify opportunities that profitably grow Honeywell’s business

·       Own – i.e., capture, communicate, facilitate, and execute – customer-focused financial and business strategies, objectives, and commitments

·       Partner with Honeywell leadership as well business, marketing-&-product management (M&PM), sales, legal-&-contracts (L&C), program management office (PMO), engineering, demand management, integrated supply chain (ISC), C&PS, and other representation to deliver customer and business deliverables

·       Provide timely communications that consistently, accurately, and effectively present details, actions, and status to organisational leadership and audiences

·       Can mitigate or escalate as appropriate

·       Adhere to a rigorous, timely Management Operating System (MOS) delivering on Principal Account Manager responsibilities, goals, and objectives

·       Financial Management

·       Participate in the Annual Operating Plan (AOP) and Strategic Plan (STRAP) processes, determining the customer-related business, financial, product, and engineering demand, growth, gap resolution, and strategies

·       Integrate clear plans for the relationship building, risk mitigation, and opportunity capture required to advance / grow the customer business

·       Deliver on AOP and STRAP commitments, including revenue, operating income (margin), and working capital (cash) performance

·       Consistently support the financial MOS relative to short-range-outlooks, X+Y projections, and AOP alignment

·       Drive with the credit-and-treasury-services team a timely accounts receivable process

Project Management

·       Ensure the on-time execution of Company new product introductions or product improvements

·       Ensue programs are executed with in budgets

·       Execution, and completion of of IPDS phase exits, including successful IPDS phase gates, including the attainment of 99% OTD, 96% RTY, and achieving UPC targets

·       Lead the Integrated Product team including Program, Planning & Control Analysts to act as primary liaison to engineering, and drive further development.

Program Execution Oversight 

·       Partner with PMs (as well as business team director, PMO leads, and project engineering as needed) to ensure associated programs are maintaining compliant, consistent scope, schedule, cost (non-recurring & recurring), delivery, and certification performance

Business Management

·       Drive with the demand management team timely product / revenue / margin forecast updates targeting better alignment to financials

·       Support the C&PS team with a timely order management process delivering better alignment to forecast

·       Support the ISC team with product delivery compliance and - as needed - past due burn-down

·       In partnership with ISC Quality, baseline as necessary Quality Improvement requirements (containment, root-cause-and-corrective-actions, & targets) and facilitate successful execution of the associated plan

·       In partnership with C&PS, baseline as necessary Operator Support Improvement requirements (issue characterization, root-cause-and-corrective-actions, & targets) and facilitate successful execution of the associated plan

Drive new business capture

·       Ensure effective coordination with the management, M&PM, sales, L&C, and other team members needed to win business

·       Lead complex pursuits, capture short-cycle orders, lead / support retrofit-modification-upgrade opportunities, and facilitate contracts finalization

·       Deliver on year-over-year growth, profitability, and win rate objectives

·       Act as a decision point for marketing, pricing, capturing, and contracting new customer business

YOU MUST HAVE

Bachelor's degree / equivalent, with significant experience in the field, or Master's degree / equivalent, with some experience.

YOU MUST HAVE

Bachelor's degree in business management, Engineering or related discipline
8 years of previous business experience, including but not limited to business management, engineering, sales, operations, finance, contracts, customer support 
5 years of demonstrated successful program management and/or business development experience 
3 years leadership experience in broad functional role 

WE VALUE

Ability to travel 25% 
Greenbelt certified,
Masters Degree or MBA preferred 
Previous Program Management experience preferred 
PMP certification preferred 
Proven track record of effective customer management and interface 
Working knowledge of business and financial fundamentals (Profit & Loss analysis, Investment analysis, Balance Sheet, Green Sheet) 
Knowledge of fundamental functional principles with the ability to optimize business performance in cooperation with Engineering, Sales & Marketing and Customer Support, and ISC 
Ability to make sound decisions and take quick action to ensure program execution 

WE VALUE

Significant experience in a Sales/Account Management related field
Excellent communication skills
Ability to influence at varying levels across the organization
Ability to handle multiple priorities and navigate in a highly matrixed environment

Additional Information

JOB ID: HRD196555

Category: Sales

Location: 4 avenue Saint Granier - BP 3009,Toulouse,HAUTE GARONNE,31300,France
Exempt

Job Summary

Job number: HRD196555
Date posted : 2023-04-24
Profession: Sales, Marketing & Sales Support
Employment type: M= Employee