Continuously identifying new sales opportunities and focusing on providing consultative support by building value propositions into the account or opportunity; Managing and building customer contacts, serving as the expert for an overall Honeywell portfolio.
*Customers: Engaging with external customers at all levels in their organization including executive level decision makers when appropriate.
Primary internal customers include regions sales professionals/Business Consultants.
*People Management: Being a Team player working with many sales professionals in a highly matrix organization in assigned geographic areas. Acting as a resource in support of the sale to address customer's drivers and initiatives in a consultative manner.
Experience in a fast paced environment demanding strong technical, organizational & interpersonal skills. Trustworthy, ethical, and discreet; committed to the development of the organization. Confident and poised in interactions with individuals at all levels. Detail-oriented & resourceful in completing projects; able to multitask effectively. Capabilities include:
Understanding the need of the customers
Problem Analysis & Solving
Co-ordination in executing projects
Product Marketing & presentation
Multitasking & a quick learner
Effective speaker and a trainer
Ability to render thoughts on paper
Motivating a team
C, C++, Visual Basic (Basics)
Web Page Designing, HTML (Basics)
BAAN & SAP (ERP) - End User Modules
Hardware & Software troubleshooting
1. Sales ManagerCompany Name － City
Responsible for developing the Building Systems business in Maharashtra & Goa.
Services include Supply Install Testing Commissioning and annual maintenance of Integrated Building Management Systems, Video Surveillance, Access Control, Intrusion, Residential Solution & Integrated Security Systems manufactured by Honeywell and other OEMs.
HAIL is one of the biggest Systems Integrator in India in the Building Systems business.
Focus is on retaining existing customer relationship and business & pursuing for increasing opportunities with them.
In addition to existing business, the role also focuses on generating business from new customers high and wide through the region.
Special focus on Tier 2 & 3 cities.
Responsible for the development of the region's Business Consultants and to ensure that they meet their yearly targets.
Support the team whenever required.
Business Relationships: As an integral part of the HBS team, work with the service and sales professionals to identify a pipeline of opportunities for the service business.
Engagement with customers in a consultative capacity exploring their needs and tailoring value to meet these needs.
In support of the business, interaction with internal resources to ensure the voice of the.
customer is communicated internally.
Engage internal process & resources to help accelerate and meet customer needs.
Sep 2010 to Dec 2013 Company Name － City
Providing coaching to other members of the Sales Team as it relates to their assigned customer accounts Results: Accurately forecasting and achieving orders, margin and growth in support of Annual Operating Plan in an assigned offering set Consultative selling - turning technical features/ functions into value for the customer.
Communicating concepts/market trends to internal and external customers; e.g.
customer specs, white papers, trade shows, etc.
Working on multiple projects/programs/ opportunities at a time Training - Conducting regular sales trainings for the consultants to keep them educated & ensure Honeywell specs in any upcoming tenders.
Salesforce - Using the CRM database as an end user for Customer segmenting, reviews, sales history, sales opportunity management, account management, team reviews, competition tracking, sales collaboration, individual/team performance management, goal setting, etc 2.
Assistant Manager - System Sales & Major Accounts - (From Responsible for developing the OEM business in Maharashtra & Goa.
Product range includes Video Surveillance, Access Control, Intrusion, Residential Solution & Integrated Security Systems manufactured by Honeywell.
Focus on increasing the percentage of market share of Honeywell in the region especially in turnkey projects.
Supporting existing SI's and developing new partners for the OEM business.
Focused on extending reach to Tier-2 & 3 cities in the region by identifying local partners and developing them.
Conducting regular sales trainings for the partners to keep them educated & well trained about new products coming in.
Closely managing major accounts for Honeywell Security and generating a regular volume of business.
Engaging with architects & consultants and creating demand through proper influencers.
End-customer engagement in terms of giving technical presentations & clarifying any queries related to the systems.
Designing systems as per inputs provided by partners, end-customers, etc.
Prepare specification for Honeywell Security products and drive conversion in the market.
Engaged and expanded Channels in the assigned geographies.
Implemented agreed Annual Operating Plan to meet the business goals.
Worked with the sales and support teams for achievement of customer satisfaction, revenue generation and long-term goals in line with company's vision and values.
Customer Management Close engagement with Electrical Consultants / Contractors / Project Management Consultants and End customers for project business Met new customers and Expand Customer Base.
To understand customer requirements and present product and solutions appropriately to make sales.
To maintain and develop relationships with existing customers.
Ensure any customer complaints are highlighted to manager and follow-up for immediate corrective action.
Sales and Commercial Activities Ensure Order log-in as per Company Policy.
Liaising with Logistics to check the progress of existing orders and communicate as appropriate to customer.
Ensure on time collection of C- forms and other key statuary documents Review Statement of accounts periodically for assigned Channel partners and ensure any discrepancy is addressed immediately.
Reporting Submit Weekly Sales Report on time Ensure Customer and Project Database is up to date Participate in daily TAM Identify new and innovative ways to improve market share Channel and Dealer Management Increase presence in Trade Market through effective Channel Management.
Identify and appoint new Channel and Dealers in assigned territory as required Engage and Drive additional revenue from existing Channel and Dealer network.
Ensure all Channel Communications, reach the Channel on time.
Support Channels in achieving their Goals by providing retailing support Ensure adherence to agreed Commercial Requirements.
Ensure Local Promotion Plan is executed as per schedule with adherence to Brand Guidelines.
Meeting up the sales target by promotion of BMS range of products & commercial valves business.
Drive Trade Visibility by ensuring Signage's, Display Boards, Brochures and Price Lists are displayed appropriately at Channel and Dealer counters.
Project Management Meeting up Developers / Builders for residential & commercial projects.
Ensure Specification in all identified Projects.
Ensure quotations to projects are submitted on time.
Ensure all Projects are captured in Project Database.
Ensure cross area projects are highlighted as soon as it is identified to manager and respective Regional Head.
Performance Management Delivery of HPD Goals.
Ensure adherence to Honeywell Code of Business Conduct.
Senior Executive - Special Projects & Premises Security - (From July'07 till Sept'10).
Responsible for developing the Premises Security business in Maharashtra & Goa.
With a range covering a huge variety of products from Hi-end CCTV surveillance systems to Crash rated anti-intrusion devices to highly technical marine products, solutions specific to the customer have to be designed, justified and sold.
Responsible for developing existing channel partners in terms of support & imparting product knowledge, developing new partners and training them.
Giving presentations to clients; corporate as well as government, builders and architects.
Studying the existing premise, analyzing the threat perception specific to the location in terms of geography and the social surroundings and laying out a range of solutions for the premise.
Achievements :- Best Performance for FY 2009-10 in Premises Security Business in India; 273% achievement over targets 186% achievement over targets for FY-2008-09 153% achievement over targets for FY-2007-08 Appointed, trained & generated a good amount of business from Project Dealers in Class-B towns across the region.
Bachelor of Engineering
MIT, Aurangabad - Batch of 2007
HSC - Science
Maulana Azad College - Batch of 2002
St. Francis De Sales English High School - Batch of 2000
Reading technical magazines, photography, driving, traveling, surfing the web,
sketching, designing automobiles.
Date of Birth : January 13th, 1985 Place of Birth : Kuwait (A.G.) Gender : Male Religion : Islam Nationality : Indian Marital Status : Married
Personal Information Date of Birth : January 13th, 1985 Place of Birth : Kuwait (A.G.) Gender : Male Religion : Islam Nationality : Indian Marital Status : Married Hobbies : Reading technical magazines, photography, driving, traveling, surfing the web, sketching, designing automobiles. Regards, Mohammed Murad
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1. Sales Manager
Bachelor of Engineering MIT, Aurangabad - Batch of 2007
HSC - Science
Maulana Azad College - Batch of 2002
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