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Transportation Business Consultant

Keywords / Skills : Transportation Business Consultant

Posted: 2018-10-22

Machinery/ Equipment Mfg.
Sales/ Business Development
Corporate Sales
Posted On
22nd Oct 2018
Job Ref code
Job Description
The Transportation Business Consultant manages Honeywell Building Technologies’ vertical specific offerings, leads technology discussions around customer for superior HBS value positioning, creates technical and delivery differentiators against next best alternative for customers and is positioned as a subject matter expert for transportation deployments. Transportation Vertical consists for deployments for Airports, Metro / Rail, Seaports, Bus Depots, Highways and Tunnels, among other such critical infrastructure projects.

The Transportation Business Consultant is a sales role, responsible for positioning HBS in a position of strength for strategic pursuits. This advantage would come from forming superior multi-pronged relationships, enabling regional and district sales and developing technical solutions customized and aligned with customer requirements.

Key activities
  • Understands the Transportation Vertical Customers and the full suite of relevant Honeywell offerings, product features, functions and benefits to develop and evolve a Vertical specific value proposition, including financial benefits. Solutions include multi-disciplined technology packages with Honeywell HBT Software and Products, 3rd Party business systems, ICT Infrastructure, Networking, Integration, Mobile Applications, Cloud Solutions, and Custom Software Development.
  • Identify strategic third party product and solutions which can complement our overall integrated solutions offerings and increase value offering. 
  • Identify, develop and maintain relationships with transportation industry influencers including operators, consultants and contractors to ensure that Honeywell’s Transportation solutions are preferred and the vertical specific value proposition is understood by influencers and decision makers.
  • Establish and build trusted relationships with customers to provide solutions to meet end user needs through an understanding of business needs and technology. Continually seek to capitalise upon opportunities to increase customer satisfaction and deepen client relationships, including developing sponsors for Honeywell. Be viewed as the trusted advisor.
  • Know stakeholders with the ability to engage, establish credibility, influence and negotiate at all levels including C-level executives.
  • Provide strategic input and advice on business and technology solutions for prospects and initiatives across the region.
  • Leading key sales pursuits with the support of the local team.
  • Enable the local sales teams with knowledge, collateral, references, leads and top-down influence to win strategic opportunities. This includes knowledge of key decision drivers and industry challenges to guide the sales teams through complex pursuits. 
  • Represent Honeywell in meetings, discussions and negotiations with internal and external stakeholders, professional consultants, subcontractors and 3rd party vendors during the sales process and project initiation to ensure preferred outcomes are achieved.
  • Train the sales team, and solution advisors to de-centralize technical / solution expertise.
  • Actively promote Honeywell as an expert in Integrated Solutions and engage and create new relationships with customers and vendors through networking events and industry forums.

Key Areas of Responsibility
  • Business Relationships: Identifying, developing and maintaining the excellent network in the transportation industry including customers, operators, consultants, strategic partners and 3rd Party suppliers. 
  • Sales Process: Supports sales professionals, consultants and customers during the sales process
  • Customers: Establish and build trusted relationships with customers to provide solutions to meet end user needs through an understanding of business needs and technology 
  • People Management: Works as a team player with many sales professionals 
  • Leadership: Provides coaching to sales professionals for the vertical, engage with top consultants like AECOM, ARUP, Meinhardt etc. to position HON as a partner of choice

You Must Have 
  • Minimum Bachelors in Engineering or Diploma with 8 years’ experience in lieu of Bachelor degree
  • 5+ years demonstrated experience in solution selling and positioning, and interpreting business requirements and translating into technical solutions that create value for the customer. 
  • Expertise in one or more of CCTV, Security, BMS, Fire, PA Systems
  • IT /Networking, Security Certification, ASHRAE / HVAC Certification is an added advantage
  • Demonstrated ability to communicate technical concepts/offerings to internal and external customers including consultants.
  • Proven ability to work on multiple projects/ opportunities at one time
  • Demonstrated experience scoping and/or delivering a variety of technology for transportation customers – Metro / Rail exposure is added advantage

We Value
  • Strong customer focus to develop specific value propositions which deliver customer value. Can clearly articulate technical value and demonstrate how solutions map to a customer’s needs and drivers.
  • Strong interpersonal skills needed for interfacing with external clients and stakeholders to ensure the lowest cost, lowest risk and best value engineered solutions.
  • Ability to build and maintain customer and internal Honeywell relationships, and establishes and builds credibility quickly.
  • Self-motivated, goal oriented, determine own work priorities, training requirements, ability to meet deadlines and works well under pressure.
  • Strong analytical and problem solving skills.
  • Learns quickly adapting to new projects, technologies, processes and/or cross industry verticals.
  • Sees ahead clearly; can anticipate future technical trends accurately; learn quickly and think independently to adapt as required. 
  • Strong effective communication skills (both written and oral) and able to work in a team.
  • Excellent computer, presentation and technical writing skills.
  • A strong commitment to safety and a safe working environment

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