Honeywell Sr Outside Sales Representativ in Tokyo, Japan

Sr Outside Sales RepresentativCommercial Refrigeration: Responsible for using his(her) technical and business acumen to develop product awareness and pull through sales in the commercial refrigeration industry in Japan Southeast Asia for our line of HFO refrigerant products (N40 and N13) and HFC refrigerant products (404A, 407F). Customer targets are supermarkets, convenience stores, big box food retailers, operators of cold storage warehouses and the contractors who interact with all of these end users.

Chillers: Manage 1234ze and 1233zd (E) sales to chiller project with cooperating with Chiller system providers. These two products are also HFO and are substituting old generation high GWP products.

HVAC-R aftermarket: Manage aftermarket especially R410A NRC through distribution partners in the territory. This includes better understand Hon position, market situation, set sales target, forecasting of demand, achievement of the sales plan, optimization of channel partnerships and troubleshooting logistics or supply chain issues to allow us to meet customer expectations. In addition the Sales Specialist leads our growth effort at distributors by providing them with effective sales programs, useful marketing tools and by facilitating training on new products.

Aerosols & Solvents: Responsible for calling on customers who manufacture aerosol products, utilize performance solvents for cleaning and flushing. Calling on product formulators will be a key element of this job. The Sales Specialist is responsible for advancing/closing new customers, as well as developing additional sales at existing Honeywell accounts. This will be accomplished by developing cross-functional commercial relationships with end user customers and/or channel partners, facilitating the expansion of sales for Honeywell’s aerosol propellants, and precision cleaning solvents (Solstice® Propellant, and Solstice® Performance Fluid). The successful candidate will work closely with the Industrial Products marketing and technology teams

Specifically, he/she must:

•Successfully build relationships with new customers down the value chain, to qualify needs, establish the value proposition for our products, and close new sales. Should be comfortable selling to technical decision makers.

•Develop technical and commercial relationships with existing customers, contractor, end users, and distributors, driving sales expansion and increased margins

•Lead the effort to convert end users from existing products to Honeywell technologies, with a strong focus on promoting the technical product attributes

•Work closely with Marketing to build a high-quality customer target list, resulting in a high conversion rate in commercial refrigeration

•Use an efficient territory operating system (MOS), including effective customer meeting management, use of comprehensive account plans, as well as proficiency in the use of to manage call reporting and sales opportunity pipeline data

•Act as the key link between Sales and Technology, to ensure rapid response to end user and/or distributor questions/issues

•Participate in the development of customer data used in the Annual Operating Plan (AOP) and five-year Strategic Plan (STRAP)

•Participate, as needed, in industry groups/societies – and, attend trade shows to support the products

•Meet or exceed the business objectives for the territory each year

•Be clear and concise in all communications (written and verbal), both inside and outside of Honeywell. Excellent communication skills are essential

Personal Attributes: The successful candidate will be expected to be a high-energy, creative and resourceful self-starter who demonstrates leadership skills and instincts. In terms of personal competencies, the successful candidate must be a hands-on person who possesses the best combination of strategic thinking and drive to achieve tangible business results. The candidate must be able to balance theoretical thought with practical implementation. In addition, he/she should possess the following competencies:

•Sales Skills: Understands how to present technical products and solutions to technical buyers. Drives practical links between strategies/plans and financial results. Experienced at calling on all customer functions and levels including the C suite.

•Leadership: A confident, mature person with the ability to connect with others. An ability to lead sales efforts that successfully achieve milestones and deliverables.

•Results-Oriented: Has a track record of achieving sales objectives over time. Relentlessly follows up on customer issues to drive toward successful resolutions.

•Problem Solver: A creative yet pragmatic problem solver. Methodical and hands-on as well as detail-oriented.

•Analytical Thinking and Decision-Making: A “conceptualizer” of market trends/issues who can then integrate that thinking into comprehensive sales strategies. Decisive and logical at thoroughly evaluating issues. Excellent planning, execution and project-management skills.

•Teamwork and Interpersonal Skills: A team player who is receptive to ideas from others. Shares information and keeps team members informed. Works effectively with others to identify and resolve issues. Excellent interpersonal skills and an ability to interact successfully with all levels of management as well as a diverse, global work force.

•Ethics: Highest level of professional integrity and honesty as well as personal credibility.


•Undergraduate degree (preferably in an engineering or technical field)

•Fluent in English

•10+ years experience in territory sales roles, with demonstrated experience in creating and executing successful customer relationships

•Experienced at influencing and negotiating with both long- and short-cycle customers

•Track record of covering large geographic territories and complex customers, with buys above $10M/year

•Excellent presentation and written communication skills

•Should be able to demonstrate through examples, proven success supporting and/or leading strategic selling and/or growth initiatives in diverse technology and/or manufacturing driven industries

Additional Information
  • Job ID: 00357826
  • Category: Sales
  • Location: Tokyo, JP-13 JPN

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