Senior Territory Manager

About the Role

Honeywell Technologies is seeking a Senior Territory Manager for a full-time position in Saudi Arabia. This role is responsible for promoting and selling fire alarm and life safety solutions within a designated territory to achieve annual sales plans and strategic business objectives. The Senior Territory Manager will collaborate across various functions, product lines, and brands to develop a coordinated market approach, engaging with key influencers, stakeholders, and channel partners to capitalize on growth opportunities.

Key Responsibilities

• Achieve 100% of the assigned channel sales target according to the Annual Operating Plan (AOP).
• Develop and maintain the customer base within industrial, infrastructure, ministry buildings, governmental complexes, and commercial sectors, aligning with the company's channel sales and marketing strategy.
• Conduct frequent meetings with customers to agree on annual sales plans and hold regular review meetings throughout the fiscal year.
• Engage with end customers and consultants for approvals and specifications, and participate in trade shows, seminars, and relevant trade events.
• Provide timely feedback on time management, call reports, market requirements, customer issues, competitor activity, and new business opportunities.
• Develop a comprehensive understanding of the marketplace, focusing on consultants, specifiers, developers, strategic partners, and key stakeholders in fire and security projects.
• Collaborate with marketing and functional leaders to develop strategic plans for the market and key growth segments.
• Contribute to the Strategic Plan (STRAP) and AOP processes annually.
• Assist Marketing in implementing partner programs and pricing models for initial product supply.
• Work with legal, finance, and other functions to establish supply and revenue agreements with key partners and developers.
• Develop new strategic partnerships with major system integrators and distribution providers.
• Collaborate with the marketing team to ensure a complete product portfolio across all segments and a robust New Product Introduction (NPI) process.
• Work with partners to build consumer-focused communication plans, attracting new customers and creating messaging around safety, security, and peace of mind.
• Ensure cost-effective terms in conjunction with the supply chain team.
• Align strategy and next steps by involving cross-business efforts (Selling Solutions & Technology) to position Honeywell.

Growth and Customer Focus

• Achieve and exceed quarterly channel sales and pricing goals to maintain target margins/discounts.
• Prepare and agree on the AOP with sales to reflect maximum growth opportunities within the region/Line of Business.
• Plan, promote, and launch new products and solutions, ensuring clear messaging, value propositions, and maximized profitability.
• Implement a robust Management Operating System (MOS) and Tier meeting process linking local teams to regional and external stakeholders.
• Conduct periodic business reviews with customers to assess performance against plans and previous years, taking actions to manage performance or maximize opportunities.
• Ensure regular communication with customers through various media to foster connectivity and partnership.
• Manage and review pricing strategies, discounts, and growth-based incentive schemes to maximize profitability while maintaining market price parity.

Qualifications and Experience

Candidates should possess 5-10 years of relevant experience and demonstrate proficiency in the following areas:

• NEX Usage & Pipeline Management:

  • Clear understanding of NEX utilization and maximization.
  • Ability to create new opportunities, modify existing opportunities (value, date, probability, quantities), and log new tasks/activities/events.
  • Overdue percentage (value of open opportunities with past close dates) shall be less than 5%.
  • Ratio Pipeline (Current Quarter) shall be 4x pipeline coverage for M+4 and beyond.
  • Conversion Rate (value of opportunities closed won in the last 12 months versus total opportunities) shall be more than 30%.
• Customer Engagement: Minimum of 30 customer visits per month, with a 75%-25% split for non-partners (end user/consultant) versus partners.
• Forecast Accuracy: Maintain a forecast accuracy of 60% (****** rolling).
• Sales Activity Management: Regular updates of sales activities related to Commit & Best Case Opportunities.
• Internal Collaboration: Regular attendance at internal meetings (Tiers, weekly meetings with other functions).

Commitment to Diversity

Honeywell Technologies is an equal opportunity employer and values diversity. We do not discriminate based on race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status. We ensure reasonable accommodation for individuals with disabilities to participate in the job application or interview process, perform crucial job functions, and receive other employment benefits. Please contact us to request accommodation.