Sales Account Manager - Enterprise Accounts

Company Name:
United Technologies Corporation
AdvanTE3C is a premier team of Experts in building Efficiency and the Environment. This UTC Building and Industrial Systems (BIS) organization develops, markets, and represents repeatable, innovative solutions for vertical markets, custom-engineered building solutions for customer driven complex projects, and integrated building management systems which leverage the broad portfolio of UTC Building & Industrial Systems products and expertise.
Reporting to the Manager, Sales & Marketing, AdvanTE3C Americas, this position will coordinate account management for select customers who desire a single point of contact to streamline their engagement with multiple UTC BIS brands. This position will establish broad and deep relationships with key customer stakeholders, giving a singular voice to the many existing UTC BIS sales relationships. In collaboration with BU sales teams, you will create a comprehensive view of the accounts business goals & objectives, and desired outcomes from their relationship with UTC BIS companies.
In this role you will engage sales, marketing and technical resources from within UTC BIS business units and AdvanTE C and coordinate the creation of strategies and solutions that address customers specific project and broad program goals. These activities will influence system design; enabling UTC offerings to create innovative system solutions that build long-term preference for BIS brands. Success is measured in organic revenue growth and higher penetration of UTC BIS products in customer projects.
Duties & Responsibilities
Account Engagement Develop relationships at multiple levels and across the span of the customer's organization while respecting and reinforcing the existing relationships with UTC business units. Create a clear and deep understanding of customer business goals and objectives, buying criteria and definition of value. Define and execute a broad account development plan that is inclusive of business unit input and goals. Conduct periodic customer meetings to communicate product and organizational updates, confirm resolution of action items and identify new opportunities for collaboration. Coordinate business unit activities and provide accountability to customer for UTC BIS responsibilities. Solicit feedback and facilitate dialog to ensure development of a close partnership that is mutually beneficial.
Account Team Coordination Coordinate account development plan and sales strategies including common contract terms and conditions that enhance customers' experience and create a preference for conducting business with UTC BIS companies. Actively promote business unit goals, and foster business unit interaction for the benefit of assigned customers.
Value Creation Working with AdvanTE C technical resources and BIS BU technical and sales teams, develop value-added solutions and messaging that make BIS products and services packaged in AdvanTE C solutions highly relevant and uniquely positioned to address customer's stated goals.
Results Responsible for organic growth of UTC BIS revenue and margin through assigned accounts. Emphasis on extending the quantity of work, and broadening the engagement of UTC products and services with assigned accounts.
Business Unit: UTC Climate, Controls & Security

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