Top Account Manager H/F

Responsibilities

The Top Account Manager will lead growth and develop key customer relationships across the Southern European fire business. Responsibilities include executing strategic account plans, driving demand generation, and managing complex commercial negotiations with major stakeholders.

Requirements

Candidates must have at least 10 years of experience in B2B sales or strategic account management within the fire detection or building technologies industry. A bachelor's degree is required, with an MBA or advanced qualification highly preferred, alongside fluency in English and French.

Skills

• Strategic Account Management
• Business Development
• Sales Strategy
• Financial Planning
• Commercial Negotiation
• Demand Generation
• Fire Detection Systems
• Life Safety Systems
• Executive Relationship Management
• Market Penetration
• CRM
• Salesforce
• SAP ERP
• Data Analysis
• Cross-functional Leadership
• Project Management

About this role

Top Account Manager, Southern Europe – Honeywell Fire

Location: France (Lyon area preferred)

Reporting to: Sales Director South Europe, Honeywell Fire

Region Covered: Southern Europe (France, Italy, Iberia, Malta and selected
strategic accounts across the region)

Honeywell Technologies is seeking an experienced and highly strategic Top
Account Manager to lead the growth and development of key customer relationships
across the Southern European Fire business. The role will focus on driving
profitable growth, increasing market share, and strengthening executive-level
partnerships with major system integrators, distributors, end-users,
consultants, and strategic channel partners.

The successful candidate will combine deep expertise in the European Fire
Detection market with strong commercial, financial, and demand generation
capabilities. Operating across multiple countries, this individual will drive
account strategies, influence specification activities, develop long-term growth
plans, and ensure the successful deployment of Honeywell Fire solutions.

RESPONSIBILITIES

Strategic Account Management

* Develop and execute multi-year strategic account plans for top regional and
multinational customers.
* Build and maintain executive-level relationships with key decision-makers,
influencers, consultants, and procurement organizations.
* Identify growth opportunities across the complete Honeywell Fire portfolio,
including fire detection, voice alarm, life safety software, connected
services and emerging technologies.
* Negotiate complex commercial agreements and framework contracts.
* Drive customer retention, share-of-wallet expansion, and competitive
displacement initiatives.

Business Development & Demand Generation

* Create and execute demand generation plans to increase project pipelines
within targeted vertical markets.
* Collaborate with consultants, engineering firms, and specifiers to secure
Honeywell inclusion in project specifications.
* Develop market penetration strategies for high-growth sectors including Data
Centers, Healthcare, Transportation, Hospitality, Energy and Critical
Infrastructure.
* Work closely with Channel, Marketing, and Demand Generation teams to generate
qualified opportunities and accelerate project conversion.

Financial & Commercial Leadership

* Own sales targets, revenue growth, margin expansion, and forecast accuracy
for assigned accounts.
* Develop business cases and ROI analyses to support strategic investments and
customer opportunities.
* Lead pricing strategy, contract negotiations, rebate programs, and commercial
governance.
* Monitor account profitability and implement corrective actions where
required.
* Support annual operating plan (AOP), quarterly business reviews, and
long-range planning activities.

Market Intelligence & Competitive Strategy

* Maintain a deep understanding of the European fire detection and life safety
market.
* Track competitive activity, regulatory developments, industry trends, and
emerging technologies.
* Provide strategic recommendations to leadership regarding market
opportunities and risks.
* Influence product roadmap decisions through customer and market feedback.

Cross-Functional Leadership

* Although the role will be individual contributor, the successful applicant
will coordinate resources across Sales, Demand Generation, Product
Management, Technical Support, Finance, Customer Service, and Operations.
* Lead virtual cross-country account teams to ensure consistent customer
engagement throughout Southern Europe.
* Promote best practices in account planning, CRM discipline, and pipeline
management.

QUALIFICATIONS

Education

* Bachelor's Degree in Business, Finance, Engineering, Marketing, or related
discipline.
* MBA or equivalent advanced qualification is highly desirable.

Experience

* Minimum 10+ years of experience in B2B sales, strategic account management,
or business development.
* Proven success managing large multinational accounts across multiple European
countries.
* Strong background in: 
* Strategic Sales
* Key Account Management
* Financial Planning & Analysis
* Demand Generation
* Commercial Negotiation
* Extensive experience within the Fire Detection, Life Safety, Fire Alarm,
Voice Alarm, Building Technologies, or Security Systems industry.

Languages: Fluent English and French required. Italian and/or Spanish strongly
preferred.

Industry Knowledge

* Deep knowledge of the European Fire Detection market.
* Strong understanding of the Southern European landscape, particularly: 
* France
* Italy
* Spain
* Portugal
* Malta
* Knowledge of key market players, distributors, system integrators,
consultants and regulatory environments.
* Understanding of European standards and regulations related to fire detection
and life safety systems.

Technical & Digital Skills

* Advanced CRM expertise, preferably Salesforce NEX.
* Strong knowledge of SAP ERP.
* Experience with funnel management and forecasting systems.
* Advanced Microsoft Office Suite (Excel, PowerPoint, Teams).
* Knowledge of business intelligence and analytics tools.
* Familiarity with digital demand generation platforms and marketing automation
tools.

 Core Competencies

Account Management Excellence

* Strategic Account Planning
* Executive Relationship Management
* Customer Success Mindset
* Opportunity Identification
* Business Development
* Consultative Selling
* Value-Based Selling

Commercial & Financial Acumen

* Revenue Growth Management
* P&L Understanding
* Margin Optimization
* Financial Analysis
* Pricing Strategy
* Contract Negotiation

Leadership & Collaboration

* Cross-functional Leadership
* Influencing without Authority
* Stakeholder Management
* Team Collaboration
* Change Management

Personal Attributes

* Highly customer-focused.
* Results-...

About Honeywell

Automation Machinery Manufacturing · 10,001+ employees · headquartered in Charlotte, North Carolina