Sales Director SSA at Honeywell

Job Description

• Responsible for the performance and development of all sales activities in an assigned pole.
• Establishing and owning the plans and strategies aimed at serving and expanding the customer base in the pole
• Ensure the staffing of a sales team that achieves maximum profitability and growth in line with Honeywell’s vision and strategic objectives
• Ensure coordinated sales activities on pole strategic pursuits
• As a member of pole management coordinate activities with other functions and across regions to achieve overall business result
• Serve as a executive sponsor of Honeywell by maintaining customer contacts and relationships at senior levels in support of territory account managers and account strategies.

Key Deliverables:

• Defined strategies and initiatives to attain growth in the pole
• Growth in the form of new customers and new opportunities at new or existing sites
• Revenue and margin above set quota in support of Annual Operating Plan
• Leadership and mentoring throughout the organization
• Executive sponsorship for select customers
• Accurate forecast of revenue and growth opportunities

Responsibilities
Business Relationships:

• Uses internal and external relationships to accurately assess potential barriers, to allocate resources necessary for change initiatives, and to aid the pole sales teams to cross political boundaries; As an executive sponsor leverages relationships with the customer in support of local sales strategies

Sales Process:

• Provides cross pole/region coordination of sales activities and manages resources to maximize results from identified sales opportunities;
• Ensure approved sales processes are followed and company procedures and systems are effectively deployed in the pole; Provide leadership for sales pursuits in pole level or large regional accounts; 
• Manage the pole SUMMIT Account program;
• Lead pole growth initiatives, planning and sales forecasting processes;
• Monitors and tracks key sales performance metrics for the pole

Customers:

• Industrial customers in the process industries; 20-30 Sales Managers; Internal resources and functions that interface with sales; Pole SUMMIT Account Managers

People Management:

• Deploy and motivate a group of sales managers that deliver results; Attract, mentor, coach and develop team members in support of sales excellence; Manage and  prioritize deployment  of personnel and resources to match pole requirements; Provide strategic vision to the sales team;
• Effectively interact with other pole management to represent sales and to coordinate activities that affect sales

Requirements
Experience :

• Ten + years in industrial market sales
• Demonstrates strategic leadership and authority
• Experience maneuvering through complex political situations effectively and quietly
• Experienced in complex sales: including engaging early in the customer buying cycle at senior levels; building long-term strategic and executive relationships; team selling and opportunity planning
• Track record managing successful teams
• Experience planning, developing and executing sales campaigns or programs in specific markets or for specific products
• Direct sales, sales management, marketing and project management experience
• A demonstrated ability to motivate sales managers and others with drive and energy resulting in aggressive growth.

Knowledge :

• Understands the value proposition of Honeywell and all the company has to offer
• Understands the strategic direction of Honeywell
• A well developed sense of the industry and market trends in their given territory
• From experience a good knowledge of our customers’ businesses and drivers
• Financial and business acumen
• Good knowledge of  commercial terms, contract terms, etc.
• Exceptional knowledge of internal sales process and systems required to provide superb customer service

Skills:

• Establish credibility and respect for self and Honeywell internally & externally
• Anticipate future trends accurately; learn quickly and think independently to adapt as required
• Push self and others to achieve bottom line results
• Manage and direct resources towards meeting clearly articulated account and territory growth objectives
• Judge the strengths and limitations of their team
• Prioritize and focus efforts on best opportunities (short and long term) based on business needs.
• Excellent interpersonal, communication, and presentation skills
• Motivate others
• Mentors team members to assist in their growth, developing people in a performance based culture
• Decisive and consistent in resolving conflict
• Leadership: create, adapt and drive change
• Ability to work in High Growth region.
• Experience working in a matrix reporting environment.