Sales Director, SSA at Honeywell

Job ID: req129556
Locations: South Africa or Nigeria
Category: Business Management

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

• 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.
• Experience in High Growth region and working in a matrix reporting environment.