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Honeywell VP Commercial Excellence & Sales in Fort Mill, South Carolina

Position Summary

Reporting to the Chief Commercial Officer for SPS, the Vice

President of Sales and Commercial Excellence, SPS is responsible for the

successful leadership and management of the global Safety & Productivity

Solutions (SPS) sales and commercial excellence organizations. You will drive revenue growth through

functional excellence by aligning the customer facing organizations with the

processes, training, tools, resources and information to exceed our Annual

Operating Plan (AOP) commitments. The VP Sales&CE will serve as the

strategic partner for the business unit presidents to drive and build best in

class sales capabilities.

Key Areas of Responsibility

Functional ownership for the hiring, development and performance

of over 1800 sales and sales support associates across the SBS businesses.

Build, operate and grow a high impact Strategic Account Management

capability, supporting both cross SPS and business unit-based Account

Managers. The VP Sales&CE is expected to define,

leverage and deploy best practices and standard work to yield sustained growth

and to grow the pipeline at key customers while moving SPS from a supplier to a

strategic and trusted partner. Leads and nurtures c-suite relationships &

key accounts as we all as a direct and indirect team of sales associates.

Build, operate and grow a high impact inside sales capability to

serve smaller distributors and customers. Establish standard work, build team and operate the team measure

outcomes based on sales and margin along with NPS. The VP Sales and CE will define and

implement the plan to grow this capability at SPS.

Develop and deploy a set of common tools and the best practice

application for Sales recruitment, onboarding, ongoing sales skills

development, talent pipeline management, Sales Leadership coaching, and

recognition of Sales performance to reward and recognize consistent levels of

achievement across the Sales community

Establish a common scorecard & KPIs regarding the salesforce’s

capability then drive the training & resource actions required to attain

next step maturity improvements. Track Sales force productivity and drive productivity

goals

Create & provide global sales reporting, analysis, & best

practices to enable business presidents to make rapid decisions. Drive insights into sales performance through

clear analytics. Provide timely information to the sales force to drive for top

performance.

Lead SIP process from definition and design to measurement and

control. Work with GM’s and presidents

to set SIP targets and with the corporate Honeywell team to rapidly process

payments based on attainment.

Drive CRM strategy and lead management from customer acquisition

to closure – track and implement actions to improve win / loss ratio

Organize and facilitate training plans across the SBUs, including

identifying training needs, developing curriculum and running training sessions

where required. These will include

on-boarding, front line sales management training and personal coaching.

Drive increased alignment on leveraging the One Honeywell approach

to increase the scale and quality of targeted cross selling initiatives to key

customers and suppliers. Leverage value propositions and incentive programs for

effective upselling

Identify ongoing additional areas to improve sales growth, release

more customer time for the Salesforce and simplify steps that reduce the

overall selling cost to serve; champion and implement cross-functional

initiatives to baseline and implement smart investments in common processes and

capabilities

Key Success Factors (Key Metrics / KPIs / Deliverables)

Ability to create holistic and integrative business views, linking

technical challenges to financial and commercial implications within a

diversified matrix and multinational business Evaluating, developing, and

retaining top sales talent across the SBG

Curious and data driven

Testing and improvement of key account and territory plans

Planning and facilitating Sales training and development plans

Driving proper rewards whilst stretching sellers to achieve more

than originally thought capable

Working with GBE Presidents, Sales Leaders, and CCO to execute

specific programs and projects as they arise

Ability to excel across Honeywell’s 8 Behaviours (Passion for

Winning, Zealot for Growth, Think Big and Make it Happen, Act with Urgency, Be

Courageous, Go Beyond, Inspire Greatness, Become your Best)

Key Performance Measures

Key account revenue and revenue

growth -- orders and margin

Expand AM structure to cover 30

accounts by YE19

IS sales revenue and productivity

Sales force productivity

improvement

Sales training and onboarding

effectiveness

Sales Incentive Plan OTD to payout

Reduction in sales time to fill

and sales regrettable turnover

Qualifications/ Experience/ Knowledge

Education / Qualifications Bachelors in business / engineering / project management

Master’s degree or MBA preferred

Experience 10-15 years in customer facing roles with direct C-Suite experience

Direct experience with strategic account management and inside sales

Marketing, Sales, Business Development, or Customer & Product Support leadership experience

Understanding of industry goals, objectives, strategies and competitive situation

Expert in the common sales processes

Knowledge of change management tools and practices

Knowledge of sales training techniques in the market

Professional Skills / Knowledge Ability to establish and maintain influential relationships at all levels

High degree of business acumen with orientation toward process/systems, speed, cost, quality and creating customer value and results

Strong influencing and negotiation skills, ability to motivate and foster culture of high performance, cross functional teams

Ability to develop and deliver a business recommendation to senior leadership and effectively address questions, concerns and challenges to the recommendation.

Takes ownership to assign and complete projects

Ability to translate sales related needs into a solution

Strong bias for action & prioritization skillset

Ability to assess common processes and needs then recommend changes where needed

Create, adapt and drive change

Ability to motivate and excite the sales force

Behaviour Competencies

Competency Definition

Sales Process Management Ability to acquire and apply knowledge of Honeywell’s sales

processes, tools and techniques

Ability to manage sales activity, budgeting and forecasting

Communication / Presentation

Skills Ability to communicate effectively with customers and the salesforce;

this includes preparing and delivering presentations and written

communications as well as displaying active listening skills

Account Management Ability to manage key accounts and proactively seek

opportunities to extend products and services to customers

Customer Relationships Ability to interact with customers, manage their expectations

and build long-term partnerships, at both the C-suite and operational levels

of our customers

Solutions / Service Knowledge Ability to apply knowledge of Honeywell’s services and products

to develop solutions that meet customer requirements

Business Understanding &

Market Knowledge Ability to build an understanding of the customer’s business,

industry and commercial environment to then identify viable opportunities

Additional Information

  • Category:Sales

  • Location:9680 Old Bailes Rd, Fort Mill, SC 29707-7539 USA

  • Exempt

  • +

Honeywell is an equal opportunity employer. Qualified applicants will be considered without regard to age, race, creed, color, national origin, ancestry, marital status, affectional or sexual orientation, gender identity or expression, disability, nationality, sex, religion, or veteran status.

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