We don’t just sell things. We offer solutions to tomorrow’s challenges.
Our sales approach begins by identifying customer demands before they become challenges. We’re committed to delivering customer success through our comprehensive expertise in software and technology.
We are looking for a dynamic Sales Leader responsible for developing and managing a Team of Regional Sales Managers (RSM’s). This Leader is responsible for ensuring the RSM’s achieve their annual operating plans (AOP) as well as execute on their strategic plans (STRAP) for growth by having the talent and performance driven culture (MRR) to exceed business results, including strategic development, revenue growth, and price realization. Incumbent must develop a business growth strategy; engage and align cross functional matrix support to drive business performance; and lead the Voice of Customer for all business change plans.
In this role you will represent Honeywell Building Technologies portfolio of products and solutions.
The role may sit in the Eastern US; however, you will work remotely.
Key Responsibilities include:
Consistently deliver against all revenue and profitability targets.
Evaluating all aspects of key strategic planning data to determine geographical territories, technological solutions, and market segmentation in order to define the optimal Regional growth plan
Using market data and analytics, provide recommendations to leadership where opportunities exist to rationalize and / or add more ESD’s within the territory
Developing strategic sales target acquisition plans; Account plan development inclusive of key stakeholder identification, value proposition definition and network expansion strategy. Opportunity pursuit plan development inclusive of qualification, competitive threat assessment and differentiation strategy
Develop and execute annual territory plans for each RSM with mutually agreed upon goals and actions, conduct quarterly business reviews, monitor and review monthly performance against plan/forecast and lead in-depth reviews to explore variances and needed corrective actions
Develop talent and establish a sense of Team among RSM’s focused on achieving a common sales goal, while fostering a culture of continuous professional development and personal accomplishment
Build on your knowledge of Honeywell products in a team-based culture focused on innovation and customer satisfaction
Cultivate relationships with key ESD’s in the territory acting as the primary management contact for the business, in addition to engineers, Authorities Having Jurisdiction (AHJ’s), and end users across the territory.
Provide Customer inputs regarding market conditions, competitor strategies and industry trends that drive real-time feedback into the business and contributes to the product development process by articulating Voice of Customer and User.
Work with Honeywell Marketing Team to develop sales kits, product collateral, and MDF campaigns.
Manage momentum through the Sales Cycle making sure RSM’s are utilizing NEX (CRM) to build and manage an active pipeline of new business opportunities.
Support the SIOP process to validate forecasted demand, product mix and delivery requirements are communicated and understood by Honeywell.
Assist with negotiating and closing project opportunities ensuring pricing and contractual terms are in line with company guidelines.
Professionally represent Honeywell Fire at all applicable tradeshows, meetings, trainings, industry associations, public events, etc.
Willing to travel 70% of the time
YOU MUST HAVE
Minimum of 7 years of experience in the Fire Alarm, Low Voltage, Fire Protection, or Life Safety industry
Minimum of 5 years of experience leading Sales Teams and/or Regions
Excellent organization & project management skills
An ability to direct, lead, motivate, and influence others
An understanding of business drivers
Lead complex situations with data-driven solutions
The ability to establish alliances with key decision makers and demonstrated acumen for consulting with customers and functional leaders in the development of new products and strategies
High energy individual that can drive the business to exceed profitability and growth goals
Strong communication both written and verbal
Team building experience for executing strategic initiatives
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.