Job closed
Ref: LP097-337
Job description / Role
Honeywell Building Solutions (HBS) is seeking a Sales Leader for its High Growth Region Strategic Business Entity (SBE), which includes the Russia, Turkey, Middle East and Africa businesses. This is a key sales role in HBS and the selected individual will be accountable for driving profitable growth and leading the performance and development of all sales activities in the pole. This position reports to the HBS Pole VP / GM and will be based in Dubai, UAE or Istanbul, Turkey.
Responsibilities:
- Establish and own the plans and strategies aimed at serving and expanding the customer base in the assigned geographic area
- Ensure the staffing of a sales team that achieves maximum profitability and growth in line with HBS vision and strategic objectives
- Ensure coordinated sales activities on strategic pursuits
- As a member of leadership team, coordinate activities with other functions and across regions to achieve overall business results
- Serve as a executive sponsor of HBS by maintaining customer contacts and relationships at senior levels in support of sales teams and account strategies
- Creates a culture of accountability and supports the One Team model
- Recruit, train, appraise, motivate and set standards of job performance for the sales organization reporting through her/ him
- Define strategies and initiatives to attain growth in the assigned geographic area
- Achieve growth in the form of new customers and new opportunities at new or existing sites
- Target orders and margin above set quota in support of Annual Operating Plan
- Provide leadership and mentoring throughout the organization
- Executive sponsorship for select customers
- Accurate forecast of orders and growth opportunities
- Responsible for sharing of best practices across the sales teams
- Business Relationships: leverages relationships with the customer in support of local sales strategies, responsible for strategy and execution for assigned geography to achieve results, responsible for allocation of internal and external resources, responsible for approving all goals for sales professionals in assigned area, partner with marketing to translate Strategic Plans (STRAP) into deployment plans
- Sales Process: provides geographic 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 geographic area, provide leadership and appropriate sign- off for strategic sales pursuits, lead planning and sales forecasting processes, monitors and tracks key sales performance metrics
- Customers: customer value management and pricing, analysis of market dynamics and value chain proposition to target defined customer sets, facilitating competitive strategy planning with the team, drive key growth initiatives with sales team, develop relationship with existing and potential key customers, networks effectively both internally and externally to develop strong relationships with clients and business contacts
- People Management: inspire and motivate a group of sales managers that deliver results, provide strategic vision to the sales team, attract, mentor, and develop team members in support of sales excellence, encourages and supports learner driven development, responsible for training, coaching and certification of sales skills and processes, identify strengths and weaknesses of the sales team and build a high performing team, strong working relationship with general manager(s) of assigned geography, achieves results through people, leads change for the betterment of the team, provide ongoing performance management to encourage others to continuously improve
- Results: growth in the form of new customers and new opportunities at new or existing sites, target orders and margin above set quota in support of Annual Operating Plan, accurate forecast of orders and growth opportunities
Requirements
- 10+ years of related sales experience
- Minimum of five years of successful sales leadership
- Proven expertise in building successful sales teams and leaders
- Demonstrated success in coaching sales leaders engaged in complex sales/ pursuits
- Capable of balancing short term results with long term strategy
- Demonstrated credibility at the executive level in internal and external organizations
- Experience working in a highly matrixed organization
About the Company
Honeywell (NYSE: HON) is a Fortune 100 company that invents and manufactures technologies to address tough challenges linked to global megatrends such as safety, security, and energy. With approximately 122,000 employees worldwide, including 19,000 engineers and scientists, we have an unrelenting focus on quality, delivery, value, and technology in everything we make and do.