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Honeywell International Inc. (Nasdaq: HON) invents and commercializes technologies that address some of the world's most critical challenges around energy, safety, security, air travel, productivity, and global urbanization. We are a leading software-industrial company committed to introducing state-of-the-art technology solutions to improve efficiency, productivity, sustainability, and safety in high growth businesses in broad-based, attractive industrial end markets. Our products and solutions enable a safer, more comfortable, and more productive world, enhancing the quality of life of people around the globe. We are seeking a highly motivated individual to join our team as a Director of Sales.Responsibilities:Deliver Results
Achieve/exceed the numerical metrics of your AOP for Revenue and Deal Wins while balancing the revenue and margin goals of the business.
Ensure that 90% of your direct team meets their combined targets as well as all proactive selling targets while following the HSS sales playbook.
Accurately forecast orders and growth opportunities and feed them into SIOP
Drive Rapid Vertical Growth
Work with your LOB GM to define strategies and initiatives to attain growth through both direct and distribution channels and drive their execution with your team.
Design & implement a selling org that meets Vertical goals with a specific focus on accelerated growth.
Establish and matrix manage a group of sellers around the world that engage in your assigned vertical and drive growth.
Drive growth in all regions – at both strategic accounts with multiple international locations and accounts in your vertical in developing regions outside of the US.
Expand Software & solution selling capabilities in your team.
Help provide Voice of Customer (VOC) input for future product developments
Partner with marketing to translate Strategic Plans (STRAP) into deployment plans
Identify possible technology & M&A targets
Develop Strategic Accounts
Jointly agree with your LOB GM on the list of Strategic and Key accounts to be focused on by your team.
Personally, lead engagement at top 10 strategic / growth accounts to deliver an increase in Share of Wallet and a C-Suite level strategy.
Work with LOB GM to develop target list of engagements where we become a solution partner by leveraging new technologies to solve customer problems that differentiate us from our competitors.
Provide strategic coaching direction in deal development and risk assessment using financial and business acumen
Facilitate competitive strategy planning with the team
Pipeline Creation and proactive selling
Ensure that your team and the matrixed sellers for your vertical create sufficient deals to grow your pipeline to 4X the vertical NBO Win target.
Have a deep understanding of SFDC as a proactive selling tool and use this to monitor, manage and drive an increased sales performance from the team.
Drive a strong culture of proactive selling in your region with all sellers providing proactive content in SFDC
MOS
Working jointly with the GM of your LOB, develop an MOS for you and your team to achieve the goals of the vertical.
Ensure that this MOS drives constant engagement between the sales team and the business.
Focus the sales team on delivering against their expectations, increase personal accountability, identify areas of risk with mitigation plans and provide input to the other functions to help deliver a better customer experience.
Follow the HSS Sales Playbook MOS for your 1-1 coaching sessions to ensure that all sellers in your team are “green” on the leading Wheel metrics.
YOU MUST HAVE
Bachelor’s degree
5 years of leading or managing teams (Product Management and or Sales) experience
Proven track record of driving sales growth in a proactive manner.
Deep knowledge of the market space.
WE VALUE
Extensive years of experience in sales, product, customer, strategic marketing
Experience with Market Analysis and strategy
International or Global experience.
Significant experience managing and motivating teams
Quickly identifies patterns among problems & issues
Makes timely decisions balancing systematic analysis
Decisive and logical at thoroughly evaluating issues
Excellent planning, execution and project-management skills
Crisp and persuasive communication skills
Critical & multi-level thinking (from strategic to tactical)
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.
