The future is what you make it. When you join Honeywell, you become a member of our global team of thinkers, innovators, dreamers and doers who make the things that make the future. Honeywell Process Solutions is a pioneer in automation control, instrumentation and services for the oil and gas; refining; energy; pulp and paper; industrial power generation; chemicals and petrochemicals; biofuels; life sciences; and metals, minerals, and mining industries. A leader in digitization, Honeywell delivers software and services that help customers overcome competitive pressures and uncertain market conditions to achieve game-changing business outcomes. Honeywell’s comprehensive portfolio in process control, monitoring, and safety systems and instrumentation provides optimized operations and maintenance efficiencies to meet diverse automation needs. Honeywell Process Solutions (HPS) helps industrial customers around the world operate safe, reliable, efficient, sustainable, and more profitable facilities. We offer leading technologies from the plant floor to the boardroom as well as comprehensive lifecycle services that help to ensure more productive and stable operations. A business unit of Honeywell International, HPS has pioneered process automation control for more than 40 years with a continuous evolution from legacy process control systems to today’s leading innovations such as Experion® PKS, protecting our customers’ investments in automation assets. With more than 12,000 employees around the world, HPS has the global expertise and breadth of resources to execute projects of every size and complexity in the oil and gas, refining, pulp and paper, industrial power generation, chemicals and petrochemicals, biofuels, life sciences, and metals, minerals, and mining industries. Specifically, HPS Systems Remote business includes Enabled Services, Assurance 360, Remote Operations Centers & Integrated Operations CentersHoneywell Process Solutions (HPS), a part of Industrial Automation (IA), has an exciting opportunity for someone who loves a challenge and leading a team of sales professionals. The position is located in the Western US and will be primarily responsible for developing, managing, and growing the sales of the Western US geography with industrial automation customers. If you have experience selling or leading a team selling, a broad range of Automation solutions including, PLC/DCS, QCS, Instrumentation, Industrial Software Solutions, System Integration and service, we would like to speak with you!Core Responsibilities:
Drive Sales growth in the geography
Attract, mentor, and develop team members in support of sales excellence
Develop, own, and execute the Branch Action Plan based on US Regional Business Plan (owned by Sales Director)
Accurately forecast annual, quarterly, and monthly Orders and provide quarterly ‘Walk to Plan’ for the region
Drive Solution Sales process methodology excellence to achieve world class results.
Manage a team of about 8 direct sellers
Manage a territory of about $90M/year
Job Responsibilities:
Develop and nurture a high energy collaborative growth culture in the Branch
Weekly Orders forecasting for rolling 4 months
Provide ongoing performance management to encourage others to continuously improve
Participate in key Sales Calls with Account Managers
Create a culture of accountability and support the "One Team" culture
Develop behavioral goals and Orders quotas for sales professionals in assigned Branch
Manage sales support staff and other sales professionals assigned to that Branch
As part of Branch Action Plan, develop specific plans and coordinate proper company resources to ensure revenue growth in all HPS Lines of Business (LOBs).
Assist sales personnel in establishing professional relationships with appropriate levels of client decision makers.
Educates sales team by establishing programs/seminars in the areas of new account sales and growth, sales of emerging products and multi-product sales, profitability, improved presentation, strategies, competitive strategies, proper use and level of sales support, management of expenses and business/financial issues on contracts.
Collaborate with Sales Director to establish and control budgets for sales promotion and trade show expenses.
Travel 50% of timeYOU MUST HAVE
3+ years of portfolio sales, and /or business development experience in one or more of the following vertical markets: oil/gas, refining, power, energy, biofuels, mining, chemical, pharmaceuticals, industrial automation, sheet manufacturing and controls.
WE VALUE
Bachelor's degree or equivalent
Previous sales management experience
Proven successful track record of at least 5 years of selling and/or sales leadership
Demonstrated ability to manage and direct resources towards meeting clearly articulated account and territory growth objectives
Proven ability to meet or exceed targets in a complex sales environment
Successful market growth preferably in solution selling of systems, software and/or services, process automation, applications, or information technology of industrial control products and services
Positive track record calling on customer's plant management, upper management, and VP levels
Demonstrated success in developing accounts and sales staff in complex solutions environment
Utilize account management software tools to keep complete and current information on customers resulting in effective territory prioritization.
Computer Skills: Intermediate knowledge of MS Office (Outlook, Excel, Word)
Experience with Salesforce.com
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.
