AddressDeliver business value through Right and Fast partnership
Advanced Materials is a global supplier of refrigerants, insulating materials, fine chemicals, additives, metals, films and fibers serving the residential and commercial building, automotive, pharmaceutical, refrigeration, semiconductor and military industries. Our mission is to attract, retain and develop diverse and highly motivated, entrepreneurial employees striving to flawlessly deliver superior value to our customers every day. The Stationary refrigerants business is a global leader in supply of refrigerants to HVACR OEMs and aftermarket distributors around the world. The North America (NA) Aftermarket Sales revenue is approximately $200M. In this role you will lead the NA sales team of 5 account managers plus 2 external rep agency partners.
You will work with the VPGM and Aftermarket GM to achieve the monthly sales plan, to set priorities for future new business opportunities and you will play a key role in negotiating important sales and marketing contracts with distributors. You will own sales forecasting, customer management and field sales execution for the business in aftermarket segment - and will partner with OM/technology leadership 3 in-a-box to develop/close new business targets (NPI/BTI). You will create the structure, work processes, and incentives that will facilitate plan achievement and will increase sales of the company's products and services. You will ensure that the sales team is well educated on Honeywell products, and you will provide skills development for the team creating an environment of continuous improvement/learning. You will lead the development of strategic account plans, the management of opportunity pipelines, the organizing of strategic customer F2F visits, and you and your team will participate on industry trade events and meetings as well as support the OM function at trade shows, webinars and seminars. You will use data analysis of sales numbers, customer accounts, competitive intelligence, and market trends to make needed adjustments. You will develop and enhance the team including strong succession planning.
Key Responsibilities
- Achieve the annual sales operating plan (AOP). Develop a comprehensive sales approach that aligns with our business goals, the market opportunities and our customer’s objectives to drive consistent plan achievement and NPI growth leading to achievement of overall revenue and bookings targets
- Build consistent and reliable sales forecasts delivering a high monthly “say-do” ratio
- Establish and maintain relationships with key decision-makers at key customers
- Contribute to the optimization of the aftermarket channel distribution partnerships/network
- Build and nurture a high-performance sales team consisting of direct and indirect/channel sales partners with a deliberate intent to win and grow
- Lead the sales team in building pipeline, developing effective sales plans, maintaining sales reports, developing market and competitive intelligence
- Develop short and long-term strategies, securing senior internal stakeholder support and then deliver against the execution of these strategies
- Identify new business opportunities and expand our customer base through strategic partnerships and collaborations
- Monitor sales pipelines & performance and produce regular reports & updates to executive leadership
- Continuously improve sales processes and practices to increase efficiency and effectiveness
- Drive key behavior compliance and optimization of digital CRM tools including Salesforce.com
The annual base salary range for this position in California and New York (excluding most major metropolitan areas), Colorado, Connecticut, and Hawaii is $161,000 - $201,000. For Washington and most major metropolitan areas in New York & California, the annual base salary range is $185,000 - $231,000. Please note that this salary information serves as a general guideline. Honeywell considers various factors when extending an offer, including but not limited to the scope and responsibilities of the position, the candidate's work experience, education and training, key skills, as well as market and business considerations.
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YOU MUST HAVE
- 7+ years of sales leadership or strategic account experience
- Plus at least 5 years of as a sales or marketing lead in a multinational company with solid B2B commercial background.
- Excellent organization & project management skills
- Solid experience with Contract Management
- Proven experience in sales with strong demonstrated results, either directly to end user and/or through distributor channel.
- Some knowledge of dynamics and key players in the automotive market
- Demonstrated ability to influence customer decision makers at multiple levels
- Strong proficiency with CRM suite
WE VALUE
- Bachelor's degree, MBA highly preferred
- A capacity to make decisions in the face of ambiguity
- An in-depth knowledge of business mechanics
- An ability to lead through complexity and change
- An ability to pivot or adjust the organizational direction based on new conditions
- An ability to think strategically
- An ability to negotiate
Additional Information
- JOB ID: HRD234702
- Category: Sales
- Location: United States
- 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.
