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SalaryDriving Infinite Possibilities Within A Diversified, Global Organization
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 Automotive refrigerants business is the number 1 global supplier of Automotive Refrigerants to global carmakers around the world (OEM) and is also the number 1 supplier of refrigerants in the automotive service aftermarket where we work through contracted distribution/downpacker partners. The sales revenues of this business are approximately $650M.
In this role you will lead a global sales team of 9 account managers plus more than 15 aftermarket distribution partners. You will work with the VPGM to achieve the monthly sales plan, to set priorities for future new business opportunities and you will play a key role in negotiating important 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, the success of RFQ responses and you and your team will participate on industry trade boards 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
- Organize the team on key OEM customer RFQ responses/negotiations to allow success
- Establish and maintain relationships with key decision-makers at enterprise-level 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 across multiple regions and time zones with a deliberate intent to win and grow
- Lead the global teams 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
YOU MUST HAVE
- 7+ years of sales leadership or strategic account experience
- 5+ years of experience as a Sales or Marketing lead in a multinational automotive 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 ability to lead diverse groups in different time zones
- 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
- An understanding of regional culture
Additional Information
- JOB ID: HRD224361
- 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.
