Morris Plains, New Jersey

Innovate to solve the world's most important challenges

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.

Advanced Materials is a global supplier of fluorine products, fine chemicals, additives, metals, films and fibers for products including pharmaceuticals, refrigeration, semiconductors and military protection. Advanced Materials is making the world safer, cleaner and enabling the modernization of a growing middle class by enhancing our customer offerings through a differentiated portfolio of chemistries, materials, value-added solutions and superior customer service. 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.

You will lead all aspects of engagements with existing and new customers for our Life Sciences organization. You will build relationships and understand customer business in order to provide appropriate products or solutions. You will define sales and growth strategy toward key customers while aligning with critical sales business objectives. You will identify opportunities and build credibility with customers.  You will utilize your product knowledge to deliver the value proposition to the customers.  You will manage assigned legacy Converter key accounts as well as new Pharma accounts developed and converted to Aclar Edge customers.  You will be a valuable part of the Aclar Commercial team working closely with the US Market Development Managers to maximize the regional sales pipeline and conversion to new and growing active customers.  


Job Responsibilities: 

• Achieve or exceed territory/region AOP revenue & sales pipeline requirements annually
• Achieve or exceed territory/region weekly/monthly/annual Sales Behaviors metrics
• Create, periodically update, and drive all Key Account plans with internal Key Account team and MOS and with external Key Accounts
• Create, drive, and convert owned territory SPL opps while meeting/exceeding annual territory SPL metrics  
• Co-manage and drive to conversion all territory sales pipeline opportunities for all Aclar® products  
• Position and sell Aclar® product value to channel partners and end users  
• Identify application projects for targeted customers and brand owners and leverage Honeywell P&C resources as a competitive advantage when selling products
• Demonstrate proficiency with and regular usage of key tools including: SFDC, sales pipeline, key account management, MS Office 
• Ability to develop a pipeline of opportunities at different stages of development, monitor developments, track opportunity health, identify gaps/new target market opportunities, and execute strategies to meet Sales goals 
• Ability to execute commercial strategies within a cross functional team matrix environment to meet customer requirements in a timely manner and achieve business development goals  
• Ability to work in Key Account and Project teams managing across multiple disciplines and sometimes levels to execute the plan
• Demonstrated success in managing across disciplines and hierarchies with customers to secure and grow business annually

Basic Qualifications:

•Bachelor’s degree in Business, Packaging/Engineering, or Science discipline
•Minimum 5 years sales/commercial experience in B to B Chemicals/Materials and/or Pharma or Medical Device Packaging I 

Additional Qualifications: 

•Performs role applying Challenger model in all behaviors internally & externally
•Ability to handle multiple priorities and navigate in a highly matrixed environment
•Applies the Honeywell 8 Behaviors in executing the roles and responsibilities of this position focusing on a Passion for Winning and Being a Zealot for growth
•Successful track record in “hunting” new business opportunities including cold calling, developing new relationships, identifying new opportunities and working on long term development programs 
•Proven record of meeting or exceeding development pipeline targets and conversion to sales via sales pipeline development, account planning and execution of new pipeline sales 
•Experience in business pipeline reporting including updating weekly & monthly (as necessary) to gain team support 
•Excellent communication/interpersonal skills and ability to build strong multi-level relationships with downstream customers and channel partners 
•Proven ability to work effectively and independently in a cross functional team environment and excellent communication/interpersonal skills
•Superior time management or multiple competing priorities, planning skills, territory data analysis 

Attributes/Skills Required: 

•Excellent communication and interpersonal skills
•Superior time management and planning skills
•Strong analytical background and ability to use data to drive decisions.
•Strategic selling skills
•Excellent computer skills
•Ability to effectively manage multiple competing priorities
•Prefer candidates with Pharma and/or Pharma Packaging background  
•Proven experience leading business development activities, with an emphasis on identifying and selling to new customers, new markets and/or new applications
•Proven ability to identify, develop and nurture relationships with new customers
•Strong analytical, strategic and financial acumen
•Experience and knowledge of global business practices and cultures is essential
•Strong presence, interpersonal communication, and presentation skills
•Superior negotiation skills with sound business judgment
•Strong problem-solving abilities with the ability to anticipate potential issues and suggest creative alternatives to overcome barriers 
•Ability to work within a multi-functional, global team structure and to motivate team members and peers with strong interpersonal and leadership skills 
•Able to travel up to 50% throughout the region 

Competencies:

•Strategic Thinking – systematically solves problems and hypothesizes possible customer pain points, expectations, and implicit needs: brainstorms with team members to devise solutions to solve complex deal challenges.
•Communication – tailors communication to the customer’s needs with authority; effectively delivers presentations and has strong verbal and written communication skills
•Interpersonal Influence – Uses rational and emotional drivers that would appeal to customers to comfortably drive negotiation conversations in his or her favor
•Networking – Identifies the right customer stakeholders and builds connections quickly to drive consensus for deals; works cooperatively with a wide range of internal stakeholders for deal success
•Ownership – goes out of his or her way to complete a job and has relentless drive to achieve results; is independent and self-directed, and takes initiative with minimal direction or supervision
•Workflow Management – Sets clear, realistic, and time-bound objectives that align to business growth; breaks each objective into tasks and process steps that can be achieved within a realistic timeframe.

Key Success Factors:

•Meet or exceed monthly, quarterly, and annual development portfolio AOP targets for volume, revenue, and profitability (FAC)
•Develop and Grow Key Accounts annually
•Minimum weekly updates to SFDC Sales Pipeline
•Minimum 40% conversion rate for opportunities to sales via channel partners
•Role performed as advocate for Honeywell Advanced Materials businesses balanced with deeper understanding of customer position and flexibility 

 

AM202020

PMT102021


Additional Information

  • JOB ID: HRD118859
  • Category: Sales
  • Location: 115 Tabor Road,Morris Plains,New Jersey,07950,United States
  • Exempt
Global (ALL)

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, or veteran status.

Morris Plains, New Jersey

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