Morris Plains, New Jersey

Director of Sales, Americas Electronics and Chemicals, Morris Plains, NJ

The DOS Americas mission is to drive Revenue and OI growth through functional excellence throughout HEM/RC/FEC in the America’s by aligning the customer facing organizations with the processes, training, tools and information to achieve top performance in their respective roles and differentiate Advanced Materials/E&C products & services in customer segments served. This position will also serve as the ready now successor of The Global Head of Sales for E&C/LPI/FP. This eventual promotional advancement based on performance in role will require a move to Morris Plains NJ to take on one of the Global Head of Sales Roles. Candidate must be willing to relocate at some future date for the promotion as this position is designed as a Senior Management feeder role.

Key Responsibilities:


Develop and coordinate alignment on a set of common tools and the best practice application for Sales recruitment, on boarding, training, ongoing sales skills development, talent pipeline management, Sales Leadership coaching, and recognition of Sales performance to reward and recognize consistent levels of achievement across the Sales community
Develop and maintain a common scorecard & KPIs regarding the salesforce’s capability and drive the training & resource actions required to attain next step maturity improvements
Lead the E&C Americas SalesForce.com CRM strategy and drive lead management from customer acquisition to closure – track and implement actions to improve win / loss ratio
Lead the E&C Salesforce.com PRM channel portal for RC Americas
Matrix manage and help design the E&C technical support team/ function.Implementing KPIs and scorecards to track performance against the customer experience
Develop and deploy common cross- E&C learning management modules and planning tools that cover all capabilities regarding professional sales operations, account planning, salesforce deployment and sales management skills
Perform competency assessment of sales staff to enable tailoring of training to meet their needs
Provide necessary information and best practices to the sales force to drive for top performance, growing faster than the industry
Identify ongoing additional areas to improve sales growth, release more customer time for the Salesforce and simplify steps that reduce the overall selling cost to serve; champion and implement cross-functional initiatives to baseline and implement smart investments in common processes and capabilities
Track Sales force productivity and drive productivity goals
Personally, involve self in key customer account pursuits, where material to E&C and support is necessary. Manage the Customer Experience – NPS (Net Promoter Score Survey Process

Key Success Factors (Key Metrics / KPIs / Deliverables)

Implementing global AM Sales KPIs, executing on pipeline management to meet business financial targets
Evaluating, developing, and retaining top sales talent across E&C
Testing and improvement of account plans and territory plans
Planning and facilitating Sales training and development plans
Strong NPS/ Customer Experience metrics and tech support scores
Hit Revenue and OI targets for the Americas

Decision Making Authority


Works at the senior leadership level making decisions on behalf of the Global Head of Sales for E&C
Responsible for execution of programs at the LOB level

Qualifications

MUST HAVES: 

BS in Business or Engineering

NICE TO HAVES: 

10-15 years’ experience in customer facing roles (Marketing, Sales, General Management)
Business leadership experience (P&L management understanding)
Good understanding of the organization and importance of collaboration
Understanding of industry goals, objectives, strategies, and competitive situation
Expert in the common sales processes
Knowledge of change management tools and practices
Knowledge of sales training techniques in the market
Distribution Experience
Direct Customer Experience
Professional Skills/Knowledge
Ability to establish and maintain influential relationships at all levels in the business
Cultural awareness, working effectively across broad geographies
Achieves engagement with influence skills … get things done without direct reporting lines
Owns the assigned projects
Ability to translate sales related needs into a solution
Excellent communication and presentation skills
Good at managing projects and task prioritization
Ability to assess common processes and needs and recommend changes were needed
Create, adapt and drive change
Process mind set oriented
Ability to be a leader and a team player
Ability to motivate and excite the sales force

Behavior Competencies

Sales Process Management
Ability to acquire and apply knowledge of Honeywell’s sales processes, tools, and techniques
Ability to manage sales activity, budgeting, and forecasting
Communication / Presentation Skills
Ability to communicate effectively with customers and the salesforce; this includes preparing and delivering presentations and written communications as well as displaying active listening skills
Account Management
Ability to manage key accounts and proactively seek opportunities to extend products and services to customers
Customer Relationships
Ability to interact with customers, manage their expectations and build long-term partnerships
Solutions / Service Knowledge
Ability to apply knowledge of Honeywell’s services and products to develop solutions that meet customer requirements
Business Understanding & Market Knowledge
Ability to build an understanding of the customer’s business, industry, and commercial environment to then identify viable opportunities

PMT102021


Additional Information

  • JOB ID: HRD137998
  • Category: Sales
  • Location: 115 Tabor Road,Morris Plains,New Jersey,07950,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.

Morris Plains, New Jersey

Honeywell Technology Solutions Inc. (HTSI) offers world-class competencies in management, space systems and services, engineering, logistics, information technology and testing and calibration. We provide value, expertise, competitive pricing and the highest quality standards available. Our customers can expect proven leadership processes, technical excellence and cost management. We offer more than just connections…we offer solutions.

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