Atlanta, Georgia

Join a team recognized for leadership, innovation and diversity

Honeywell Buildings Technology (HBT) is a leader in building automation, fire, security, energy management, and software.  Within HBT, our direct sales force creates and sells integrated solutions to our customers that align with their business objectives.  Our sales approach begins by working with the multiple customers include end-users, consultants, contractors, owners, and operators to identify and prioritize their desired outcomes.  We help them select and define use cases that will achieve their desired outcomes.  From there we design an integrated solution and execution deliver plan that aligns with their desired outcomes. 

The Executive Sales Leader, North America Direct Sales will lead a sales team responsible for delivering an Annual Operating Plan (AOP) of approximately 1B of orders. The sales team works in partnership with our offering management organization and lines of business that focus on new construction installations as well as providing life-cycle support. The sales team is comprised of vertical sales leaders, regional vertical sales leaders and over 150+ account executives located through the USA and Canada geography. The focused vertical markets include Commercial, Data Centers, Education, Industrial, Healthcare, Transportation, and Government. Additionally, a Virtual Sales Team focuses on driving growth from smaller accounts not covered by outside account executives. A Construction Eco-System team provides coverage of the major consulting engineers and contractors. A Major Pursuits and Engagements Team leads an outcome based selling approach to create and lead major pursuits.   

Key Responsibilities

  • Drive orders growth in HBT direct sales within USA and Canada.
  • Meet or exceed the Annual Operating Plan (AOP) on a monthly, quarterly and annual basis.
  • Define and execute strategy to achieve AOP including high focus on growth initiatives
  • Collaborate with LOB’s and Sales Excellence function to improve sales enablement.
  • Build a performance culture through Talent Management- Develop, Coach, and Retain talented sales team as well as drive performance management as required. 
  • Assign incentive quota targets for all sellers. 
  • Provide accurate weekly forecast for orders within Salesforce.Com platform. Includes overall orders forecast along with forecast for lines of business.
  • Consistently meet the orders forecast on a weekly, monthly, and quarterly basis.
  • Coach and mentor sales personnel in establishing professional relationships with appropriate levels of client decision makers.
  • Create a robust pipeline of major pursuits within each vertical. Track within Salesforce.com.  Coach/mentor team to create robust pursuit plans for each pursuit.
  • Define and serve key accounts within all verticals.  Coach/mentor team to create robust account plans for these customers. 
  • Assess team’s sales activities and forecasts to determine sales progress and required improvements
  • Recommend and implement improvements to achieve sales goals
  • Serve as a local executive sponsor of Honeywell by maintaining customer contacts and relationships at senior levels in support of account managers and account strategies.

YOU MUST HAVE

  • Bachelor’s Degree
  • 10+ years of quota carrying sales experience
  • 5+ years of direct leadership/management of a sales team
  • Experience in leading sales teams including other sales managers
  • Led a sales team generating 200M+ in revenue.

WE VALUE

  • Masters of Business Administration (MBA) preferred
  • Strong knowledge of the building solutions marketplace including Strong knowledge of Building Management Systems, Fire, Security, and Software
  • Understand the competitive construction marketplace including architects, consulting engineers, general contracts, mechanical contractors, and electrical contractors.
  • Ability to coach and mentor team to have a winning sales strategy for their accounts and opportunities.
  • Strong track record and demonstrable success in leading high performing sales teams
  • Strong skills with Salesforce.com platform.
  • Strong understanding of direct sales of complex & integrated solutions
  • Experience and understanding of Outcome based selling skills.
  • Demonstrated ability to consistently meet or exceed Annual Operating Plan
  • Coaching/mentoring skills for sales professions
  • Strong leadership skills
  • Strong communication skills
  • C-Level selling skills
  • Ability to communicate and collaborate at executive management levels internally and externally are required.
  • Ability to travel within North America at least 50% of the time.

Additional Information

  • JOB ID: req310293
  • Category: Sales
  • Location: 715 Peachtree Street, N.E.,Atlanta,Georgia,30308,United States
  • Exempt
Sales (HBT)

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.

Atlanta, Georgia

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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