Job Description
WHO IS THE TEAM?
You will join a high-performing cross functional team focused on growth with purpose. We aspire to grow at more than 20% year over year in a sustainable way through a One BA approach, thought leadership, customer-centric innovation and a focus on talent. Your immediate peers will be the regional GMs of our product lines and Honeywell Building Solutions (HBS), other country directors and functions like finance, marketing, vertical sales and HR. We work as one team to grow our business while trying new things and having fun along the way.
Responsibilities
GTM Operational Excellence
- Develop and own strategy to deliver sustainable growth; contribute to regional strategy
- Deliver and exceed targets across key metrics (orders, revenue, operating income)
- Aggressively drive continuous growth in creation and conversion of qualified pipeline
- Role model high quality sales and partnering processes (owning key relationships and selling to end-customers along with channel partners)
- Role model high quality sales operations process (salesforce and funnel management)
- Role model compliance with company policies, ethics and industry regulations
- Work with product line GMs to ensure right product portfolio for country and focused use of NPI (new product introductions)
- Work with HBS leadership to support alignment between direct and indirect business
- Work with marketing & vertical sales to enhance external visibility for Honeywell and deeper engagement & demand generation with end-users and the eco-system; with customer support to ensure appropriate post-sales support
Team Leadership
- Lead high-performing team of channel managers; also guide relevant enabling and support functions (as needed)
- Be responsible for hiring, developing and retaining direct team
- Focus on training and motivation to increase performance and support classroom training with on-the-job coaching and feedback
Continuous Improvement
- Adopt a longer term and broader perspective (outside direct responsibility) to support overall growth aspiration
- Take ownership of specific needle-mover initiatives lead team to identify right solution and execute to capture impact
Qualifications
WHAT ARE WE LOOKING FOR?
Experience
- 15+ years of experience in B2B technology sales (preferably complex, long sales cycle with exposure to end-customers & channel); minimum of 3 5 years in a sales management position
- Track record of meeting / exceeding targets and developing GTM strategies
- Experience in selling with channels to end-users and complex buying eco-systems
- Experience in working cross-functionally with product lines, projects, marketing, etc.
- Experience in building technology, HVAC, or related industries is a strong plus; familiarity with Honeywell or competitor portfolios will be a bonus
- Engineering / Business degrees preferred
Skills
- Develops bold aspiration, sound strategy and detailed initiatives to achieve desired results with team
- Develops strong executive relationships with channel partners, end-users & influencers and can deploy problem-solving & negotiation skills to deliver strategy
- Identifies and attracts high-potential talent to join the team
- Coaches team members at various levels of task maturity and develops next-generation of leaders
- Works cross-functionally to drive pipeline creation, sales and post-sales support
- Brings rigour and detail to operational cadence (account planning, funnel and opportunity reviews)
- Strong (oral and written) communication with presence and ability to engage at various levels locally, regionally and globally
Behaviours
- Strategic mindset with ability to see the big picture but also dive deep into the details
- Displays empathy and a focus on developing people & building teams
- Self-starter with high-energy, independence and comfort with taking well-judged risks
- Demonstrates sense of urgency, ability to handle multiple priorities & collaborate with multiple stakeholders
- Quick learner who can adapt well in a fast-paced environment by listening, absorbing and quickly applying lessons learned from all inputs
- Strong focus on doing the right thing and upholding the highest ethical standards
Requirements
- Country sales management strategy
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