Honeywell Aerospace is a $10B SBG (Strategic Business Group) with 40,000 employees in over 125 domestic and international locations. We are a leading global aviation supplier designing, manufacturing, and distributing advanced electronic systems, products, and services to commercial, defense and space industries.
Reporting to the Vice President, Global Sales AT&R, and leading the team of Airlines Technical Sales Managers for the Americas, will be responsible for driving pursuits in support of the Airlines CBT. The Americas Sales Director will work closely with the Customer Business Support organization, Airlines Global Business Managers, M&PM team and the Airlines Leadership Team to develop winning growth strategies, allocate technical sales resources to support, lead and close all Airline pursuits. This position will work across the Sales organization with Technical Sales Directors to implement pursuit and resource strategies within the region.
This position requires a good understanding of the pursuit process as well as breadth of experience across multiple programs, platforms, products and customers. This position also requires strong customer relationship skills, negotiation, leadership presence and executive communication skills and intense cross functional and matrixed influence skills.
Provide leadership to technical sales team to provide detailed product and service sales expertise
Provides leadership and direction to pursuit teams to execute 'growth' and renewal objectives to include R&O, RMU and BFE/SSFE Win Rate Objectives
Support and participate in improving product knowledge and sales effectiveness to regional sales and business teams
Tailor product value propositions for specific pursuits / campaigns
Ensure sales process compliance (OR, Greensheets, IPDS, CRM)
Actively participates in and leads components of Airlines MOS, including support of IDS and Demand Planning activities, and SRO Short term outlook Gap closure process
Drives execution of product line strategies to include campaigns, RMUs and whitespace verification
Manages and leads a team of Americas Sales Managers for the multiple product lines; providing coaching, mentoring and direction to ensure success
Develop MRR plans which ensure strong bench strength of Sales teams as well as a focus on top grading
Drives sales execution to meet or exceed AOP/STRAP objectives for revenue, growth, win rate, and margin rate
Assists in development of regional AOP process
Actively participates in global strategy development across AT&R sales organization, including potential M&A activity and long cycle OEM pursuits
Key Growth Pursuits-Sales
Product Line AOP's inclusive of 'Share Capture' Objectives
Product Pipeline Health
Win Rate ($)
Campaign, RMU and whitespace conversion
Americas & Sales Process Expertise
Bachelor's degree in Business or related field of study.
7 years of direct customer interfacing with mid level management
5 years of direct/indirect leadership responsibilities
10 years of sales and marketing experience with at least 5 years in Aerospace
Demonstrated track record of significant accomplishments in Sales and Marketing in the Aerospace industry
Strong connections with Aerospace OEM and aftermarket commercial customers
As an Equal Opportunity Employer, Honeywell is committed to a diverse workforce.
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Honeywell - 2 years ago
Honeywell is a Fortune 100 company that invents and manufactures technologies to address some of the world’s toughest challenges...