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As the SEA Sales Director of HPS you are responsible in planning, directing and coordinating sales business strategies and activities with strong engagement with Business (LOBs) and Functions to ensure business growth in SEA in line with AOP. The incumbent must demonstrate accountability and leadership for functional, business, manage complex issues within a functional area of expertise, involved in long term planning and contribute to the overall success of the delivery of the business strategy.
Key Responsibilities:
• Responsible for the performance and development of all sales activities in the assigned geographic area
• Establishing and owning the plans and strategies aimed at serving and expanding the customer base in their assigned geographic area.
• Execute and drive assigned AOP to ensure monthly, quarterly and annual financial targets are met
• Champion of sales processes and disciplines, business improvement. Meet or exceed operational requirements, analytical reporting, operating reviews and cost
• Build influential relationships with assigned customers at all levels and develop strategies to win profitable business from those customers
• Provide leadership in driving HON & IA wide initiatives and align the local leaders to achieve desired objectives
• Build customer relationships for the purpose of business development and sales
• Develop customer strategies, campaign plans and leadership in their execution
• Integrate information, resources and activities within the region and/or among Pole
• Responsible for customer satisfaction, evaluation, plans and follow through
• Demonstrate commercial and technical expertise in the SEA market
• Own regional input for planning and forecasting
• Drive strategy and growth initiatives for geography
• Direct the sales team to identify and develop opportunities in driving growth
• Support coordination in the region for IA including positive employee relations, regional communications, customer escalation, senior customer engagement.
• Consult or pursue key business opportunities with range of customer contacts
• Work with LOB Leaders as a member of Executive Committee of Honeywell
• Coordinate activities with other functions and across regions to achieve overall business results
• Creates a culture of accountability
• Recruit, train, appraise, motivate and set standards of job performance for the sales organization
Key Experience & Capabilities:
• Bachelor’s degree in engineering
• Master’s degree in business administration (preferred)
• 15+ years of related Sales experience
• Prior commercial sales experience in closing large and complex contractual agreements
• Experience in driving AOP +100M
• Experience in leadership role in team management virtually and cross border
• Sales experience in SEA markets
• Capable of balancing short-term results with long term strategy
• Demonstrated credibility at the executive level in internal and external organization
• Experience working in a highly matrixed organization
• Customer-focused mindset with proven ability to respond quickly to customer needs
• Strong coordination and influencing skills
• Able to effectively lead and energize a multi-functional team to meet sales plan
• Ability to utilize analytical software and sales tool
• Strong oral and written communication skills
• Strong interpersonal and leadership skills
• Proven ability to drive Sales strategy across multiple markets
• Ability to manage direct reports including poor performers
• Broad understanding of the HON product / solutions across SEA markets
• Fosters development of a common vision and fully participates in creating a unified leadership team that gets results
• Prioritize and focus efforts on best opportunities (short and long term) based on business needs.
• Anticipate future trends accurately; learn quickly and think independently to adapt as required
• Drives and inspects a culture of accountability
• Changes behavioral style or method of approach when necessary to achieve a goal
• Takes intelligent, decisive action despite risks, conflict, or uncertainty
• Generates novel & valuable ideas and uses these to develop new and improved processes, systems, offerings or services
• Creates a vision utilizing industry and market trends to develop new opportunities.
• Depth of knowledge of SEA customers’ businesses, financial drivers and needs
• Integrate and leverage competitive analysis to clearly show present and future competitive threats and opportunities
Key Success Factors (Metrics / KPIs / Deliverables)
• Define strategies and initiatives to attain growth in assigned geographic area
• Growth in the form of new customers and new opportunities
• Deliver target orders growth and margin above set quota in support of Annual Operating Plan
• Provide leadership and mentoring throughout the organization
• Executive sponsorship for select customers
• Accurate forecast of orders and growth opportunities
• Responsible for sharing of best practices across the sales teams
• Manage sales cost and achieve sales productivity goals
Who We Are
The Future Is What We Make It at Honeywell. From sustainable aviation fuel and life-saving healthcare sensors to collaborating on every NASA space mission since the 1950’s, over 100 years of innovation has always been driven by an investment in our people. Learn more about Honeywell: https://www.youtube.com/watch?v=CG-rmG0eKLk
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