13 days old

Commercial Excellence Leader

Honeywell
Pittsburgh, PA 15219

Join a team recognized for leadership, innovation and diversity

Honeywell is building a smarter, safer, and more sustainable world.

Honeywell invents and manufactures technologies that address some of the world€™s most critical challenges around energy, safety, security, productivity and global urbanization.

Our core businesses €“ Aerospace, Home and Building Technologies, Safety and Productivity Solutions, and Performance Materials and Technologies €“ are leaders in their respective industries, driving solutions that make people€™s lives better every day. Chances are that there are Honeywell products all around you right now!

As our sales maturity continuously improves we have the need to recruit additional, proven Commercial Excellence (CE) experts who can further accelerate our adoption and deployment of the right tools, processes and metrics that drive sustainable organic growth faster than the market.

We are currently seeking a proven leader in sales operations who can leverage their experiences to directly impact the commercial effectiveness and sales performance attainment of over 200 global sellers in our Honeywell Intelligrated business group representing over $2B in annual sales with customers in many verticals that rely on Honeywell€™s advanced material handling automation and software solutions.

Commercial Excellence Leader, Honeywell Intelligrated

As the Commercial Excellence (CE) Leader, you will be responsible for driving common cross-enterprise standards, in how we deploy the annual growth plan strategy into actionable sales activities by developing and maintaining a continuously improving €˜playbook€™ of common sales processes, commercial organizational structures, tools and metrics that deliver accelerated growth and measurable customer adoption.

This key position in our organization collaborates regularly with global, cross-functional teams including Sales, Marketing, Information Technology, Finance, HR and Compensation & Benefits to deliver comprehensive and profitable concept-to-cash outcomes for Honeywell.

Reporting to the Director, Commercial Excellence and working with other CE leaders for the business entities and regions you will champion the enablement of:

€¢             Go-To-Market models, sales and channel structures and functional support necessary to sell complex solution road-maps and demonstrate tangible proof of value to the decision maker

€¢             Create and execute a rigorous sales operations process management operating system (MOS) that integrates the coordinated review and execution of the sales pipeline, account opportunities and leads across the entire enterprise with routine engagement with each business and region at the sales manager and sales contributor level

€¢             Inspect, coach and enforce the practical utilization of the standard sales metrics and utilize interactive analytics dashboards to generate actionable insights and training   that Business Leaders and Sales Managers can use to improve selling behaviors and exceed overall performance goals versus the annual targets

€¢             Be accountable for driving the initiatives that improve seller performance and productivity measurably and sustainably; develop programs and metrics that increase the adoption of the right sales behaviors and outcomes around account and call planning, pipeline forecasting, win rate, deal velocity, customer retention and forecast accuracy

€¢             Drive the routine self-assessment of the businesses€™ CE maturity and sales manager  / individual seller competencies; identify common needs and prioritize the next step improvements by highest economic impact; work in coordination with other SPS corporate staff responsible for sales training, sales automation and analytics to leverage our combined resources and best practices

€¢             In collaboration with our HR Partners and Business/Sales Leaders, be accountable for  driving the global coordination of the Seller recruitment processes, tools and onboarding & training methods to improve the new employee experience, accelerate their ramp-up and increase the acquisition and retention of top sales talent

€¢             Coordinate with Marketing to generate best in class practices to translate the strategic growth plans into practical quota setting, effective demand generation activities, lead to revenue conversion process, pricing models, offering launches and value selling content focused on differentiation and long- term business value for the customer

€¢             Generate a proactive communication and education strategy to the global salesforce regarding benchmarking, best practices, news on tools, training and productivity enhancements.

 

The measures of success will include:

·         Driving significant year-on-year improvements in seller productivity, quota attainment and customer acquisitions while maintaining a robust and integrated functional excellence in sales operations across the enterprise.

·         Aligning the sales force where the business is growing (emerging regions)€“ changing portfolio, more software recurring revenue business (project to recurring)

·         Get a consistent approach to sales operations process around pipeline opportunity, territory and key accounts a management across all geographies and lines of business

·         Drive best practice in digital enablement to give sellers more qualified leads to pursue stronger value propositions and tools and training that increase their personal productivity

·         Continue to drive the talent acquisitions, create career development opportunity, manage/optimize the core sales team in terms of performance and behaviors vs expectations, attract and retain top talent.

Qualifications you will need for this role:

€¢             Bachelor€™s Degree, preferably with an additional, relevant post-graduate business/commercial qualification

€¢             7+ years€™ experience including a combination of sales operation, sales leadership/management, and/or Commercial Excellence roles.   

€¢             Experience working in influence-based roles within large, matrixed organizations and working cross functionally with other functions

€¢             Broad B2B industry experiences including experience in project-based channel and aftermarket services business model.   

Experiences and Skills, we value:

€¢             MBA degree and a financial background strongly preferred.

€¢             Demonstrated capability to translate growth strategies into practical sales plans, best practices and operational structures with a broad portfolio of business model and industry vertical commercial experiences

€¢             Excellent business acumen, strategic planning, analytical, communication, project management, and change management skills.

€¢             Customer success obsession and a bold passion for working towards results and customer satisfaction

€¢             Leadership impact and ability to consult with and challenge business leaders at multiple levels within the organization regarding their needs, gaps and operational plans.

€¢             Background in software and other aftermarket services combined with a broad global experience and cultural sensitivity.

€¢             Superior communicator able to assemble and clearly articulate key strategies, plans and reports aligned to drive tangible business impact. Strong listening and facilitation skills

Additional Information
  • JOB ID: HRD88280
  • Category: Sales Support
  • Location: 2555 Smallman St, 2nd Fl,Pittsburgh,Pennsylvania,15222,United States
  • Exempt