Job Description

The future is what you make it.

When you join Honeywell, you become a member of our global team of thinkers, innovators, dreamers and doers who make the things that make the future.

That means changing the way we fly, fueling jets in an eco-friendly way, keeping buildings smart and safe and even making it possible to breathe on Mars.

Working at Honeywell isn’t just about developing cool things. That’s why all of our employees enjoy access to dynamic career opportunities across different fields and industries.

Are you ready to help us make the future?
 
We don’t just sell things. We offer solutions to tomorrow’s challenges.
 
Our sales approach begins by identifying customer demands before they become challenges. We’re committed to delivering customer success through our comprehensive expertise in software and technology.
We are in search of a Senior Sales Excellence Specialist to drive sales process improvement and enhancement initiatives. This will include leading high visibility projects impacting the North American sales organization. You will also partner to provide critical support for digital initiatives, sales enablement needs, sales/marketing campaign assistance, and enabling best in class demand generation capabilities.
 
As a Senior Sales Excellence Specialist, you will gain broad exposure and experience working with key leaders across sales, marketing, offering management, and IT. Your contributions will positively impact the business’ ability to achieve both short – and long-term strategic objectives.
 
This opportunity is based in Atlanta, GA and reports to the Global Sr. Director Sales Excellence.

Your primary responsibilities will include:

Passion for identifying and proactively developing solutions to drive sales process improvements fundamental to achieving organic growth objectives
Ability to manage multiple competing priorities and initiatives across a highly matrixed organization. Maintaining a vantage point dedicated to helping our sales teams be more successful which includes focused improvements in demand generation, commercial intelligence, product/solution launches, training, and sales behaviors
Train, drive and audit the salesforce on the processes and MOS.
Ensure that processes are aligned across the GBEs / Regions.
Lead SIP plan deployment and quota setting and partner with SIP COE on calculations, payout and governance.
Address the nuances and differences between End User, Specifiers and Channel Partners
Drive Key Account Planning processes through Direct and Channel groups.
Incorporate and execute processes and initiatives from GBE, SBG and Honeywell Corp.
Partner with Fire North America sales leadership to derive insights for the sales leadership to help shape the business and coach sellers.
Drive the standard management operating system across all divisions. Drive active attendance for weekly/monthly/and quarterly sales actions with outcomes that are committed, tracked, and executed.
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, conversion rate, deal velocity, customer retention and forecast accuracy.
Working with the marketing & demand generation functions to stand-up and enable lead to revenue improvements and effective campaign models
Provide analysis and reporting support for sales, order, pipeline, and cost information in support of the goals and objectives by supporting sales Director and Managers.
Continually drive for improvement of the sales processes and sales forecasting data quality in SFDC.
Be the collection point for areas of improvement. Gather input from the sales team, prioritize and communicate to global sales operations and enablement for improvement and attention.
Lead projects and initiatives focused on growth and improving productivity throughout the sales organization.
Serve as an internal ambassador for Sales in relationships with other key internal stakeholders such as Finance, Legal, Marketing, Technology, Quality, and IT.
Work within and extract data from the integrated set of sales tools and systems including SFDC, estimating and proposal support tools, price management, global approval process and sales incentive databases, business intelligence tools such as sales analytics and dashboards, installed base and customer data repositories, and customer facing portals such as the sales and distributor training systems and customer extranets.
Ensure best practices are being followed by sellers.
Participate in the planning and support for internal and external sales events, including the annual sales meeting, sales managers workshops, and sales training events.
Partner with Sales leadership to develop and implement the sales STRAP and AOP.
Work closely with Marketing to provide analytics for Sales and Marketing Executives to help them with campaign, promotions, and sales investment decisions.
Ensure that sales operations processes and global best practices are communicated and followed.

YOU MUST HAVE

Bachelor's degree
3+ years of experience within a sales operations support, sales/marketing, or project/program management role.
2 + years of experience in B2B commercial organization  

WE VALUE

Experience cross collaborating within a global matrixed organization
Ability to create and drive process improvements with sales and senior leaders
Driving outcomes using data analytics, high level of experience with Excel, Salesforce.com, Tableau
Proficiency with MS Power Point, and Callidus (SIP) or other Sales Incentive tools
Ability to work in a fast-paced, cross-functional environment
Ability to take initiative and work with limited direction
Possess business acumen needed in linking business processes to business outcome
Can identify which metric and measurement would provide insights to the business
Complete understanding of end-to-end B2B sales processes for technical / engineering solutions
Ability to analyze processes, identify gaps and implement corrective measures
Great communication and presentation skills
Capable of engaging/ influencing / managing multiple stakeholders at various levels throughout organization