Job Description

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

As our sales maturity continuously improve, we have the need to recruit proven Sales Excellence (SE) 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 who can leverage their experiences to directly impact the commercial effectiveness and sales performance attainment of our US&C Productivity Solutions & Services (PSS) sales organization.

This position will be located at the Honeywell global headquarters in Charlotte, NC.

Regional Sales Excellence Director, US&C PSS

As the Regional Sales Excellence (SE) Director of US&C, you will be responsible for driving cross-enterprise standards, in how we deploy & maintain the Sales Incentive Program, delivery of insights tied to performance indicators & sales behaviors, onboarding of newly hired Sellers, and the weekly delivery of our revenue path to plan. This role is critical to the success of the US&C region and will work in a matrix organization with clear support lines into the VPGM of US&C. Through these lines, this role will continuously deploy the PSS ‘playbook’ and support the region with common sales processes, commercial organizational structures, along with 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 outcomes for Honeywell.

Reporting to the Global GM Commercial & Operational Excellence and working with their peer group an direct reports, this role will champion the following:

Go-To-Market models, sales and channel structures and functional support necessary to sell complex solutions and demonstrate tangible proof of value to the decision maker.
Create and execute a rigorous sales 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 sub 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 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.
Coordinate with Marketing and business leadership to generate best in class practices to translate the strategic growth plans into practical quota setting, lead to revenue conversion improvement, channel execution & value-based analytics.
Generate a proactive communication and education strategy to the regional 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 region.
Aligning the sales force where the business is growing (verticals, lines of business, accounts, whitespace, and recurring revenue streams).
Drive a consistent approach to sales operations process around pipeline opportunity, territory and key accounts management across all geographies and lines of business.
Continue to drive the talent acquisitions, create career development opportunity for direct reports, 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.
5+ 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.

Experiences and Skills, we value:

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.
Deep knowledge of Sales Incentive Planning (SIP) practices with proven track record of quota deployment and management of overall process.
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.
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: HRD217632
Category: Sales Excellence and Support
Location: 855 S Mint St,Charlotte,North Carolina,28202,United States
Exempt