Senior Director Sales Excellence

Innovate to solve the world's most important challenges

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 Technologies (A.T.), Building Automation (B.A.), Industrial Automation (I.A.), and Energy and Sustainability Solutions (E.S.S.) – 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 strong Sales and Commercial Excellence (SE) experts who can effectively lead and drive sales teams and embrace and utilize the right tools, processes and metrics that drive sustainable organic growth faster than the market. 

We are currently seeking a proven leader who can lead a team focused on improving the commercial effectiveness and sales performance of over 2,800 global sellers in our Industrial Automation (IA) business group.  The IA business represents over $11B in annual sales with customers in many verticals that rely on Honeywell for plant & personnel safety, eCommerce/Retail automated material handling operations, industrial IoT sensors, industrial process automation, and workflow and mobile computing applications. 

Sales Enablement Senior Director, IA

As the Sales Enablement Senior Director IA, you will have responsibility for improving salesforce effectiveness through a) the deployment of leading sales platforms and processes, b) delivering high impact sales training and c) deliver actionable insights through AI-enabled sales analytics.

Reporting to the IA Vice President Sales Excellence and working with other Sales Excellence leaders for the business entities and regions you will champion the following responsibilities:

• Lead IA SIP strategy, framework development, GDM improvement and execution in IA with the support form GBE SIP teams and SIP COE (corporate).
• Creating and executing a rigorous sales operations 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.
• Inspecting, coaching and enforcing 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.
• Driving 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.
• Partnering with the IT organization and the business teams to make strategic technology decisions to capitalize on digitization and automation capabilities to enhance sales productivity, improve customer experience and drive business growth. Serve as the business functional leads in driving deployment, adoption and value generation from these technical solutions.
• Driving the routine self-assessment of the businesses’ sales 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 IA corporate staff responsible for sales training 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.
• Design, develop and deliver high impact sales training inclusive of seller onboarding, skill-based training, product/solution training and leadership training.
• 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 year-on-year improvements in seller productivity, productivity ramp of new sellers, sales team satisfaction with tools and infrastructure and improvement in sales process maturity

This key position in our organization collaborates regularly with global, cross-functional teams including Sales, Marketing, Information Technology, Finance, HR and Compensation & Benefits.

This critical sales enablement role reports to the IA Vice President Sales Excellence and is a senior member of their global leadership team.  This role will be based in Charlotte, NC or Houston, TX.

You Must Have:

• 10+ years’ experience including a combination of sales operation, sales leadership/management, channel operations and/or Commercial Excellence roles.
• Experience working in influence-based roles within large, matrixed organizations and working cross functionally with other functions.

We Value:

• Bachelor’s Degree, preferably with an additional, relevant post-graduate business/commercial qualification.
• Customer success obsession and a bold passion for working towards results and customer satisfaction.
• Excellent business sense, strategic planning, analytical, communication, project management, and change management skills.
• Results-driven behaviors with a consistent focus on getting things done routinely to plan; building consensus with data driven recommendations.
• Proven 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.
• Effective communicator able to assemble and clearly articulate key strategies, plans and reports aligned to drive tangible business impact. Strong listening and facilitation skills.
• Highly self-proficient analytical assessor of business metrics and performance; able to confidently provide insights for improvement.
• Leadership impact and courage to be able to consult with and challenge business leaders at multiple levels within the organization regarding their needs, gaps and operational plans.
• Strong project management skillset; process driven mindset and capable of prioritizing and managing multiple tasks.
• High work ethic and passion for the Sales and Commercial Excellence disciplines, open to global travel and working with remote time zones for effective collaboration – expect 25% domestic and/or international travel each year.
• Be a great talent developer and build a funnel of high performing experts ready and able to progress their careers; develop and sustain a diverse and multi-cultural organization.
• Takes intelligent risks to drive momentum and tackles ambiguity to convert to clear operating frameworks.
• Flexible, self-motivated, with demonstrably strong leadership and team building skills and able to travel extensively as needed given the shifting business dynamic.

Additional Information

• JOB ID: HRD256715
• Category: Sales Excellence and Support
• Location: 855 S Mint St,Charlotte,North Carolina,28202,United States
• Exempt

Honeywell is an equal opportunity employer. Qualified applicants will be considered without regard to age, race, creed, color, national origin, ancestry, marital status, affectional or sexual orientation, gender identity or expression, disability, nationality, sex, religion, or veteran status.