Global Energy Sales Leader - Honeywell

Honeywell Building Automation (BA) is a leader in building technology, fire, security, energy management, software, and energy and infrastructure solutions. Within BA, our direct sales force creates and sells integrated energy and infrastructure modernization solutions to our customers that achieve results. Our sales approach begins by working with the end customer to identify and prioritize their desired outcomes. We help them select and define use cases that will achieve those outcomes. From there we design the integrated energy and infrastructure solution that will deliver those use cases.


The Global Energy Sales Leader is responsible for leading a sales team to drive growth and deliver an Annual Operating Plan (AOP) of approximately 300M+ of new energy orders from our global customers. The Energy team is comprised of approximately 50 sales professionals structured by specific focus areas and geographic territory. The team sells Energy projects to both private and public markets (Federal, State, Local) and associated services that are developed and implemented using third party financed contracting methods such as ESPC, UESC, PPA, EaaS, or traditional financing.



RESPONSIBILITIES





+ Drive orders growth through effective leading and coaching the Energy sellers to achieve their annual quotas.



+ Meet or exceed the Annual Operating Plan (AOP) on a monthly, quarterly, and annual basis.



+ Review, update, and execute the Energy market strategy in response to market needs in partnership with marketing and offering management team.



+ Talent Management of the team through Development, Coaching, and Retaining talented sales team to deliver AOP. Drive internal team growth through team promotions as well performance management if required.



+ Establish annual incentive quota targets for all team members.



+ Provide accurate weekly forecast for orders within Salesforce.Com platform. Includes overall orders forecast along with forecast for.



+ Energy projects and Energy services lines of business.



+ Consistently meet the orders forecast on a weekly, monthly, and quarterly basis.



+ Coach and mentor sales personnel in establishing professional relationships with appropriate levels of client decision makers.



+ Assist in sales territory planning, identifying target accounts, and coaching to create and qualify new opportunities and drive opportunities through the sales process.



+ Create a robust pipeline of major pursuits within the Energy industry. Track within Salesforce.com. Coach/mentor team to create robust pursuit plans for each pursuit.



+ Define key accounts within Energy sector and drive robust account plans / territory plans for the key account customers.



+ Assess team’s sales activities and forecasts to determine sales progress and required improvements.



+ Work with marketing and offering management to develop, update and implement specific sales collateral to support achieving sales goals.



+ Represent Honeywell on industry trade associations and partner with Honeywell Government Relations team to understand macro and micro trends as opportunities to gain competitive advantage.



+ Partner with sales excellence to drive a MOS (management operating system) leveraging dashboards and scorecards for regular tracking and measurement of KPI’s to enhance growth, collaboration, and profitable sales.



+ Recommend and implement improvements both strategic and tactical to achieve sales goals.




YOU MUST HAVE





+ Bachelor’s degree in business or a technical related field of study from an accredited university



+ Minimum of 5 years of sales leadership / management experience leading a direct sales team.



+ Minimum of 10 years of combined experience in marketing, offering management and sales.



+ Led a sales team generating 50M+ in revenue.



+ Experience selling and/or managing a sales team selling Energy solutions to Public (Federal, State, Local) market customers.



+ Energy service company (ESCO) experience.



+ Experience with financed contracts such as ESPC, UESC, EUL, PPAs, and/or other structured financing of projects for Federal customers.





WE VALUE





+ MBA preferred.



+ International leadership experience.



+ Strong knowledge of Federal, State, Local Government vertical markets and energy markets.



+ Coaching/mentoring skills for sales professions to drive a winning sales strategy for their accounts and opportunities.



+ Excellent data analysis skills and a data-driven approach to find & manipulate complex data with ability to understand multiple industries and dissect opportunities.



+ Able to work independently and navigate a large corporation while meeting tight deadlines.



+ Strong knowledge of Energy, Infrastructure Modernization, and Resilience projects. Experience with Building Management Systems, Fire, Security, and Software is preferred.



+ Strong skills with Salesforce.com platform.



+ Outcome based selling skills for direct sales of integrated solutions.



+ Demonstrated ability to consistently meet or exceed Annual Operating Plan.



+ Excellent communication, presentation, problem solving, and communication skills.



+ C-Level selling skills and ability to meet with senior leaders globally.



+ Strong knowledge of energy infrastructure. Includes general contractors, mechanical contractors, electrical contractors, consulting engineers, and architects.



+ Ability to travel 50% of the time, including international as required.




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. Learn more about inclusion and diversity: click here (https://www.honeywell.com/us/en/company/inclusion-and-diversity)

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.