Lead Sales Representative - Honeywell

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 Industrial Automation, Software and technology.


Honeywell Process Solutions (HPS), a part of Industrial Automation (IA), has an exciting opportunity for someone who loves a challenge of leading the sales pursuits on major global or strategic competitive projects and successfully close assigned opportunities! The position is located in Houston, TX and will be primarily responsible for identifying, developing, managing, and growing Strategic Projects /Global Mega Projects (GMP) Sales in Americas (North & South America) with industrial customers. You will be responsible for Business Development including identifying projects, engaging early in the customer buying cycle at senior levels; building long-term strategic and executive relationships; team selling and opportunity planning. If you have experience selling large iMAC projects or team selling, and experience with a broad range of Automation solutions including Industrial Software Solutions, we would like to speak with you!


KEY DELIVERABLES



+ Defined strategies and initiatives to attain growth in Americas


+ Growth in the form of new customers and new projects at new or existing sites


+ Orders above set quota in support of Annual Operating Plan


+ Accurate forecast of orders and growth opportunities



KEY RESPONSIBILITIES



+ Aligning Honeywell’s capabilities to the client’s strategic and tactical business goals and objectives at all levels, from senior executive to project personnel.


+ Engaging very early in the project pursuit phase with senior management in order to influence the client’s thinking on what they want to buy and how they should buy it.


+ Identifying and communicating unique opportunities for the project/client where Honeywell solutions may add differential value.


+ Coordinating the activity of Honeywell account managers, technical resources and project personnel in all geographic region to ensure Honeywell’s value to the client is maximized and win rates are maintained at >50%.


+ Developing and sustaining relationships with client’s project teams at all levels, such that Honeywell’s solutions and services become, and are recognized as strategic to the client.


+ To share best practices across the GMP/Strategic Project pursuit team and the rest of HPS


+ Build relationships with local and/or EPC account managers, sales and regional management, field service leaders, and other Honeywell functional groups, alliance partners, and key suppliers to enable maximizing the overall scope and profitability of each project pursuit to support and sell with a ONE-Honeywell mindset and approach.


+ Pro-actively support the development of GMP/Strategic Projects pursuits pipeline- from identification, through screening and validation of the opportunities.


+ Pursuit strategy development for the assigned project on a global basis.


+ Pursuit analysis and the ability to say “No-BID” on projects that we have no way to win.


+ Face to face relationship development with all associated project decision makers up to and including executives of the end-user and EPC.


+ Communication and persuasiveness of the ONE-Honeywell value proposition to the client.


+ Coordination of HPS sales and support activity on all assigned projects globally.


+ Support the development of regional HPS sales team members to clearly understand the value generators and cost drivers that must be communicated for overall success.


+ Utilize the team of Marketing specialists, Solutions Architects, Application’s Specialists, PAS operations, Proposal and estimating specialists, contracts and service (and other regional teams within Honeywell’s global business structure) to support the project’s requirements.


+ Anticipate future trends accurately; learn quickly and think independently to adapt as required


+ Manage customer expectations and contribute to a high level of customer satisfaction


+ Provide detailed and accurate sales forecasting


+ Maintain CRM data quality


+ Able to travel 50%+ of the time, including international travel



YOU MUST HAVE



+ 10 + years in industrial market sales


+ Business Development experience



WE VALUE



+ Bachelor degree or MBA preferred.


+ Background in Automation Solution preferred


+ Experienced in complex sales: including engaging early in the customer buying cycle at senior levels; building long-term strategic and executive relationships; team selling and opportunity planning


+ A well developed sense of the industry and market trends


+ Thorough knowledge of market penetration strategies and market development strategies


+ High energy, able to stay focused long hours


+ Excellent interpersonal, communication, and presentation skills


+ Understanding of contractual language and experience with contract negotiations


+ Financial and business acumen


+ Attention to Detail and Follow-Up


+ Ability to handle multiple priorities and navigate in a highly matrixed environment


+ A capacity to make decisions in the face of ambiguity


+ An ability to lead diverse matrixed teams


+ Direct sales, sales management, Business Development, marketing and project management experience


+ A demonstrated ability to motivate sales teams and others with drive and energy resulting in aggressive growth.


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.